Have you ever stopped to imagine you were in the mind of your customer? Ever wonder what they might be thinking? Here are 7 questions your customers are asking before they buy your product!!
1. What’s the deal?
This one is pretty straight forward! Your customers want to know what they are getting BEFORE they shell out their cash to you. Want REALLY annoy a potential client and lose more in sales? Hit them with unexpected fees at the last min. You have to be upfront and don’t blind side them with anything unexpected.
2. What’s in it for me?
You have probably heard or the acronym (WIIFM)… Your customer’s are there for their own reasons, they don’t care about you, your company or your credentials. They want to know what benefit they are going to get by buying your product or using your service. Make sure you clearly lay out what benefits it’s going to give them and not why you need to sell it. If you can show them the value, you will have the sale!
3. When can I have it?
Let’s face it; we are living in an “instant” society. With things like minute rice, 10 min oil changes and precooked bacon, our customers are demanding more and faster service. The faster you can get your product or service into their hand, the happier they will be. Look for ways you can streamline your business and make things faster, invest in the right technology and service. You will not only make your clients happier, but also be able to sell at a higher volume.
4. What’s your return policy?
“Buyer Beware”… These aren’t words your customers want to hear. We know there is always a risk in purchasing, but what if it’s not what your clients expected? What if it doesn’t do what they thought? What if they misunderstood? (Or worse, what if the product is defective?!) Knowing that they are able to buy with confidence will give them peace of mind and help them make up their mind in the buying process quicker. You would be amazed at what a money back guarantee will do to YOUR bottom line!
5. Why should I trust you?
“Too good to be true”? That’s what they are wondering. If you over exaggerate your claims or don’t have anything to back it up, don’t be surprised when they don’t buy. No one trusts exaggerations and most people don’t even trust claims that sound like they MAY be exaggerated. Be a straight shooter when it comes to clients. A customer who feels they got a better deal than they expected is a better client than one who got less than they expected!
6. Is this the right choice?
People buy with emotions and then justify with logic. If all of your marketing and sales is based purely on selling to their emotional side, you can bet their logic will turn them into a remorseful buyer later one. Make sure your advertising includes both emotion AND logic so they can feel satisfied and won’t need to justify it after they paid.
7. How do I pay for it?
Have you ever been in line at the grocery store and the customer is just about to pay for their items… They realize they can’t pay it with the debit because it’s in the negative; they try a credit card – declined! They pull out another – declined! The customers behind just wanted a pack of gum and some water, and aren’t willing to wait, so they just leave.
This impatience happens online as well. Customers wait for the page to load and they become frustrated and just “X” out. You just lost a sale. Make sure you make it easy and quick for buyers to be able to pay for your products or services.
Conclusion
So now that you got a sneak peek into your client’s minds, how do you answer these for your clients? How you answer/deal with them will ultimately decide if you get the sale or not. Next time you are buying something, watch for these questions popping up in your mind and imagine how you would want them answered.
To you and your success,
Ryan Smith -Chief Content Creator