Everyone will be able to relate to this week’s content as you more than likely practice it on a daily basis. Whether it’s getting the kids to eat their greens or reaching that all important sales target, it all boils down to trigger questions and communication.
So without further ado, I will begin getting ‘trigger happy’ and explain the importance of posing the correct trigger questions and communication in order to trigger a rapport which in turn could trigger a sale.
When it comes to making purchases some do it on impulse and some do it on desire. But whatever your initial motive to buy, there is a science behind getting customers to the checkout and when it comes to racking up the sales you must learn the art of persuasion…or at least include it in your marketing by following these simple tips;
By incorporating questions into your message you are immediately interacting with the customer and causing them to actively think about your product. This increased responsiveness is more likely to make them remember you and really think about how they can use your company and product. Plus, by talking with them instead of at them, it can also help them feel like you have their best interests at heart.
E.g. “You are wasting money on your marketing” or “Are you wasting money on your marketing?”…I know which one I would respond to first.
Give customers a reason
I’m sure there are lots of you who have been hassled to buy something that if the vendor took one second to listen to your tone they would realise you clearly didn’t want. Giving a customer a reason to buy not only shows that you’re interested in them but that you have confidence in your product . If you’re applying a discount to something because a new model is coming out, tell people that and remove the mystery and therefore the customer’s doubts and hesitations.
If it sounds too good to be true…
…it probably is. We are all familiar with this saying but if your offer really is that good then you can stop customers giving you a wide berth if you are specific. Remember, the chances are the customer won’t believe it to begin with so you need to give them reason to. If your product makes 5 adult portions of soup and 10 children’s ones tell them that and don’t generalise by saying 10 portions. Give them the facts.
Curiosity saved the cat
When you were little did you ever annoy your parents by asking “why?” all the time? Why is the sky blue?, why are vegetables horrible? and many, many more just like that…tedious and tiresome. Well my point is that we are naturally a curious species and want to know answers to questions and when told not to do something we generally do the opposite. That’s why enticing headlines and questions as email subjects get more responses.
It’s all about give and take
Or more specifically, giving the customer a time limit in which to take up an offer. Yes, they will be gaining something, namely what you have to offer, but they will also miss out if they don’t act within your stipulations. And nobody like to be a loser.
Pose a problem
I know what you’re thinking and no I haven’t lost the plot…completely. In reality, your product is designed to solve a problem so in order to show it in its full glory and how it will ultimately help the customer you need to make them realise and face the problem. This is easy, just think of your product’s benefits and turn them on their head. The conversation may go a little like this…
You – “I always find that having to wait for a delivery when you aren’t given a time slot interrupts my routine and usually takes all day”.
Customer – “I know, or if you want to specify a day and time it costs extra”
You – “ Well we deliver directly to you when you specify at no extra cost”
Customer – “How handy, that would help me plan my day a lot better…”
You – “Yaaas min, a sale!” (do this last bit in the privacy of your office)
I understand that selling is quite daunting for some but by using these simple tips you will develop a more natural and persuasive pitch. At the end of the day you are only talking to people and if you know your product then it will easy to tell them all about it. The trick is to drop information into a conversation instead of going in all guns blazing with facts, figures, dimensions and cost. Try telling the customer a story about you, the product or company and weave in how the product will benefit them and its features. But above all, be yourself, people do buy from people after all and are more likely to buy from an ordinary person they know something about.
Next week we will look at how to maximise your chances of getting repeat business from all those customers you will have gained through your newly honed sales pitches. Catch you then!