At some point in our lives, we’ve all had the bright idea of creating a product or service that is going to revolutionize the world and make us millionaires. Then there is an aspect where you have to convince a customer to buy your product.
So you get off and work hard, getting so close only to falter at the last hurdle simply because you can’t get anyone to buy your great product. Sounds familiar doesn’t it? We both know you are also looking for a solution to this very problem. That’s why you’re here.
Logically, the first step to convincing a client is to know what their demand is, then you create a bond with them, gain their trust, show them the product, give them answers to any questions they might have, and lastly- close the deal.
That’s just the short version of things. We’re going to give you an in-depth tips you really need to know so you can easily convince customers to buy your products.
How to convince a customer to buy your product
Focus on a target audience and understand them
To succeed in sales, you typically need to understand your customers inside out. Instead of trying to sell to everyone, narrow down your target audience. Choose a specific group of people who are most likely to be interested in your product.
Take the time to really know what your customers want and need. Dive deep into their motivations and understand their true desires.
When you understand what they want, you can connect with them on a personal level. People are more likely to buy something that aligns with their goals and solves their specific problems.
Show the value of your product or service (tell them as much as you can)
Clearly communicate the benefits and positive outcomes your product or service provides. Customers want to see the value of your product and how it can improve their lives. Once they see that, they’re more likely to make a purchase. People are motivated by the good things they can get and the positive experiences they can have.
Provide personalized customer service
Personalized interactions and quick support are important to people. Every customer is unique, so you need to pay attention to individual preferences, communication styles, and decision-making processes. Some customers may prefer detailed information, while others may respond better to a more concise and visual presentation — establish a suitable approach for your market.
When you go the extra mile to provide exceptional customer service, customers feel valued and cared for. This taps into their desire for recognition and connection. When people feel valued, they trust you more and it increases the likelihood of a successful sale.
Prove your products are better than the competition
Show that your products are better than what competitors offer. People want validation and reassurance before making a purchase. The unique selling proposition (USP) of your product is that one feature that sets you apart from competitors.
Focus on a feature of your product that is different from your competitors. Highlight the feature that provides an advantage to the customer. You will convince customers to buy your product when you offer a feature that uniquely solves a problem.
Don’t use technical words or clichés when talking about your product. Your audience doesn’t need to be impressed by fancy language. Instead, focus on explaining the benefits of your product in simple terms that your audience can understand.
Your unique selling proposition (USP) can be from any aspect of your product: how it’s made, raw materials, durability, affordability, etc. You can also use testimonials, case studies, or demonstrations to provide proof and build confidence in potential buyers.
Tip: Don’t mention generic features as your USP. Phrases such as ‘high quality’, ‘strong and durable’, ‘lasts long’ and the likes do not actually tell anyone your product is any different from others out there. So be original.
Ask about your customers’ well-being and be a good listener
Building a good relationship and personal connection is important. Genuinely ask about your customers’ well-being to show you care about them as individuals.
People are more likely to engage with those who show genuine concern. When customers feel valued and understood, they trust you and share their needs and preferences.
This is why it’s often said that effective communication is at the core of successful sales. This involves asking relevant questions, paraphrasing their responses, and showing genuine interest in what they have to say. This way, you gain valuable insights that enable you to tailor your pitch to address their specific concerns and increase the chances of making a sale.
Create a sense of urgency
A sense of urgency can be powerful in sales. It’s even enough to convince a customer to buy your product as they are motivated to take action when they feel there’s limited time or opportunity. When you emphasize scarcity or time-limited offers, you tap into their fear of missing out (FOMO).
This psychological trigger compels them to act quickly to secure the benefits before they’re gone. Communicating limited availability, time-limited discounts, or exclusive deals can ignite a sense of urgency and drive customers to make a purchase.
Build trust and credibility
Trust plays a big role in sales. People are cautious when making buying decisions. Establish trust by showcasing your expertise, experience, and success stories from satisfied customers. Testimonials or partnerships with reputable brands also help build trust. People are more likely to buy from those they trust, which builds long-term relationships.
Moving onto the ‘concerns and objectives part’, the fact is that customers often have doubts before buying. This is why it’s extremely important to listen to their concerns, empathize, and address their objections.
Provide relevant information, clarify misconceptions, and offer solutions. By easing their worries and building confidence, you increase the chances of converting their interest into a sale.
Offer extra incentives
People are attracted to incentives that add value to their purchase. Provide additional benefits or rewards alongside your main product or service. Freebies, discounts, extended warranties, loyalty programs, or exclusive features give customers more reasons to choose your product. People feel like they are getting more for their money, making the purchase more appealing.
