Think like your customer - it's the best way to sell your product or service.
Become Your Customer
When working on your marketing material, or selling to your customers in person, on the phone or through your website appeal to the need, want, problem and solution rather than selling the points of your product or service.
Forget you know all the specifications, and concentrate on what problem your product or service solves. Put yourself in your customer's shoes. If it were you purchasing your product or service, (forget again you know the specs), what would make you buy it? and why?
Vacation resorts and retirement residences do a great job of this.. Their ads concentrate on the lifestyle, rarely is price mentioned and if t is, it is tiny and at the very end of the ad.
This type of marketing can be done regardless of the product or service you offer.
TUESDAY MARKETING TIP #5:
Put yourself in the shoes of your customer when creating your marketing material.
It starts by establishing:
- what your product/service solves for the customer
- What need it fulfills
- what want it satisfies
Create your print or digital ad around these. Write your website copy based on these three things.
If selling in person:
- Ask questions
- Have your customer describe their problem
- Ask what they are looking for / feel the solution is
- When they are finished, offer the solution, proving how your product or service will solve the problem
- Target their pain points with your product or service
By selling in this way, price becomes less of an issue (of course there will always be someone that wants the best price regardless of the features / benefits). It's all about the solution.
One last thing -- don't forget the call to action. Always ask for the sale!
