- in Customer Loyalty , Marketing by Allyn Cutts
3 “No Sweat” Tactics That Ban Customer Buying Objections
There are a lot of excuses floating around about why people don’t buy. Maybe you’ve heard some of them: it’s too expensive, it’s not at the top of my “must have” list right now, or even when a deals too good to be true… it’s too good to be true. Customer objections are more easily overcome than you might imagine. Let’s take a look at 3 simple ways to wipe out those objections.
1. It’s Too Expensive.
Don’t be fooled! Most of your customers can get the money to buy the product… it’s not a matter of having enough. Let’s face it… what they’re really saying is that they can get a better deal somewhere else, or a deal that gives them a better value for their buck.
Now, don’t give in to the temptation to drop your prices to “rock bottom” just because you hear them say it’s too expensive. There are ways to wipe out these objections without wiping out your profits!
Make it look like a better deal. I mean, take a really good look at your product. How can you increase the perceived value? Maybe you can add a manual, a CD, or a downloadable book full of information about the product. Let them think they are getting more for their buck, and the deal seems a lot sweeter to them.
Think about this… we all expect to pay more when we visit a specialist. Sure, Wal-Mart is great if we’re looking for a generic product, but when we want something from someone who knows what they’re talking about we head for a market “specialist”… and expect to pay a little more as part of the deal.
How can you become a specialist who demands respect, and can get away with slightly higher prices?
• Find niches within your market to address. Hey, if you look closesly you’ll discover groups within your market that stand out… businessness men and women, young mothers, retirees, etc.
• Dig in, do a little research and figure out exactly how your product relates to the special needs of these niche groups.
• Speak to them as someone in the know. Revise your sales materials to address the specific needs of each group. Let them know you understand what they want and need, and watch your profits skyrocket.
2. I Have More Important Things To Get Right Now.
Yeah, buying now doesn’t seem too important until… the deal’s too sweet to pass up, and you have to get it today to get the deal.
What I’m talking about is banning the option of procrastination. Really what your customer is saying is … I have no reason to buy today. Make the deal irresistible, and put a deadline on it. It’ll spur them into making the purchase a priority, NOW.
3. I’m Skeptical… It’s Too Good To Be True.
Most customers have been burnt by deals that seem too good to be true… they ended up costing more than they were worth. The only way you’ll ever overcome the skepticism is to build a relationship of trust.
Unconditional money back guarantees eliminate the risk of loss, and show the customer that you are truly concerned with their satisfaction.
Let testimonials speak for you. Evidence that you’ve delivered and gained customer satisfaction in the past goes a long way toward banning customer fears.
Be available. Customers feel like everything is okay if they can pick up the phone or send an email and get quick answers to their questions.
It really doesn’t take a lot of rocket science to get through the shell of hard core customers. These 3 tips will get you off to a good start.
The Cutts Group, is a marketing company located in the Lehigh Valley, PA. We have been serving local, regional, and national companies for more than 12 years, we have a vast knowledge of *What's Working & What's Not*. There is a tremendous opportunity for businesses today… Since only 26% of businesses have invested any time or effort in online marketing, the market is wide open for those businesses that take the time to discover what the Cutts Group can do for them. These days, since 97% of consumer's research local companies online before making a buying decision, it is critical that businesses have an outstanding online presence and reputation, and are prepared when their prospects reach the zero moment of truth.
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