Follow up and stay in touch
Persistence is an important quality in sales, but it should be balanced with respect for the customer’s boundaries. Follow up consistently without being pushy or aggressive.
If a customer expresses disinterest or requests more time, respect their decision and provide them with the space they need. However, don’t be afraid to reconnect at a later time if there’s a possibility of reengaging their interest.
You can follow up and stay in touch through personalized emails, phone calls, or social media. People appreciate when businesses maintain communication beyond the initial sale.
Be yourself, be natural and use stories
People connect with authenticity and storytelling. Avoid using scripted sales pitches and be genuine and personable. Share stories that resonate with your customers and evoke emotions. Customers call because they want to talk to a real person who can answer their questions. If they didn’t want to talk, they would just look at the website. That’s why you shouldn’t use pre written scripts.
Those canned responses don’t sound natural and make customers feel like they’re being forced to buy something.
Customers are more likely to buy if they feel a connection with the person helping them. Building that connection is impossible if you’re just reading from a script. So if you want to convince customers to buy your product – be yourself and act human.
Provide a seamless payment experience
This is an often overlooked aspect of sales. Whether online or offline, a stressful payment experience will lead to an increased number of abandoned ‘carts’- This basically means customers will more often than not choose to go somewhere else where they feel they can comfortably make their payments without any stress.
So having a streamlined, flexible, and seamless payment process (checkout method) will really help convert prospects into paying customers. You can also choose to offer customers various payment methods; credit and debit cards, cryptocurrency, digital wallets (PayPal, strip etc), cheque, cash, and various other payment methods will really do well to convince your customers to buy your product or service since they can easily make payments without any hassles.
Continuously improve and learn
Successful salespeople are always looking for ways to improve their skills and knowledge. Stay updated on industry trends, sales techniques, and new technologies that can enhance your selling abilities. Seek feedback from customers and colleagues to identify areas for improvement. Attend sales training programs or workshops to sharpen your skills.
The more you invest in your personal and professional growth, the better equipped you’ll be to meet the ever-evolving demands of the sales landscape.
Introduce a referral program
You should start a referral program to get more customers, even if you’re a new business. Word of mouth referrals can be a great way to market your product or service because satisfied customers can recommend it to others.
Encourage your happy customers to tell their colleagues, friends, and associates about their positive experiences with your business. To motivate them to bring in new customers, you can offer discounts or extra services for every successful referral they make.
Analyze competitors to see where you can add value
Take a close look at your competitors to see where you can offer something better. If there are other businesses selling similar products or services, compare things like price, what they offer, the services they provide, and what customers say about them. Find any gaps or weaknesses in their offerings and use those to meet customers’ needs and provide better value.
Find common ground and be willing to compromise
Try to find common ground with potential customers to build a connection. Before you interact with them, do some research to find shared interests or experiences.
If you don’t find any right away, make it a goal to find things you have in common within the first few minutes of your conversation.
When talking to potential customers who are interested in your solution, use the shared interest in your product to understand why they want to talk to you. This approach can give you valuable information when customers realize you have something in common.
Be unashamedly biased about your product
Don’t be afraid to show that you prefer your own product. Instead of pretending to be neutral to seem trustworthy, recognize that customers expect salespeople to have a bias. Understand that your main goal is to sell your product, and customers know that too.
Don’t hold back your excitement about your product. Believe strongly in the value it provides. Savvy buyers understand when salespeople use strong language and they appreciate genuine enthusiasm. Share your perspective with potential customers, confidently saying that your product is the best on the market or that it will add far more value to their lives than the competition.
How can I impress a customer with words?
You can do this simply by complimenting them. Sentences such as “I’m always happy to have a conversation with such a friendly person”, “I appreciate you being so enthusiastic about following this up”, and the likes are ways you can impress your customers and get them to be more receptive to whatever it is you have to say to them.
What are some convincing words?
Here’s a list of some of convincing words you can use on your clients:
- Your Prospect’s Name.
When trying to convince a customer to buy your product, applying the principles of human psychology can significantly enhance your sales performance.
Your clients are humans just like you. So, by employing the strategies outlined in this article, you can win over even the most skeptical customers and establish a solid foundation for future successful sales interactions.
Lastly, you must note that selling is not just about transactions; it’s about building relationships and understanding the needs and desires of your customers. That’s all there is to convincing anyone to buy your product.
Read also: How to Convince a Customer to Take a Loan