There are a lot of excuses floating around about why people don't buy. Maybe you've heard some of them: it's too expensive, it's not at the top of my "must have" list right now, or even when a deals too good to be true... it's too good to be true. Customer objections are more easily overcome than you might imagine. Let's take a look at 3 simple ways to wipe out those objections.
1. It's Too Expensive. Don't be fooled! Most of your customers can get the money to buy the product... it's not a matter of having enough. Let's face it...what they're really saying is that they can get a better deal somewhere else, or a deal that gives them a better value for their buck.
Now, give in to these "persuasion" to drop your prices to "rock bottom", simply because you heard them say they cannot afford to pay for it. There are ways on how to eliminate these objections without ridding yourself of your profits!
Let them see it as a better deal for them. I mean, take a look at your product. How can you raise the perceived value? You could include a manual a Compact disc, or even a downloadable book full of details about the product. Let them think they are getting more for their money, and the deal would seem a lot more gratifying on their behalf.
Picture this...many of us expect to have to pay more when we visit a specialist. Sure, Wal-Mart is great if we're looking for a generic product, however, if we would like something from somebody who knows what they're talking about, we seek a market "specialist"...and expect having to pay a bit more as part of the deal.
How can you turn into a specialist who demands respect, and get away with a bit higher prices?
A. Find niches within your market to address. Hey, in case you haven't noticed, you'll learn about groups in your market that stand out...business men and women, young moms, retired people, etc.
B. Look around, do a bit of research and determine just how your products correspond to the special needs of those niche groups.
C. Speak with them as someone knowledgeable. Revise your sales materials to handle the particular needs of each group. Tell them you understand what they want and need, watching your profits improve greatly.
2. I Have More Important Things To Get Right Now. Yeah, buying now doesn't seem too important until... the deal's too sweet to pass up, and you have to get it today to get the deal.
The Things I am talking about is blocking the option of procrastination. Truly what your customer states is ...I have no use for anything at this time. Make the deal irresistible, and hang a deadline on it. It'll encourage them into making the purchase their priority, NOW
3. I'm Skeptical...It's Too Good to Be True. Most customers have been burnt by deals that seem too good to be true... they ended up costing more than they were worth. The only way you'll ever overcome the skepticism is to build a relationship of trust.
A. Unconditional money back guarantees eliminate the risk of loss and show the customer that you are truly concerned with their satisfaction.
B. Let testimonials speak for you. Evidence that you've delivered and gained customer satisfaction in the past goes a long way toward banning customer fears.
C. Be available. Clients feel like everything is fine when they'd pick up the phone or send an e-mail and receive immediate solutions for his or her concerns.
It doesn't need to have high intelligence brain to get through the shell of hard core clients. These 3 tips will allow you to get off to a good beginning.
1. It's Too Expensive. Don't be fooled! Most of your customers can get the money to buy the product... it's not a matter of having enough. Let's face it...what they're really saying is that they can get a better deal somewhere else, or a deal that gives them a better value for their buck.
Now, give in to these "persuasion" to drop your prices to "rock bottom", simply because you heard them say they cannot afford to pay for it. There are ways on how to eliminate these objections without ridding yourself of your profits!
Let them see it as a better deal for them. I mean, take a look at your product. How can you raise the perceived value? You could include a manual a Compact disc, or even a downloadable book full of details about the product. Let them think they are getting more for their money, and the deal would seem a lot more gratifying on their behalf.
Picture this...many of us expect to have to pay more when we visit a specialist. Sure, Wal-Mart is great if we're looking for a generic product, however, if we would like something from somebody who knows what they're talking about, we seek a market "specialist"...and expect having to pay a bit more as part of the deal.
How can you turn into a specialist who demands respect, and get away with a bit higher prices?
A. Find niches within your market to address. Hey, in case you haven't noticed, you'll learn about groups in your market that stand out...business men and women, young moms, retired people, etc.
B. Look around, do a bit of research and determine just how your products correspond to the special needs of those niche groups.
C. Speak with them as someone knowledgeable. Revise your sales materials to handle the particular needs of each group. Tell them you understand what they want and need, watching your profits improve greatly.
2. I Have More Important Things To Get Right Now. Yeah, buying now doesn't seem too important until... the deal's too sweet to pass up, and you have to get it today to get the deal.
The Things I am talking about is blocking the option of procrastination. Truly what your customer states is ...I have no use for anything at this time. Make the deal irresistible, and hang a deadline on it. It'll encourage them into making the purchase their priority, NOW
3. I'm Skeptical...It's Too Good to Be True. Most customers have been burnt by deals that seem too good to be true... they ended up costing more than they were worth. The only way you'll ever overcome the skepticism is to build a relationship of trust.
A. Unconditional money back guarantees eliminate the risk of loss and show the customer that you are truly concerned with their satisfaction.
B. Let testimonials speak for you. Evidence that you've delivered and gained customer satisfaction in the past goes a long way toward banning customer fears.
C. Be available. Clients feel like everything is fine when they'd pick up the phone or send an e-mail and receive immediate solutions for his or her concerns.
It doesn't need to have high intelligence brain to get through the shell of hard core clients. These 3 tips will allow you to get off to a good beginning.
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