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Mishap 8: Failing to Tell Customers the “Reasons Why” They Should Do Business With You
Whenever you make an offer, ask for a sale, run an ad, have a salesperson make a proposition to a customer or prospect, or offer a product or service for sale at a specific price, always tell the reason why.
Because people interested in your goods want to know why it’s such a good deal.
Can you sell a product or service at a lower price than your competitor? If so, then why? Is it available as a digital download? Is it lower overhead or your volume buying, do you buy odd-lot inventories? Do you not give all the service?
Just why is your price so good?
If your price is higher than your competitors’? Again, tell them why.
Do you offer a far superior product than the norm? Is your product made with demonstrably finer materials? Is your product designed to last or perform two-and-a-half times longer than your competitors? Is it handmade? Is it made twice as durable or with three times the personal stitching or handiwork of some machine-made similar product?
Why?
If your price or the package is an especially appealing value, tell them why you’re offering it to them.
Is it because they’re going to order from you for the first time, and it’s an exclusive offer to first-time customers? Is it because you got a great purchase on all or part of the components in the package, and you want to pass the savings on?
Or, is it because you’re overstocked and you want to get your capital out of slower-moving inventory, so you’re able and willing to sell them your product this one time only at an actual loss-far less in fact, than what any other company could or would legitimately offer the product or service for?
Please, tell them your reasons why!
Enter the ongoing conversation that’s taking place in their minds: “Why should I patronize you instead of your competitors? Tell me what you are doing, will do, or will avoid doing that makes favoring your firm better for me than dealing with someone else.”
Why can your salespeople handle my purchase better than someone else?
Tell them all the reasons why.
The more embraceable, factual, believable, credible and plausible reasons you give them for dealing with your business, the more compelled they will be to favor you with their business.
Like what you read? Then click here to buy me a coffee.
By Walter |
Topics: Client Top Secret, Marketing Mishaps |
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