{"id":2855,"date":"2020-11-24T13:24:13","date_gmt":"2020-11-24T18:24:13","guid":{"rendered":"https:\/\/jeanpierrelauzier.com\/wpn\/quel-est-indice-dattraction-clientele-cible-iac\/"},"modified":"2020-11-24T20:30:55","modified_gmt":"2020-11-25T01:30:55","slug":"quel-est-indice-dattraction-clientele-cible-iac","status":"publish","type":"post","link":"https:\/\/jeanpierrelauzier.com\/en\/quel-est-indice-dattraction-clientele-cible-iac\/","title":{"rendered":"What is your Customer Attraction Index (CAI)?"},"content":{"rendered":"<div  class='av-hotspot-image-container av-kgu7t4x1-af8b686dd4269bd457bfbadc0a0ba762  avia-builder-el-0  el_before_av_section  avia-builder-el-first  av-hotspot-numbered av-mobile-fallback-active  av-non-fullwidth-hotspot-image'  itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class='av-hotspot-container'><div class='av-hotspot-container-inner-cell'><div class='av-hotspot-container-inner-wrap'><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-2852 avia-img-lazy-loading-not-2852 avia_image' src=\"https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/pouvoir.jpg\" alt='Indice attraction client : techniques de vente' title='pouvoir'  height=\"600\" width=\"1900\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/pouvoir.jpg 1900w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/pouvoir-300x95.jpg 300w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/pouvoir-1030x325.jpg 1030w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/pouvoir-768x243.jpg 768w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/pouvoir-1536x485.jpg 1536w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/pouvoir-1500x474.jpg 1500w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/pouvoir-705x223.jpg 705w\" sizes=\"(max-width: 1900px) 100vw, 1900px\" \/><\/div><\/div><\/div><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28\">\n.avia-section.av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28{\nbackground-color:#32323b;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28 main_color avia-section-small avia-no-border-styling  avia-builder-el-1  el_after_av_image_hotspot  el_before_av_textblock  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2855'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32\">\n#top .av_textblock_section.av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32 .avia_textblock{\ncolor:#b7b7bc;\n}\n<\/style>\n<section  class='av_textblock_section av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><h1><strong>What is your <u>C<\/u>ustomer <u>A<\/u>ttraction <u>I<\/u>ndex (CAI)?<\/strong><\/h1>\n<\/div><\/section>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='after_section_1'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2855'><div class='entry-content-wrapper clearfix'>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><header class=\"entry-header\"><\/header>\n<div class=\"entry-content\"><\/div>\n<p>High-growth companies exert a certain force of attraction on their target clientele. They\u2019re attractive and their appeal is not mere coincidence. These organizations position themselves in their respective markets so that their potential customers come to them when they\u2019re ready to buy. It\u2019s much easier to sell to a customer who finds you than to sell to one who you found. However, it\u2019s much more difficult to be <strong>attractive<\/strong> than it is to be <strong>aggressive<\/strong>.<\/p>\n<p>Take a few minutes and analyze your <strong>force of attraction.<\/strong> Do you always need to solicit to get new customers or do they come to you to do business? When you\u2019re in a sales cycle, do you feel obligated to always push to make the sale or does the customer push you to arrive at an agreement? Your answers to these questions will help you better understand where you score on your <strong>CAI (Customer Attraction Index).<\/strong> The higher your <strong>CAI<\/strong>, the faster, more profitable and more sustainable your growth will be.<\/p>\n<div class=\"entry-content\"><\/div>\n<\/div><\/section>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-7825c5a22811a592e5089f002859456b\">\n.avia-section.av-kfpx2wb9-7825c5a22811a592e5089f002859456b{\nbackground-color:#efefef;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_2'  class='avia-section av-kfpx2wb9-7825c5a22811a592e5089f002859456b main_color avia-section-small avia-no-border-styling  avia-builder-el-4  el_after_av_textblock  el_before_av_section  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2855'><div class='entry-content-wrapper clearfix'>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>In today\u2019s business world, most companies and salespeople have not learned how to be attractive and are more likely to be aggressive.