This is why you need to learn how to get customers to buy from you.
Consider this, you have worked tirelessly at creating messages to attract customers, improving your product almost to perfection and creating an excellent buying atmosphere at your place of selling and now a potential customer has arrived.
What do you do, now?
The biggest mistake made by most business people, is the assumption that if the customer has decided to visit their place of business which is a website, or a shop, or a subsidiary outlet like a supermarket etc. that they have already sold themselves. The assumption is that the buying decision has been made and the job is done.
This is a critically wrong assumption!
It is not uncommon for customers, I’m betting including you, to walk into a shop already decided on what to buy, but then get convinced by either a sales person or a shiny offer from a different brand, and end up buying something that is completely different from the original choice. It is also common for a customer to walk into a shop and then decide to buy later or never.
It is for these reasons and more that you have to have a system for engaging a customer to ensure they pick your product for purchase before they visit your place of selling and buy it once they are there.
The following are seven tips on how to get customers to buy from you;
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Get the customer to like you.
Liking you is one of the most powerful incentive to buy for a customer. A customer is far more likely to get to the buying decision quickly when they are dealing with someone they like. Ensure that you are warm and helpful and even smile when dealing with your new customer to guarantee a purchase. This eventually turns to trust and repeat sales are much easier.
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Address the fears of the customer and eliminate them.
Most customers fear buying a product because it might be the wrong choice or they may not need to spend the money right now. Before a customer makes a purchase, they make it a point to browse your competition. If you have not done a good job at convincing them that yours is the right choice, chances are your competition has.
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Talk assuming the sale
When talking to the customer, use a futuristic language that implies the customer has already bought the product. Talk about how the will have one thing less to worry about the next day. Talk to them about a next purchase now that this one is already done.
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Create Value by Emphasizing benefits and not features
The major reason why the customer is buying a product is to ease a problem. Talk about the benefits of using your product to ease their problem. Benefits of a product always outweigh the features because they talk to the value derived from your product. Features are just tools.
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Place urgency on the purchase decision
Always have an offer that is expiring in the near future to compel your customer to buy, your product, immediately and avoid moving around. An offer can be free delivery of bulky purchases, a discount, bundles e.g. buy one get one free or buy and get a complimentary product free.
Offers don’t always have to cost a lot, you can use free information offers e.g. buy and get set up assistance, buy and get a free newsletter etc.
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Offer a guarantee
This works on high value sales where the customer has a high risk attached to the purchase. To ease their anxiety, offer a free test or free support for a limited time or a money back guarantee or an exchange if something is wrong with the item within a specified period of time.
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Do not give negative comments about competitors’ products during your presentation.
Say positive things about your competition but emphasize on why you are better. This displays integrity and emphasizes on the first point of liking you.
By engaging the customer you get to create a relationship with the customer that fosters future repeat sales.
Engaging a customer is not easy and takes a while to learn, but if you really want to boost your conversion rates you will invest in time to learn this precious skill. Learning how to get customers to buy from you will also open you up to the realization that customers may not buy from you today but they will eventually come back and buy from you when ready even after visiting the competition.