You may assume that your company will not benefit from the incoming calls.
Customers usually call when they have some problem to solve. It seems like there will be no profits from such kind of calls.
It's a mistake!
In this article, we will show you how to convince the customer to purchase by using proven psychological methods. You may think that it's hard to find an answer to a question "How convince someone to buy your product". Fear not! We have a few proven tips that will help you with that!
7 Tricks to Convince the Client to Buy
- Be natural and do not use scripts
- Ask about the clients’ well-being
- Use names while talking with a client
- Prove that your products are better than those offered by competitors
- Keep initiating further conversation
- Specify the positive characteristics of the customer
- Act on emotions
- Present yourself as a business representative, consultant or advisor.
- Leverage FOMO
- Let your customers decide on the next steps.
This article was updated in June 2020.
How to convince the client to buy?
An efficiently operating customer service department creates a positive image of the brand and builds strong customer loyalty.
What's more, customers may call you with questions regarding your offers. All conversations connected to complaints, queries or just clients’ comments can be managed in such a way, so they end up in sales.
Do you want to persuade the customer to buy? You have to know the tricks.
Here are some of the best ones!
1. Be natural and do not use scripts
Customers choose to call because they want to have a conversation with a real person, who will respond to their inquiries and answer the questions, even the unusual ones.
If it were otherwise, clients would keep on browsing the website. For this reason, you should never use the readymade conversation scripts.
These kinds of prewritten replies sound unnatural to the client and create a feeling of an unwanted sale process. Customers are more willing to buy if they establish an emotional relationship with a consultant.
Building such links will not be possible if the consultant reads aloud the previously prepared conversation scenario. So if you are wondering how to convince the customer to buy your product, do one thing - be natural and act like a human being.
Data from the research by Bright Local shows that up to 60% of customers prefer to call small businesses if they have questions or concerns regarding their offering, or are interested in an offer. Phone calls also win if a customer expects to get information relatively quickly and values personal contact.
LEARN MORE ABOUT SALES CALLS: 12 Ways To Increase The Number of Calls from Potential Customers
Because of that you should never use or impose ready-made conversation scenarios, so-called scripts, on your sales reps. In an ideal world, sales scripts should be used to guide the conversation and help your company's representative to cover the most important issues, or suggest words encouraging to buy.
Scripts shouldn't be by no means treated as strict scenarios that every salesperson has to stick to. After all, even the actors improvise and often their performances turn out to be better than those planned by the scriptwriter. ;)
The statements read from a piece of paper or from a computer screen sound fake and immediately arouse the suspicion in a potential customer. The buyer immediately starts to think that a salesperson's only aim is to sell a product no matter what.
People are more willing to buy a rep does their best to build rapport and tries to connect with them. Such a bond won't be possible if the salesperson reads from a pre-written script and is afraid to go beyond the scheme. How to convince someone to buy something? Don't act like a robot!
2. Ask about the clients’ well-being
If you want to convince people to buy your product, at the beginning of the conversation, while introducing yourself, ask the customer about his/her well-being.
Research revealed that sales increase significantly within the group of customers, who were asked about their well-being. You can also start a conversation on a positive note.
An experiment conducted among waiters showed that positive comments increased the tip by 27%! During the telephone conversation, it works too.
3. Use names while talking with a client
Find out your client’s name and use it from time to time. Psychological research shows that people like to hear their name and are much more likely to make a friendly relationship when the other side uses it.
While having a conversation in Polish, pay attention to proper forms. In English, you can address the client by name without fear of committing a faux pas. However, it's not easy in Polish.
Therefore, before you start addressing the client, ask them if they agree. With this technique, you will avoid awkwardness.
If you do not want to offend the client, use the phrase "Mr / Miss". How to encourage customer to buy your product - example is rather obvious - treat them as people, not as leads listed in a CRM system you use.
4. Prove that your products are better than those offered by competitors
Highlighting the advantages of a product or service offered by your company is very important.
Often, customers call companies to ask questions about the product to investigate the market. Therefore, if you have an opportunity, emphasize that your offer is better (because it gives access to some special functions, it enables personalization, it is technically superior) and/or cheaper than the competitor (it is worth using specific values here, e.g., at 20%).
If the offer is not cheaper – it is harder, but you can always mention that for a slightly higher price the customer receives a better product.
