It's not easy to get someone to buy something, but learning a few techniques can give you a better chance of success. Whether you advertise on the internet or in person, it is important to describe the benefits of the product. Demonstrate its qualities and give the customer a reason to buy it as soon as possible. By believing in yourself and with good speaking skills, you will be able to convince everyone to buy.
Steps
Part 1 of 3: Creating Palatable Online Products
Step 1. Write a short paragraph describing the product
Limit the description to about 4-5 sentences. That's enough to give customers an accurate idea of what they're going to buy. Longer descriptions don't work as well, because the most important details are lost in the text and hardly anyone will read them in full.
Step 2. Use strong but simple words in the description
Product descriptions must be engaging and easy to understand. To achieve this, avoid clichés or technical terms. Instead, write a few sentences that describe the product and what makes it special.
- For example, you can say, "This sweater is made with 100% cashmere wool. It will always make you feel comfortable and warm." This way you inform customers about the qualities of the product and explain to them what they should expect.
- An example of a cliché is: "This is the best sweater you've ever seen. Not buying it would be madness. It will change your life."
- Instead of saying, "This car's vibranium alloy keeps passengers safe," write, "Thanks to the new metal, this car will keep your family safe in the event of an accident."
Step 3. Highlight the benefits of the product in the description
Reread the text and make sure it explains what the customer gains by buying the product. Just talk about the 2 or 3 main benefits. These are the strongest reasons for the purchase, which should be the most interesting for the customer.
- Think about what a customer expects from a product. For example, safety is important for cars. You can say, "Additional side airbags keep your family safe in the event of an accident."
- A less important benefit may be: "This car has a socket for charging the phone under the armrest".
Step 4. Post product images and videos
Take some sharp photos in a well-lit environment. Use simple but colorful backgrounds, keeping the product in the center of the frame. It should be large enough for customers to see clearly. In the case of a video, showcase the benefits of the product in addition to its appearance.
- For some items, such as clothing, it is helpful to have a pattern. You can use a mannequin, but squeeze the shot on the product.
- For example, game makers publish screenshots and gameplay footage to generate interest in their titles.
Step 5. Ask your customers for reviews
Many sites have a built-in review system. Once a product is sold, ask the buyer to leave a comment. Reviews help you build a good reputation, which encourages other customers to buy from you.
- Try to remind customers to leave a comment after the transaction. You can say: "If you have time, can you write a review?".
- Include a link to the comments page in emails, or quote it when discussing with a customer over the phone.
Step 6. Discuss any special terms and conditions the customer needs to know
They include information about shipping, payments, privacy, and ways to contact the seller. Almost all sites have pages dedicated to those topics. If you run an online store or sell a product at auction, you should communicate your policies on the product page.
- Shipping and returns information is always important and should feature prominently on the page.
- Include contact information, such as the email address that customers can use if they want more information.
Part 2 of 3: Creating a Sense of Urgency
Step 1. Highlight the unique features of your product
If you sell a unique item, the customer loses something if they decide not to buy it right away. Don't speak negatively about the competition. Instead, focus on why your product is better than others.
- For example, you can say: "Our customers save on average 30% on their energy bills every year".
- Be specific. Saying "This light bulb reduces energy consumption" will not convince anyone. All light bulb sellers can say the same thing.
Step 2. Explain how the product you sell can address the customer's needs
Provide concrete reasons why the item will be useful to the consumer right away. Those who buy must have the impression that by waiting they will lose something. Describe some reasons why the buyer's life will change as soon as they purchase the product.
For example, you can say: "This light bulb saves you 1 € per hour compared to traditional ones"
Step 3. Make it clear that the product is selling like hot cakes
The shortage of stocks encourages potential buyers to make a decision more quickly. Popular, limited edition or discontinued items are often the most in demand. If you can create the impression that demand is higher than supply, tell the customer or write it directly on the product page.
- For example, you can write: "Limited Edition! Only two left".
- You can tell a customer, "This game has been selling like hot cakes lately. Six people asked me yesterday and I heard it's really cool."
