· Time
· Money
· Comprehension
· Suitability
By answering these objections, it is much easier to make the sale.
Most of the time.
Other times responding to objections will not be enough.
And even though everything seems clear and the customer has no hong kong phone number data doubts, the sale is not made. Why? Your product is beneficial to the customer, you have responded to the objections and still the customer has doubts and in the end does not buy.
This is what we can call inaction in the face of sales and it is something that you have most likely experienced yourself.
Example of inaction in the face of a sale
Example of inaction in the face of a sale
Here's a classic example. The typical call from a telephone company that makes you an offer that's hard to refuse:
· Price? Cheaper than whatever you're paying.
· Incentive? We'll give you a mobile phone
· Paperwork for leaving the current company? Nothing, we'll take care of it.
· Penalty for staying? No problem, we've got you covered.
· I have no idea how to configure things? Nothing, a technician comes to your house and leaves everything installed for you.
· But you'll raise that price later, right? Don't worry, we guarantee you three years at that price.
And with all this, there are people like me who don't buy. How is that possible if all possible objections are being answered?
From the seller's perspective, we have a customer who does not take action, who apparently prefers to continue with his current problem rather than buy our product.
This normally happens for several reasons:
· Convenience: Maybe the problem is not too serious, and they prefer to do nothing.
· Attempt to solve the problem on their own: many customers may try to solve the problem on their own
· Distrust: the client does not trust your company and does not believe that you are capable of fulfilling what you promised
· Previous attempts: Some customers have tried to resolve their problem with other companies in the past and have not been successful.
All of this can lead the customer to postpone the purchase indefinitely, or until they find a “better time” to get on with it. Of course, the best time for the customer will not be the best time for you.
What to do in these cases of inaction regarding the sale?
What to do in these cases of inaction regarding the sale?
A first option in some cases is to offer a lower-risk alternative that in some way also has a chance of solving the customer's problem:
· A cheaper product
· Simpler
· That involves less time
· Etc.
This is a way to tackle inaction that can work for you in many cases.
There are other very interesting and more effective options.
Something that piques their interest and allows them to try the product, or a lower-risk version of it.
We have to understand that inaction is due to two main factors:
· Lack of confidence in the solution offered
· Feeling that adapting the proposed solution will not end well. That is, that the "solution" will generate more problems
These two form a feedback loop. If the customer does not trust your product, they will think that buying it will cause them more problems.
If we go back to last week's example about the call from the telephone company , although the offer may seem very good at first, there may always be concerns, we may think that migrating to the new company will give us problems .
And the worst thing is that it can leave us without service for a few days.
That is what can lead us to inaction, thinking that the solution will give us more problems.
That's why I was telling you that a lower-risk offer can help unblock these situations.
The Mailrelay case is a clear example, the free account is a lower risk option that allows the user to test the system with less risk.
In that case, why are there users who would not opt for this alternative?
It is in this situation that you have to try to understand the client's fears and concerns in order to be able to respond to the objections.
And it is at this point where we can break down three very important communication actions that you should exploit:
1) Why your product is better than what the customer can do for themselves:
Many customers, if they do not appreciate the seriousness of the problem, will try to solve it on their own.
In these cases, try to show them why your product is a much better solution. Its strengths compared to this type of solution.
2) Why your product is better than the competition
In other cases, inaction may be caused by the variety of offers. Too much offer can lead to the customer not knowing which option to choose.
Choose the key differential of your product and make it clear to the customer.
3) Show him what he loses if he doesn't buy, even on a personal level
If you ever have to learn one thing about copywriting that you should never forget, let it be this.
Your customer has to “see” what happens if they don’t buy.
Avoiding risk is a priority for your customer . Avoid losing money, avoid wasting time, avoid dissatisfaction. Your customer thinks that not buying, when he is not sure, will avoid these problems.
Your mission in these cases is to show him what his situation will be if he doesn't buy, especially on a personal level.
· Will you have to spend more time and therefore have less free time?
· Will an inadequate solution bring you family problems?
· Will you put your promotion at risk by not making the right decision?
To break the inaction you have to make your client see that doing nothing is much worse than doing something even if he is not entirely sure.
This lesson is worth a lot of money.
joseargudo.com
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