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#1: Know your customer like the back of your hand
If you want to sell your products or services to your site customer , start with getting to know them well. A few questions you should be able to answer about them
1、What’s their biggest paint point?
2、What tools and services do they currently use?
3、Can you offer a product or a service that helps them solve their pain point?
4、Can you write articles/sales copy that your site visitors can easily connect with?
5、What kind of content do they typically want to consume?
#2: Let others do the selling for you
Imagine this; you are about to get married and you want to know the best band to hire for your wedding. Some of your close friends recommend a band and you check them out. It seems they are good, and you hire them. Sounds familiar?
People call this word-of-mouth, social proof, and other fancy terms. Essentially it all boils down to this- people trust people; they want someone else to make their choice for them; and if it’s someone they already trust, all the better.
If you have a product or service, get testimonials from your users. Display it prominently on your website- especially on the sales page. If you want to take things one step further (especially B2B), do case studies about how your product/service has helped your existing customers.
Stop trying hard to sell; let others do the selling for you.
#3: Provide immense value
Do you know who the easiest set of people to sell to is? People who have purchased from you in the past!
Yes, repeat buyers are the easiest to convert and can prove to be extremely loyal customers. Customer loyalty done right, can result in your customers turning into your advocates and sending more business your way.
Now that’s easier said than done; but how do you get people to rave about you and get more people flocking in?
Provide outstanding value with your product or service.
There is a reason that scams don’t last long- they don’t get people excited to buy more from the same person. But legitimate businesses have an advantage. You can sell your products over and over again to your existing set of customers.
#4: Delight your customers- every single time
Whether you can provide outstanding customer support like Zappos or innovate constantly like Google, always try to delight your customers every time they buy from you.
It could be as simple as greeting them personally when they come to your site or it could be a surprise same-day-delivery at no extra cost. If you are in the service business, over-deliver on your agreement (a bonus custom-graphics on your web design project maybe?)
Heck, you could even delight your customers by delivering your goods or service ahead of your agreed delivery date.
The more you delight your customers, higher the chances of them becoming your brand advocates.
#5: Tap into people’s emotions and motivate them
Motivating a buyer is a simple process when you look at it from the outside. However, when you start at it, you will understand the complexity of the matter. Here are some tips to motivate a buyer
1、Make sure you let your buyer know what’s in it for them- people hate surprises when it comes to the products or services they paid for. No hidden fees!
2、Help them uncover their need. Talk about something your prospect can relate to and say “Aha! I have the same issue”
3、Ensure you have an updated portfolio in case you sell services
4、If you are competing on price, make sure you let them know how “cheap” you are when it comes to price but not in terms of quality
5、Give them an estimate of the cost and turnaround time- Be crystal clear on whether these are likely to change as the project proceeds. To be safe, always provide a higher cost estimate so that clients can budget accordingly.
6、Assure them of quality work. Let them talk to your previous clients if required.
7、Stick to your deadlines (Better- deliver before your deadline)
8、The classic- Under-promise and over deliver.
9、Be professional in your dealings. If a client is difficult to deal with, politely part ways
10、Give them personal contact details in case of future issues
11、In the online world, we have copywriters. They play with words and turn those words into money. Some have their uncanny way of making their words sell. If you have an online business, you need to understand well the mind-set of an online buyer. If you are not good at writing persuasive copy, hire someone who can do it for you.
#6: Be genuine; stop relying solely on tactics
You know what’s short term? Tactics!
Yes, certain tactics work neatly for certain time periods, but most of the time, they stop working at some point of time. Also, tactics don’t leave that everlasting impact on your customer base.
Sure, you could increase conversions by changing font-size or color or even redo the copy, but how long will they last? Once people get used to the change, you need to change again to convert more people.
Don’t fall into the trap of constant optimization only. Be genuine. Use proven strategies like amazing customer service and a truly awesome product/service to build your customer base.
Over to you:
How do you get people to buy from you every single time? What challenges do you face in converting prospects to customers? Share your secrets with me via the comment form below.
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