If you’re a business owner and you’re struggling to improve sales, you will want to read this.
Because selling is necessary to grow your business.
All of us have been sold to. There are times when you’re fully engaged and end up buying. But a lot of the time, we just want to shut off the salesperson.
All business owners encounter this when trying to sell, and it’s when you’ve failed to sell to your perfect customer that it cuts deep.
Once you realise how to sell your perfect customer without actually selling, you will never feel this disappointment again.
How Do You Sell Without Selling?
Let’s be real.
There comes a time in every business owner’s life when we become that annoying salesperson trying to shove it down your throat.
And we can come up with some interesting ways to sell…
I’ll create a need for my product.
Let me tell you why this doesn’t work.
Imagine you’ve figured out a method to prevent people from having migraines.
You try to sell a migraine prevention course based on this new method that will stop future migraines.
If I’ve never had a migraine before, why would I need to buy a course on preventing them?
Even if I was suffering from migraines, I am suffering now. I need a solution NOW.
What if there were a pill that would help me solve my migraine problem forever.
This is perfect!
Migraines are a serious problem for people who are suffering and who need a cure.
Never sell prevention, always sell the cure.
I’ll tell the customer about all the features.
Again, not going to work.
You can go down the features rabbit hole, but focusing on features kills a sale quicker than a speeding bullet.
I’ll give you an example.
I was looking for a new laptop at a computer store for business purposes. No rush to buy, just browsing.
I also just wanted a new laptop, because who doesn’t love new things?
While hovering around the laptop section, a salesperson approached me, “Looking for a new laptop?” Before I could respond, they started talking through every feature of every laptop in front of me, with excruciating detail. How fast the RAM was, how clear the display was, how much storage space, and so on and so forth, while I nodded my head.
No laptops were bought that day. Not by me anyway.
If they had asked me what I needed the laptop for, they could have made a recommendation fit for purpose.
If it serves it’s purpose, features are secondary.
Every Customer Has A Bleeding Neck.
Not literally.
This means they are suffering from something they want to solve.
So figure out what that is.
Don’t create a need when the need already exists.
Don’t rattle off all the features when they don’t care.
Because people love to buy… but hate to be sold to.
And no one cares how much you know until they know how much you care.
Put yourself in the customer’s shoes, figure out what they are trying to solve, and then show them empathy by highlighting how your product or service will solve it.
They already want to buy what you are selling if it patches up their bleeding neck.
Remember this when marketing your products or services, and highlight how it solves their problem. You will attract infinitely more customers this way and improve sales.
And if you want help attracting more customers through effective marketing, Get In Touch.
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