5. Keep initiating further conversation
Lead and initiate a conversation, ask open questions and give the interlocutor a chance to develop the topic.
If you don't know how to convince a client, try this: instead of saying: "So our product has this function," say: "Yes, (name of the client), our product has such a function, and I will gladly tell you how it works."
6. Specify the positive characteristics of the customer.
Psychologists have proven that if we mention some clients’ positive aspects during the conversation, our attitude to them, they will try to act accordingly.
How does this affect incoming calls and phone sales?
When you talk to the client, try to highlight the importance of one, by saying: "You are one of our best clients" or "It's a pleasure to do business with you."
In this way, you encourage the client to be the best customer!
7. Act on emotions.
We all like to think that our decisions are rational, but let's face it - our emotions influence most of it.
When talking with a client, emphasize what positive emotions your product or its purchase will cause.
You will see that it will work more effectively than an objective argument!
8. Present yourself as a business representative, consultant or advisor.
If you are still wondering how to convince customer to buy your product, here's our next tip.
Just to clarify - we are not suggesting that you should introduce yourself as a business consultant if you are not working as one, or manipulate and lie about your position. However, there is a huge difference between acting like a professional who represents a company and behaving like a typical, pushy sales representative.
Don't be a that salesman who brings to mind a walking catalogue of products or services. Don't be that salesperson who recites a list of items in stock and doesn't care what their customer needs. Instead this kind of a sales pep only thinks about how to convince the customer to buy your product - example of this can be find anywhere in many articles on "How to convince someone to buy something" - worst practices.
Think of yourself as an expert with a lot of knowledge. After all, you have experience in the industry you represent, you have a general overview of your sector, while consumers only know a slice of it. Use your hard-earned knowledge to present your recommendations and provide your customers with new information.
And it's not just about trying to play for a sales talk. When you realize how mych experience you have and start believing in yourself more than before, your voice will sound more confident and give your words more persuasive power. You don't have to think about how to convince people to buy a product anymore, just use your knowledge.
9. Leverage FOMO
Even undecided buyers often find it difficult to resign from a great opportunity - especially if they are aware of what they will lose by giving it up. In marketing, this phenomenon is called FOMO (Fear of Missing Out Fear). This term means a fear of losing the opportunity to buy/do something.
YOU MAY FIND THIS ARTICLE USEFUL: 9 Ways to Leverage FOMO Marketing to Boost Your Sales
You can use this psychological trick in situations when you truly don't know how to encourage a customer to buy your product - example of this could be as follow: present your offer as something that a potential customer will miss if they don't make a purchase, rather than just emphasizing the added value of the product.
A good example would also be to think on how to convince a client to cooperate with a real estate agency. You may say that the offer is limited in time, that your company does not envisage this type of cooperation later on, and the apartment or office space will not be available anymore, because their owner is considering looking for buyers abroad.
To find a sweet spot of how to convince a customer to buy your product (in this case: an apartment or an office space you're offering), you can also add that it's an unusual thing for real estate of such a high standard to be available on the market.
If possible, adjust your offer to describe a potentially lost opportunity from every possible perspective. What is currently missing in the life or business of a client without this solution? Why will they regret not making a purchase? If they reject your offer, how can your competitors use it?
READ MORE ABOUT THIS TOPIC: A Guide to Driving More Sales with Scarcity Marketing
10. Let your customers decide on the next steps.
If you want to know how to convince someone to buy your product, follow our last advice. Use the power of psychology in your work and give your potential customer some autonomy by asking "What would you like to do next? or "What next steps can we take?". It will help you sound less like a salesman, and more like a consultant. This is one of the very important steps on how to convince people to buy your product.
Of course you can suggest some options to choose from or a few examples of the next steps. However, by bringing up this kind of question and letting the customer decide for themselves, without pushing or convincing towards any of the choices, you are sending a signal to the person you are talking to that their opinion matters. A sales call more often ends up as a success if a customer feels that they can make a choice and notice that their opinion is important.
So how to convince a customer to buy your product - example is simple: show them that they have a choice and that their opinion really matters.
LEARN MORE: 10 Phone Selling Techniques That Work
Incoming calls can be a great sales channel, and you need to know how to convince a customer to buy and how to move from questions about the product to a commercial offer.
The psychological tricks presented above will certainly help you establish a good relationship with the client.
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