When it comes to sales, it is not enough to create a product that has great qualities and can meet various needs.
In fact, the fact that you have a great product or provide one of the best services does not guarantee that people will buy from you.
You need to give them a reason to want to buy and that is where the process of selling comes in.
If you have ever had felt the pain of losing customers time and time again to your competitors, or you have products in store that no one seems interested in buying, then this is for you.
The first thing you need to know is; at some point in every seller’s life, they experience how it feels to have products and services to offer but no one looked their way. (So, you’re not alone.)
But the good news is, most salesmen have been able to overcome this, and you can too.
Together, we will be exploring a few strategies to convince people to buy from you.
Without further delay, let’s get started:
Know your customers
This is the first and most important step to convincing people to buy from you. Without this, everything else is just a waste of time and effort.
It begins with a simple question: Who is my ideal customer?
The truth is, not everyone is your customer.
Many people make this mistake.
For example: we know everyone eats food. But if you are selling cooked meals, your target customers cannot be everybody.
There are a lot of other factors that come into play, like which class of people can afford what you are selling? Which people will be interested in the kind of food you are selling? And many more.
This is where knowing your prospects (potential customer) comes in.
First, you need basic personal facts.
You can start with filling out the demographic data. To do this ask yourself what my ideal customer’s age is, sex, education, social class, marital status, occupation, etc.
After this, you move on to the psychographic data. This is where you ask: what are my ideal customers’ wants, dreams, hopes, desires, fears, regrets, etc.
With all this information, you know what your customer expects and how to position your product to fulfill those expectations. Only then will they be interested in what you sell.
You need to know your prospect so well that you can describe his day to day activities. Until then, do not stop learning about your customers.
Nobody cares about your product or service.
All they care about is what it can do for them. When talking to a prospect, never focus on your product but on your prospect and the numerous things he/she stands to benefit if they accept your offer.
One question that is always in the mind of your prospect is: What is in it for me?
To be able to answer this, you need to spell out the benefits and not just the features of your products. While you are doing this, make sure your message is all about your prospect and what he/she stands to gain.
For example: If you want to sell a wooden table to an office worker. You do not say: This made from wood, it has a very wide surface, furnished with the best wood in the market, so you should buy it.
Those are just features of your product. How do the features benefit your customer?
So, instead you say: This table is made from wood and not glass which makes it able to withstand a lot of pressure. You do not have to worry it will break.
It has a very wide surface. This gives you enough room to work and also place as many files, books, and personal effects as you want.
It is furnished with the best wood you can find. This means it can last longer and your table can last years without rotting.
As you can see, we mentioned the features but back them up with benefits.
Contrary to what most people think, people buy things for emotional reasons but justify their buying decisions with logic.
For example: When you spend so much buying a smart TV, you tell yourself it’s because of the high-tech qualities it possesses that regular TVs do not have.
But more importantly (if we are being honest) you cherish the feeling of importance you get when people come over and admire the TV. That is an emotional benefit.
Knowing all about your ideal customer helps with this. While you sell your product, you tell them how your product can help them achieve their desires and dreams.
Give your prospects reasons why they must buy from you
This is very important especially if you want your prospect buying from you and not your competition.
You need to make your customers feel that they are getting more value if they buy from you than when they buy from the other person.
This is the point where you present your USP, that is, your Unique Selling Proposition. What makes your product or service better than others?
If you sell fashion items, your USP could be that you can deliver your customer’s product to their doorstep wherever they are.
Your unique selling points can sometimes be what other brands are doing too. But you need to present yours in a more unique way or takes yours a notch higher.
So, it could be that you not only make doorstep delivery but also, delivery is totally free when they buy from you.
With your USP in place, you can win your prospect over and make him buy from you and you alone.
Present an irresistible offer
This is where it gets very tricky. People naturally build a wall of resistance when you start throwing prices at them.
You want to make sure that you present it in a way that they are not just interested but are willing to buy at the price you are offering.
First thing you need to note is: never talk price at the beginning. Make sure you have appealed to your prospect’s emotions and presented the benefits.
Make him want what you are selling before going on to present your offer, one that he cannot resist.
One of the ways to do this is, add bonuses to the services you are offering or the product you are selling. Make sure the bonuses are valuable to your prospect.
If you are offering a package, you can make the individual parts of the package seem more expensive than the whole package.
For example, if you sell a skincare kit that consist of a cleanser, toner, body scrub, sunscreen and face mask.
You can estimate the worth of each product if they were being sold individually. Do this in a way that when they are all added up, the price is more than the price of the package.
You could also create scarcity around your product and service.
Start with a higher price but beat it down and tell your prospect they a get it at a discounted price if they buy it within a period of time, maybe the next two to three days.
You could give a money-back guarantee too.
Position yourself as an authority
People buy from you because they need what you are selling but cannot make the product themselves or do what you are doing.
If you are offering a service, make your prospect understand that you are skilled at it. If it is a product, make them understand you are well-versed in that niche.
You have to prove that you have what it takes to help your prospect get his/her desired results. This is where your past achievements and milestones come in.
People tend to listen to and obey professionals without question. For example, if a doctor prescribes a drug for an illness, you do not question him – because he is a professional in that field.
Be a professional in yours and show your prospect that you are.
Let the testimonials do the talking
People are more inclined to use our product or service when they are sure that it will work for them.
One of the ways of assuring them it will is by showing them how it has worked for other people. Give them proof through testimonials and reviews. These could be in form of pictures, videos or even in written form
You can include your brand’s achievements and endorsements.
All these show your prospect that they can trust your brand and your product.
Show your prospect you care
When your prospects feel like you care about them, they want to buy from you.
Do not go straight to talking about your product and what it can do for them.
Learn to ask questions first about them, their wants and where they need help. This helps you understand what that prospect needs and how best your product can help.
But more importantly, it shows your prospect that you care about them.
Also, your customer care services should be on point.
Make sure that both prospects and customers can reach you at any time, and you will be there to answer their questions and allay their fears.
These also make prospects trust your brand.
You no longer have to worry about not selling. Getting customers to buy from you is not as hard as you think.
One thing you need to understand is that your customer is the most important factor in the selling process.
If you can make your prospect feel like they have a lot to gain, give them an offer they can’t resist and make them trust your brand, you will be able to convince him to buy.