Step 4. Use balances to create a purchase deadline
The balances also serve to give the impression that the offer is limited. Explain that there is currently a discount, or write it next to the item. Even if the discount isn't large, it can encourage customers to take action right away.
A simple phrase like "15% off until Friday!" to encourage customers to complete the purchase
Step 5. Explain why a customer should buy the product today
Potential buyers are often insecure and find reasons not to complete the transaction. Read the descriptions of the product and its benefits again, then think about why you would decide not to buy it. If you can explain that those objections are not important, you can persuade an undecided customer to buy.
- The cost, time, and willingness to discuss the decision with your partner are some of the objections you can overcome. Use your time to make the benefits more palatable and iron out all the problems.
- On the internet, you only have one chance. Refine your description by focusing on the benefits. For in-person sales, respond directly to customer objections.
- For example, if a potential buyer says, "I have to think about it," you can better explain the product benefits and refund policies to them.
Part 3 of 3: Convincing Buyers in Person
Step 1. Meet the customer in person
If you have the opportunity to personally discuss a sale, take it. Showing off your personality gives you more of a chance to complete a transaction than texting or phone calls. With a face-to-face meeting, you have the opportunity to respond to the potential buyer's body language.
- For online sales, you can say, "Would you like to come and take a look at the product?". In order not to make the customer uncomfortable, invite him to a public place.
- Try to talk to the client at an appropriate time, such as after meals or on another occasion when he or she will be in a good mood.
Step 2. Let the potential buyer handle the product
Don't just discuss the object, but get the customer to observe it directly. Let her hold it, touch it, or even try it on. This way he will be able to observe its qualities and will be more inclined to buy it.
For example, dealerships allow customers to test cars. Many clothing stores have dressing rooms where you can try on new clothes before deciding whether to buy them
Step 3. Speak confidently but stay relaxed
Look the other person in the eye and use a strong, clear tone. To do this, you need to know in advance what you will say. Practice at home until you feel comfortable. Don't overdo it with enthusiasm, otherwise you will look fake.
- Don't use interjections like "ah" and "er".
- Talk like you would anyone else. Let the enthusiasm come naturally as you discuss the product.
Step 4. Listen to the other person
Pay attention to what he says. If you stop listening, you can get stuck in the speech you tried. Remember to meet the person as an equal, maintaining a friendly attitude and responding to the concerns they raise.
If a customer starts talking at length about a fishing trip, give him a rope. If you have to sell him a car, you can tell him: "With this off-road vehicle you would have plenty of space to carry your equipment"
Step 5. Imitate the other person's behavior
This will make her feel more comfortable. Just talk like she does and use the same body language. This will also lead you to pay more attention to what he says, so you'll be more convincing when it's your turn to speak.
For example, if someone gestures a lot when they talk, you should too. If your arms are crossed, take a step back and behave more discreetly
Step 6. Negotiate with the prospective buyer
Many sellers use the principle of reciprocity to encourage a purchase. Try closing the deal by offering a special discount or other gift. A personally written thank you card may be enough to entice a customer to purchase.
For example, some stores offer coffee to customers. Many dentists give toothbrushes to patients after their visits
Step 7. Thank the person for their time
Regardless of the response you expect to receive, always behave in a respectful manner. Thank the customer for listening to you. A "Thank you" is enough to make the comparison more friendly, especially after a long discussion.
Just say "Thank you for taking the time to give me"
Step 8. Please try again later if you get a no
When a customer tells you no, you have to respect him. If you have explained all the possible reasons to buy the product, do not insist any further. Let him think for at least a couple of days, weeks or months if possible. Wait for the right opportunity to re-propose the topic.
- If you talk to a stranger, you can say, "Come back if you have more questions."
- On the internet, use your online store links, advertisements, social media posts, and newsletters to get people to come back to your site.
- Talk to customers again when you have the right opportunity. After thinking about it for a while, they may have changed their minds.
Advice
- Be respectful when trying to convince a customer. Nobody likes being pressured to make a purchase.
- Keep calm and pay attention when you get a no. Tell the customer some good reasons why they should buy the product, but don't insist if your methods don't work.