<\/p>\n<p>In order to gradually leave this aggressive approach behind and increase your <strong>CAI<\/strong>, you should create a <strong>scarcity effect<\/strong>; in other words, figure out what makes your offer unique. You should be able to say why the customer should buy from you and dare to determine what your UMI (Unique Market Identification) is, then develop it.<\/p>\n<p>Another important factor that will greatly help increase your CAI is how you communicate with your customers, both verbally and in writing, and here\u2019s why.<\/p>\n<\/div><\/section>\n\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='av_section_3'  class='avia-section av-4rn7-8e098a6782072b4520c045d9ddd6a6fc main_color avia-section-small avia-no-border-styling  avia-builder-el-6  el_after_av_section  el_before_av_one_third  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2855'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-40h5-63b7e5a50dbc1b7af6da600e4005e807\">\n.flex_column.av-40h5-63b7e5a50dbc1b7af6da600e4005e807{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-40h5-63b7e5a50dbc1b7af6da600e4005e807 av_one_full  avia-builder-el-7  avia-builder-el-no-sibling  first flex_column_div av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65\">\n#top .hr.hr-invisible.av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65 hr-invisible  avia-builder-el-8  el_before_av_textblock  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Let&#8217;s start by taking a look at your written communications, or what you have on your website, in your brochures, on your circulars, in your email messages, in your proposals, etc. Do these publications catch the interest and attention of your target clientele? If you want to get an idea of how others perceive your <strong>CAI<\/strong>, show your written publications to some potential customers who don\u2019t know you and ask them what comes to mind when they read your documents. If the effect is unclear, you should change your message and direct it more towards the customer\u2019s concerns and issues.<\/p>\n<p>Now, let\u2019s talk about how to improve your verbal communication skills.\u00a0 Below are three techniques to raise your <strong>CAI<\/strong>, but you should apply them every day if you want solid results:<\/p>\n<ol>\n<li><strong>Develop a strong, sincere desire to help customers get what they want.<\/strong> Customers should feel that your primary goal is to help them, not to subtly, hypocritically trick them into spending their money, or you will have an extremely difficult time being attractive in the long run.<\/li>\n<li><strong>Increase your skill level.<\/strong> You should be an expert in your field and if you feel it\u2019ll be too time-consuming to become one, then your niche is too vast. Be more specific and make an effort to improve your knowledge in a specific market. Salespeople chase customers, whereas customers chase experts.<\/li>\n<li><strong>Make a point of getting your customers to say <\/strong>\u201c<strong>WOW.<\/strong>\u201d Every time you\u2019re in contact with a customer, find out what you need to do to get them to say \u201cWOW\u201d and do it. Be careful not to generalize; the method will be different for each customer. After having completed a transaction, check whether the customer said \u201cWOW\u201d and that will be another excellent indicator of your <strong>CAI<\/strong>.<\/li>\n<\/ol>\n<p>According to a 2006 study by the GfK research centre, in 1970, 67% of consumers felt that \u201cword of mouth\u201d was important when they went to buy, whereas today, that percentage is as high as 92%. In the time it takes you to read this article, how many customers are talking about you to other potential customers as a sign of great satisfaction?<\/p>\n<p>The higher your <strong>CAI<\/strong>, the better your results, but your greatest boost will stem from the fact that you\u2019ll become, at all levels, a much better person, and customers love doing business with good people.<\/p>\n<p>Make the decision right now to implement actions that will make you more attractive to your customers and that will increase your <strong>CAI. <\/strong>Remember: when it comes to this index, it\u2019s not about the destination, but the road you take every day to get there.<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb\">\n#top .hr.hr-invisible.av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb{\nheight:90px;\n}\n<\/style>\n<div  class='hr av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb hr-invisible  avia-builder-el-10  el_after_av_textblock  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h2 style=\"text-align: center;\">Happy selling !