8 Tactics To Make Customers Buy
There are reasons that your audience can be reluctant to buy. They may lack trust, have trouble coming to a decision, procrastinate, worry about cost, and so on. And selling a high-ticket product or service can sometimes make even the best business owner nervous.
But if you’ve done your research and you know who your audience is, what they need, and how to deliver it to them, the price will be beside the point. There are several ways that businesses can legitimately make customers buy. But beware. These are not ‘smoke and mirror’ tactics that will fool a customer into buying. They are genuine reasons to help a potential client make an informed decision.
People buy from businesses they know, like and trust. If you make customers buy because of false claims and promises, your reputation will suffer and you may never sell another product again.
FREE Checklist: Create An Effective Sales Funnel
1. Know Your Competition
Make a list of your competitors and the products they offer, then write down the benefits of their product versus the benefits of yours. Showcase how the competition is different and not as effective due to these differences.
2. Understand the Benefits of Your Product or Service
Make a list of every way your product benefits your ideal customer. Expand on these benefits in your sales copy, your blog post articles, and social media updates. Your customers care more about what’s in it for them than what you think.
3. Don’t Mention Price Upfront
Talk about functionality, reliability, convenience, and other benefits that are positive about your product or service, but don’t talk about the price point right away. Additionally, quantify those benefits monetarily, if you can, through the copy. For example, when you list the benefits, what is the monetary worth of each benefit to the customer?
4. Showcase Customers with Case Studies
During the case studies, ask the customers which products or services they’ve used in the past. The audience will look them up, discover the lower price, but realize that your product is better due to the success the customer has in comparison to the low-cost option.
5. Mention Low-Cost Failures
Sometimes, it benefits your audience to compare low-cost options and how they are failures compared to what you’re offering them. You can use parts of your case study interviews to demonstrate the missing functionality and benefits of the other options before the customer. Again, don’t mention the price. Just say the way it fails compared to your offering.
6. Offer Unannounced Bonuses
You can add unannounced bonuses to your sales that will encourage better product reviews. If you don’t even tell them they’re going to get the gift, and then they send you a review mentioning them, you can add that review to your sales page.
7. Offer a Free or Low-Cost Trial
Depending on the product and service you’re offering, it’s sometimes appropriate to give them a look around. When your product is priced on the high end, let them see the differences between what you’re offering and what someone else is by trying it first-hand.
8. Add Value to Every Purchase
On the sales page, you’ll want to include a list of benefits for your buyers that add value to every single purchase they make. For example, if they get access to a special private group, that’s an added benefit that makes a higher price easier to stomach.
Free Checklist: How To Make Customers Buy
The intent of the buyer is of utmost importance. They’re asking themselves whether your product or service solves their problem or not. Then they’re answering the question of whether the problem is big enough to justify this cost or not. If you base price on value plus your ideal customer’s average earnings, price takes care of itself.
Your sales funnel is a series of steps designed to guide and inform potential customers about your product or service. To discover more about creating effective sales funnels, download my free Sales Funnel Checklist and turn your prospects into paying customers.
