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.



Motivate your customers to buy - To learn more about this author, visit Mark Gwilliam's Website.

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