How to Make People Want to Buy Now
You're best served if you can get people not just interested in buying what you're selling, but passionate about doing so. Generate a compelling desire to own whatever you're offering. The extent to which you can do this is the extent to which you'll get rich. Great salespeople always build a case for their products. If you've ever been to a state fair or anywhere a pitchman is selling a kitchen appliance or similar item, you've been exposed to some of the best marketing out there. I always stop and watch these folks, because I can learn from them; they really know how to get people excited about what they have. They keep the chatter going, telling the audience how important it is for them to own the item, how it will make their life so much simpler and easier.
This is what we all should do. We're not all selling the same products, but we want to build that passion like they do, so people feel compelled to buy from us. It all boils down to a transfer of emotions. As excited as we get about our products, we want them to get even more excited. We want to pump that passion into everything we offer.
One way to distinguish yourself from everyone else is with your unique selling position, or USP. There are many businesses selling the same products and services, and prospects have a wide choice, especially in cities: hundreds of dentists, dozens of plumbers, and all kinds of businesses in multiple numbers. It's vitally important that you separate yourself from the competition. What can you offer that your other competitors can't? "Me too" marketing doesn't work here. Your business must stand out from all the rest in the area.
Whenever we help the businesses in those areas, they're forever grateful -- because while there may be 100 dentists or chiropractors out there, only a few are making real money. The same goes whether you're selling jewelry, shoes, or any other type of commodity or service. There's always going to be a lot of competition. You separate yourself from the competition with a USP, something you do better than anyone else and can promote in all your advertising. It can be as simple as the fact that you just take better care of people. You make it known that you're not just interested in making the sale, but that you also follow-up vigorously after the sale.
There's a pest control company in San Diego that advertises, "We'll come out and get rid of all of your termites. If any show up within the next nine months, we'll come back and do it again for free." That resonates with people. They're guaranteeing their service, proving it's safe to do business with them because if they don't get it right, they'll come back. You should do the same, though I'd recommend a longer guarantee period.
Think about what a USP can mean for your business. About 95% of all businesses have nothing unique or special about them. If you'll think about and implement special things, coupled with a sense of urgency, you can see your business double, triple or quadruple.
If you don't stimulate a sense of urgency in people, a desire to buy now, then they're not going to buy at all. Like any salesman, you must become a master of getting people to buy what you have to sell. Give them a reason to buy.
Let's consider a normal social situation, with me talking to you about an overwhelmingly positive experience I've had. If I'm truly passionate, I can convey that emotion to you and get you to see that you should pay attention to what I'm saying -- whether it's a great restaurant I went to, a movie I saw, or a business I dealt with. Ideally, through my emotional reaction, I get you excited about it and make you want to engage in whatever it is. On the other hand, if the experience stunk, I can be equally critical, and convey my emotion that way -- and maybe you'd avoid that movie or restaurant.
The principle works the same way with businesses. Whether you're advertising or selling face-to-face or on the phone, you have to transfer your excitement to the customer in order to close the sale. Making people want to buy now means getting them all excited about why they should be doing business with you. Set the tone for them, because people won't see it on their own; with rare exceptions, they're not inclined to sell themselves.
This is what we all should do. We're not all selling the same products, but we want to build that passion like they do, so people feel compelled to buy from us. It all boils down to a transfer of emotions. As excited as we get about our products, we want them to get even more excited. We want to pump that passion into everything we offer.
One way to distinguish yourself from everyone else is with your unique selling position, or USP. There are many businesses selling the same products and services, and prospects have a wide choice, especially in cities: hundreds of dentists, dozens of plumbers, and all kinds of businesses in multiple numbers. It's vitally important that you separate yourself from the competition. What can you offer that your other competitors can't? "Me too" marketing doesn't work here. Your business must stand out from all the rest in the area.
Whenever we help the businesses in those areas, they're forever grateful -- because while there may be 100 dentists or chiropractors out there, only a few are making real money. The same goes whether you're selling jewelry, shoes, or any other type of commodity or service. There's always going to be a lot of competition. You separate yourself from the competition with a USP, something you do better than anyone else and can promote in all your advertising. It can be as simple as the fact that you just take better care of people. You make it known that you're not just interested in making the sale, but that you also follow-up vigorously after the sale.
There's a pest control company in San Diego that advertises, "We'll come out and get rid of all of your termites. If any show up within the next nine months, we'll come back and do it again for free." That resonates with people. They're guaranteeing their service, proving it's safe to do business with them because if they don't get it right, they'll come back. You should do the same, though I'd recommend a longer guarantee period.
Think about what a USP can mean for your business. About 95% of all businesses have nothing unique or special about them. If you'll think about and implement special things, coupled with a sense of urgency, you can see your business double, triple or quadruple.
If you don't stimulate a sense of urgency in people, a desire to buy now, then they're not going to buy at all. Like any salesman, you must become a master of getting people to buy what you have to sell. Give them a reason to buy.
Let's consider a normal social situation, with me talking to you about an overwhelmingly positive experience I've had. If I'm truly passionate, I can convey that emotion to you and get you to see that you should pay attention to what I'm saying -- whether it's a great restaurant I went to, a movie I saw, or a business I dealt with. Ideally, through my emotional reaction, I get you excited about it and make you want to engage in whatever it is. On the other hand, if the experience stunk, I can be equally critical, and convey my emotion that way -- and maybe you'd avoid that movie or restaurant.
The principle works the same way with businesses. Whether you're advertising or selling face-to-face or on the phone, you have to transfer your excitement to the customer in order to close the sale. Making people want to buy now means getting them all excited about why they should be doing business with you. Set the tone for them, because people won't see it on their own; with rare exceptions, they're not inclined to sell themselves.
Comments
Post a Comment