<\/h2>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae\">\n#top .hr.hr-invisible.av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae hr-invisible  avia-builder-el-12  el_after_av_textblock  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p><\/div>\n<\/div><\/div><\/div><!-- close content main div 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href='https:\/\/linkedin.com\/shareArticle?mini=true&#038;title=What%20is%20your%20Customer%20Attraction%20Index%20%28CAI%29%3F&#038;url=https:\/\/jeanpierrelauzier.com\/en\/quel-est-indice-dattraction-clientele-cible-iac\/' data-av_icon='\ue8fc' data-av_iconfont='entypo-fontello'  title='' data-avia-related-tooltip='Share on LinkedIn'><span class='avia_hidden_link_text'>Share on LinkedIn<\/span><\/a><\/li><li class='av-share-link av-social-link-mail avia_social_iconfont' ><a  aria-label=\"Share by Mail\" href='mailto:?subject=What%20is%20your%20Customer%20Attraction%20Index%20%28CAI%29%3F&#038;body=https:\/\/jeanpierrelauzier.com\/en\/quel-est-indice-dattraction-clientele-cible-iac\/' data-av_icon='\ue805' data-av_iconfont='entypo-fontello'  title='' data-avia-related-tooltip='Share by Mail'><span class='avia_hidden_link_text'>Share by Mail<\/span><\/a><\/li><\/ul><\/div><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-3gt3-c28a5207159d12139dca1c5793cb6106\">\n.flex_column.av-3gt3-c28a5207159d12139dca1c5793cb6106{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-3gt3-c28a5207159d12139dca1c5793cb6106 av_one_third  avia-builder-el-16  el_after_av_one_third  el_before_av_section  avia-builder-el-last  flex_column_div av-zero-column-padding  '     ><\/div><\/p>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-7825c5a22811a592e5089f002859456b\">\n.avia-section.av-kfpx2wb9-7825c5a22811a592e5089f002859456b{\nbackground-color:#efefef;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_4'  class='avia-section av-kfpx2wb9-7825c5a22811a592e5089f002859456b main_color avia-section-small avia-no-border-styling  avia-builder-el-17  el_after_av_one_third  el_before_av_blog  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2855'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031\">\n.flex_column.av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031{\nborder-radius:0px 0px 0px 0px;\npadding:50px 50px 50px 50px;\nbackground-color:#efefef;\n}\n<\/style>\n<div  class='flex_column av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031 av_one_half  avia-builder-el-18  el_before_av_one_half  avia-builder-el-first  first flex_column_div  '     ><section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h1 style=\"text-align: left;\"><\/h1>\n<p><b>Jean-Pierre Lauzier<\/b><br \/>\nConsulting expert, trainer and speaker<br \/>\nSales, marketing and customer service<br \/>\nAuthor of the book: \u201cLe C\u0153ur aux ventes\u201d<\/p>\n<p><b>JPL Communications inc.<\/b><br \/>\n<a href=\"mailto:info@jeanpierrelauzier.com\">info@jeanpierrelauzier.com<\/a><br \/>\nwww.jeanpierrelauzier.com<br \/>\n450 444-3879<\/p>\n<\/div><\/section><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70\">\n.flex_column.av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70{\nborder-radius:0px 0px 0px 0px;\npadding:50px 50px 50px 50px;\nbackground-color:#efefef;\n}\n<\/style>\n<div  class='flex_column av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70 av_one_half  avia-builder-el-20  el_after_av_one_half  avia-builder-el-last  flex_column_div  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-13qnc-667f89405ab5ec2aaa3f5d6b934af1f7\">\n#top .av_textblock_section.av-13qnc-667f89405ab5ec2aaa3f5d6b934af1f7 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They\u2019re attractive and their appeal is not mere coincidence. These organizations position themselves in their respective markets so that their potential customers come to them when they\u2019re ready to buy. It\u2019s much easier to sell to a customer who finds you than to sell to one who you found. However, it\u2019s much more difficult to be attractive than it is to be aggressive.<\/p>\n","protected":false},"author":4,"featured_media":2852,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[28,29],"tags":[],"class_list":["post-2855","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-approche-de-vente-en","category-prospection-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.9 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>What is your Customer Attraction Index (CAI)? - JPL Communications<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/jeanpierrelauzier.com\/en\/quel-est-indice-dattraction-clientele-cible-iac\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"What is your Customer Attraction Index (CAI)? - JPL Communications\" \/>\n<meta property=\"og:description\" content=\"High-growth companies exert a certain force of attraction on their target clientele. 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