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Motivate your customers to buy

Written by: Mark Gwilliam

Article Overview: Too much “Hard Sell” can mean “No Sale”. With the proliferation of advertising both online and off-line, customers have grown wary of products or services marketed through traditional sales methods.

Motivate your customers to buy

Entrepreneurs of today must therefore learn how to invest more time and money in soft-sell methods. Here are some real secrets to making your customers want to give you their money.

Share Information
Take a look at the web, and you will notice that most corporate sites invest considerable resources on disseminating information to their target market. The information that these companies provide is geared not only to give customers a better idea about the products and services offered; they also help these companies build their brand as well as their credibility in their particular industry.

Notice, too, that one of the growing trends in television commercials is the use of controversial, funny or shocking information to grab viewers’ attention. Statements like “9 out of 10 women suffer from…” or “the most common defect of…” give information about a topic of interest to the market being targeted. Use this strategy to educate consumers and position yourself as a credible (and thus quality) supplier of relevant products or services.

The Human Touch
You must also improve your relationship with your customers. Most businesses –especially those which are hard to differentiate from their competitors – lose a lot of customers because they lack the will or the means to maintain contact with their customers. Invest some of your time and money to set up a system which will let you readily and regularly communicate with prospective and past customers. This will help you capture a larger share of your market, and this will motivate your customers to spend more money on your business.

Lower Perceived Risks
For the regular customer, every purchase decision involves a delicate balance between risks and benefits. What happens if the product doesn’t work? Will they replace the defective product with a new one? Will the product work as advertised? These are just some of the questions that are usually raised whenever a customer contemplates making a purchase (especially a big one).

You should strive to lower your customers’ perceived risks. Offer money-back guarantees or product warranties; showcase testimonials from satisfied customers or industry awards for product quality. These and other similar methods will assure your customers that you will always stand by your promise or your unique selling point. When customers are less wary, there’ll be less resistance to your products and services.

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  Create your vision

Article Tags: 10 women, 9 out of 10, consumers, credibility, defective product, delicate balance, purchase decision, quality supplier, relationship, relevant products, share information, target market, television commercials, time and money



Related Forum Posts
Re: Marketing to Wealthy Consumers - Hi Russell - lots of great ideas so far! I haven't seen talk about referrals yet though. It's the most powerful way to reach more wealthy consumers if you already have an established base. I'm assuming that your customers may be repeat clients but there is a long time period between purchases (they don't come every month for a new item). Have you tried any referral programs for existing customers or thought of a way to stay in touch with your customers on a regular basis so at least they keep your company top of mind?
Firing your customers - We all work so hard to bring on new customers and generate new revenue but sometimes certain customers are just too difficult to deal with and can be a drain on your time, energy, and resources. Have you had to fire a customer for bad behavior?
Re: Hi I'm new here - BIG WELCOME TO THE FORUM. I love it when someone other than Japanese is learning JAPANESE KAIZEN philosophy. And it's funny how Malaysian and Japanese are gathering at a Canadian entreprenuers forum. I've only worked for three companies in US after college, all Fortune 500. But they all care about shareholders and not so much about customers. They say they do, but not really from what I know as customer service and they nickle and dime from their customers feeling the pressure from their shareholders to make every quarter big. Companies here do many things to their customers simply "because they can". Sorry to get sidetrack as usual. Sayonara, Takuya
Product promotion strategy - I do not know whether domestic users are end-terminal user or not. We started the business by selling the product in local markets and the feedbacks was awesome. A lot of customers keep coming back for more and always refer another customers to try our products. Majority of our sales still come from domestic users. we have some commercial customers that sometimes refer other shopowners (mainly fish n chips shop or restaurant)to try our products; the feedback was great, that’s why my boss is very aggressive at the moment. Do you think cold calling is better at this stage to open our market to industrial and commercial users as well as resellers? or jus knock on their door or doing the traditional promotion?
Product promotion strategy - The effectiveness of our products is 200% Guaranteed. It is according to our feedbacks and the quality, reliability, efficiency and utility scale of the product. The product is not similar to any conventional products in the market at the moment. It could use to clean almost everything (include clothing’s) that do not contain Caustic Soda, Ammonia, Chlorine and Fumes. In short means, safe and do not work like bleach that damage the matter or fabric of the item being washed. Biggest Objection? I'm not quite too sure about what you are trying to ask here. If it for the product, it is fine. The product sell itself and I haven’t heard back from any of the customers yet. 99.9% of our customers came back for more and brought back more customers or buy for their friends n families. There were some customers that complained the products didn’t work. But majority of them didn't follow the instruction, and we convinced them to follow the instruction and they are happy again. If it for the business, I think the major objection or disadvantage for us now is the lack of business system, resources deployment and networking.


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