Customers can be tricky people to handle. They can be picky and impossible to impress, or they can be the sweetest people who accept anything you say. And because of this unpredictability, it feels like you have to be every kind of business all at once.
Even when you’re increasing your reach by operating online, there’s still quite a few methods to implement to make sure customers are able to find you, and then click on you and your products. E-commerce is one of the biggest markets out there after all, and you’re going to have to be clever with what you offer to make sure someone doesn’t simply click away from you.
But it’s harder for someone to pull away when they’re physically in your store, so now’s the time to really try and impress. Here’s a couple of ideas to get you started on refining your sales technique.
Be Specific with Your USP
Every business out there needs a unique selling point, and there’s more than you would think available when it comes to servicing the market. Whether you use sustainable habits to make your products, or you have a no carrier bag rule, or you simply throw in two products for the price of one, you can get a certain type of customer interested in you.
So make sure you’re being clear with your USP, and never stick to a vague statement such as ‘lower prices’ or ‘we’re better than the rest!’ Everyone has heard that from their local corner shop, so it just makes a lot more sense to actually find a message you can sell to appeal to your target market.
Think about what you’re selling and how it can help the average Joe with his daily grind; ham it up in all your marketing material, and be sure to advertise how no one else offers this at the same time. Beating your competitors involves being ruthless, and you’re going to have to learn what statements customers respond to as you go on.
It’s one of the most surefire ways to make sure someone doesn’t bypass you on the high street, even if they were never interested in coming in for a browse anyway. People like to get deals on whatever they buy, and even just a hint of saving money means you’ve got a foot in the door on validating their shopping choice.
Say you’re a supplier, but your inventory is overflowing and you need to shift some stock desperately to make sure you have the longevity to keep operating beyond this quarter. Implementing something like CPQ for Manufacturing is a great way to get customers interested in buying more than you, and even at a discount you’re making a profit you wouldn’t have made a penny of otherwise.
Convincing a customer to buy more than they wanted to is always going to be hard. You’re going against their own principles after all, but it can be done by good sale tactics.