Let’s say you’re sitting for a job interview and the interviewer asks you some nerve-wracking questions. Nothing surely would affect your performance if you’ve done your research in the company, know your strengths and USP, you’re confident and most importantly you know how to sell yourself.
Be it a person, when it comes to a job interview, or a product, there are certain top-notch tactics which you definitely need to know about how to make customers buy from you.
Learn About Your Product
Make sure you have immense knowledge about your product where the customers feel that they’re involved in an erudite conversation regarding the product with you.
Believe in your product that is being sold and don’t hesitate in showing your love for it, this will help in elucidating the fact that you actually care about the product and might transfer this enthusiasm to the customer.
You must highlight some unique features, or you can say the USP of the product, to make it stand out from the rest competitors. It can influence your customers into considering and liking the product.
Articulate How Your Product Meets the Customer’s Needs
Translating the features into benefits that are generic to your product category can convince a customer to buy but not necessarily from you! Use benefits that differentiate you from the competition.
Anticipating your customer’s motivation will help them to infer that you understand their needs. You can connect emotionally with the customers by mentioning those needs. Will the product make the customer’s life easier? What can motivate them to buy? Will it meet their needs or reach their desires? Will it be counted as a luxury? Can it be used for a long time? Is it worth its price?
If yes, then it’s not going to be a difficult task in convincing your customer to buy. Don’t lie outright or fudge facts. Be honest with your customers and try to change their perception but not by deception.
Be A Storyteller
Stories have a profound effect on our brains and our behaviour. The persuasive force of stories has been well documented. Engage your customers in a special way, use metaphors and let them connect with the lives of other people and their experiences with the product.
In order for your story to be truly effective, you need to nail the timing. A misplaced story seems forced, awkward, and will fall flat. Get clear on your presentation, selling the product, introducing the company to the customers, communicate your vision and inspire others to act.
Narrate some unprecedented stories. As a result, customers will remember you and your company forever. So, next time if you want to capture the attention of your audience, motivate them by building trust and rapport. Make the data and facts sync perfectly through your story by becoming applicable, relevant and interesting.
You can also upload real life stories of your satisfied and happy customers on your website or get it printed in your brochure which will act like a bonus. Go grab attention, make facts stick to the point, make your data understandable and something the customers can relate to.
Know Your Customers
Position the facts about the product according to the person you’re selling it to. You may have a handful of crucial facts, but it’s up to your skill to know which of those facts best serve each individual sale. For instance, if you are trying to sell a relatively high-end sofa-cum-bed to a wealthy person, you might mention its luxurious features. Do this by saying things like: “This can enhance the comfort and the beauty of your living room. And that soft leather seat, it’s so comfortable. Belonging to the range of modern furniture and imported fabric, this designer sofa-cum-bed can embellish your room.”
And if you were trying to sell the same sofa-cum-bed to a middle class family with two children, however, you would emphasize its more utilitarian features. For example, you could say things like: “It works efficiently as both a sofa and a bed. They are easily convertible and give you the best comfort in both. They help you to convert your living room into a temporary bedroom. Our product strives to give you luxury in an affordable price. We have a 30-day easy return policy. You may also check for storage spaces suiting your need.”
This way you can also save your customers’ time and provide them with the information they’re interested in knowing about the product.
Customer feedback is really important because it provides marketers and business owners with insight that they can use to improve their business, products and overall customer experience. So after conveying your knowledge about the product, marketing it and answering the questions that customers may have, make sure you confirm their interest in the product by asking an open-ended question like “So what do you think? Will it meet your needs?” or “Does it sound like a product that is worth buying?”
Such questions will also allow you to build and maintain communication with others. Effective feedback, both positive and negative, is very helpful. There are plenty of other ways where you can leverage your customers’ feedback and profit from it like telephonic surveys, mobile surveys, feedback forms, focus groups, usability testing, monitor social media, etc.
Remember that the most important thing for customers is to buy solutions that will give them the outcomes to meet their needs. The price of the product comes later. If your customer is still not convinced in buying your product instantly then you can provide them with free trial samples (if possible) or least you can do is give them time to consider and let them contact you later.