In the modern age, customers can choose where, who they want to do their business with. They have a choice as to what they want exactly. The modern customer needs to be persuaded to select your product or service rather than that of the competitors. Products and services are customizable to suit the various customers. As an entrepreneur, or a business person, one must know their customer well. The business person needs to know their customers’, needs as well. The business person now needs to help customers to identify market opportunities. They also need to assist the customer to interpret market opportunities. The business person needs to help the customer to make decisions along the way.
Customers also consider, the seller’s other non financial offerings such as ethics or environmental or their corporate social responsibilities. This is over and above the sales price of a seller’s offering. Customers may also demand to see a business’s competitive strength. A business must be able to show these to the customer as well as other benefits.
A business must be able to add more value other than supplying the goods or providing a service. The business must be able to add extra value by providing things such as education, after sales assistance, expertise and many other things. A businessperson in the course of selling may now have to deal with his customer’s needs. This may include even their customer’s suppliers or their other partners.
The selling process requires a business person to go beyond and above the role of just selling. Much more is required to make a sale. The entire process is no longer simple. There is serious competition which is stiff and intense. The competition is also trying to make their customers happy.
Persuasion is important, in that you understand the customer’s point of view. At the same time the customer is provided with the information about benefits offered by a seller. In persuading customers, there is a need to focus on how a customer will benefit from your product or service. The business must avoid focusing on the features of their offering only.
Persuasion is a way of looking at customers that enables you to convince them you can give them your best service. In persuading the customer, emphasis should be put the product’s benefits.
4 Key Persuasion tips
Demonstrate that you understand the customer
You can put yourself into the customer’s shoes to see how the customer would do things. This allows you to visualize what the customer faces and needs. This allows you to focus on finding and giving the best solution for the customer’s needs. You should emphasize that the interaction is about the customer. You need to ask questions that show that you are knowledgeable about your customer’s business needs. In this way you can then show how you can help the customer to succeed in their business.
Create a warm environment
You must create a friendly, environment that is responsive to the customer needs. The environment must be warm to the client. It involves having a good attitude when working with the customer. You need to be able to meet their needs. You should be in a position to handle all their requests. The ability to handle requests is preferred by customers. Responding quickly is also appreciated by customers. Customers also prefer sellers that can meet their expectations. Such things can help sway the customer when deciding from whom to buy from. One good trick is to promise less, but then deliver more to customers. This demonstrates exceptional customer service and will make the customer want more.
You should be able to demonstrate to the customer that you, and your product or service is the best fit for the customer. You should explain exactly how the customer will benefit from you. Show the customer that you can do more than what the others can do for the customer. You can present proof in the form of references or testimonials. You can also show them, the scenarios before you dealt with these customers. You should also show them the after you dealt scenarios. These can then prove how you can make a difference to your customer. You are able to fully back up all your claims.
Prove your expertise
You need to show and prove that the customer that you understand what you are selling or presenting to them. Give to the customer, relevant, and useful information. Give them relevant information that shows you know their field. Keep them updated with the most recent happening in their field. You can also share with them the problems that their industry faces. By showing all this you will be establishing yourself as an expert. Instilling confidence in the client makes them to want to work with you.
The article was written By Zvidzayi Raphael,a freelance writer, who provides services such as ghostwriting, blog posts, copywriting, guest posts, etc . You can find him at www.zrwriting.co.za