Focus on the “buying” decision, not the sale
You’ve heard this before I’ll bet – wooing customers is a little bit like dating. No, you can’t present the engagement ring on your first date – and nor can you suggest more than the other person deems appropriate! There’s a two-way relationship that grows one step at a time. You can’t rush it… you can’t skip it… if you’re looking for the satisfaction of a life-long commitment.
Getting to know your date, like getting to know your customer takes a little time and effort. The personality, likes and dislikes of each date are different, but customers share some commonalities that you, the marketer, can grab onto. Give them what they want, and they’ll become the loyal, life-time customers that make your business prosper.
- Forget About Selling… Put The Emphasis On Buying
People like to think that all of their buying decisions were reached due to their own great ideas and skillful judgement. After all no one wants to be “sold to”, but most of us like to buy. Someone who can genuinely help a buyer discover the best value for them, is no longer a “pushy” sales person, but rather a hero.
When a person walks into your (real or virtual) place of business, they are most likely thinking of making a purchase before they get there. You don’t have to persuade them to buy. So don’t try! Instead simply help them decide what the best purchase is.
Keep your focus on the customer and his needs. Think… what benefits would he or she be most interested in? What is the price range they can afford? Basically, keep in mind that you are there to serve their needs, not persuade them. So the pressure’s off!
- Make Purchasing A “Sure Bet”
Buying is a “risky” business. The higher the price tag reads, the higher the risks are! Your customer is just looking for a product that satisfies the needs he purchased it for. The question they ask themselves is… “Is it worth it?”
And it’s a legitimate question. The world is full of scams where you spend your hard earned cash and end up with something that doesn’t last. A few tough lessons leave customers wary about off-the-cuff purchases. They want something they can trust.
A money back guarantee alleviates a great amount of concern in the mind of the consumer. There’s peace in knowing that if the product doesn’t live up to its claims, they aren’t stuck with a decision they’ll regret.
Customer testimonials also clearly tell “would be” buyers that you really do deliver customer satisfaction. No one can say it better than a satisfied customer, but don’t carelessly use testimonials. You need a method to your madness. Pick clear and specific testimonials to use, and include as much about the customer as you possibly can to lend credence to his testimony.
- Let Them Know That It’s An Easy Process
Simplicity…yes it makes life so much easier. Your harried customers are busy and tired. They don’t want lots of options, they likely don’t want too much to think about. Most of the time, they just want to make the purchase and head home. Make the buying process as simple as you possibly can. Remember that not everyone prefers the same method, but everyone wants the process to be easy.
When you’re planning your marketing campaign, don’t forget to point out the quick, fast, and easy benefits of your product. Remember that value isn’t everything. It’s pretty easy to charm your customers when you know what they like! Keep these 3 tactics in mind as you go about the daunting task of growing your business and expanding your customer list… and watch your profits go through the roof.
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