3 "No Sweat" Tactics That Ban Customer Buying Objections
There are a lot of excuses floating around about why people don't buy. Maybe you've heard some of them: it's too expensive, it's not at the top of my "must have" list right now, or even when a deals too good to be true... it's too good to be true. Customer objections are more easily overcome than you might imagine. Let's take a look at 3 simple ways to wipe out those objections.
There are a lot of excuses floating around about why people donít buy. Maybe youíve heard some of them: itís too expensive, itís not at the top of my ďmust haveĒ list right now, or even when a deals too good to be true... itís too good to be true. Customer objections are more easily overcome than you might imagine. Letís take a look at 3 simple ways to wipe out those objections.
1. Itís Too Expensive.
Now, donít give in to the temptation to drop your prices to ďrock bottomĒ just because you hear them say itís too expensive. There are ways to wipe out these objections without wiping out your profits!
Make it look like a better deal. I mean, take a really good look at your product. How can you increase the perceived value? Maybe you can add a manual, a CD, or a downloadable book full of information about the product. Let them think they are getting more for their buck, and the deal seems a lot sweeter to them.
Think about this... we all expect to pay more when we visit a specialist. Sure, Wal-Mart is great if weíre looking for a generic product, but when we want something from someone who knows what theyíre talking about we head for a market ďspecialistĒ... and expect to pay a little more as part of the deal.
How can you become a specialist who demands respect, and can get away with slightly higher prices?
ē Find niches within your market to address. Hey, if you look closesly youíll discover groups within your market that stand out... businessness men and women, young mothers, retirees, etc.
ē Dig in, do a little research and figure out exactly how your product relates to the special needs of these niche groups.
ē Speak to them as someone in the know. Revise your sales materials to address the specific needs of each group. Let them know you understand what they want and need, and watch your profits skyrocket.
2. I Have More Important Things To Get Right Now.
What Iím talking about is banning the option of procrastination. Really what your customer is saying is ... I have no reason to buy today. Make the deal irresistible, and put a deadline on it. Itíll spur them into making the purchase a priority, NOW.
3. Iím Skeptical... Itís Too Good To Be True.
Let testimonials speak for you. Evidence that youíve delivered and gained customer satisfaction in the past goes a long way toward banning customer fears.
Be available. Customers feel like everything is okay if they can pick up the phone or send an email and get quick answers to their questions.
It really doesnít take a lot of rocket science to get through the shell of hard core customers. These 3 tips will get you off to a good start.
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ABOUT THE AUTHOR
Who is Allyn Cutts, and why should you care?