How to convince your customer?
Various individuals have used various ways to convince their customers. There a lot of theories which you can use in the market to convince your customer. All these theories are worth testing once. A lot of research has also been done. All you show know is how to persuade your customer to buy a product/service.
The Art of Persuasion: Convince your customer
Persuasion is not just about compelling people. It is an art of influencing the emotions of people and motivate them to do something. Persuasion involves a process. It involves listening to people, testing a position and then developing a new position. Listening should be attentive listening and not passive one. If you are listening to the customer and then giving affirmative responses, then the colleague feels that he/she will not be bowled. According to Harvard business Review, there are four essential steps for great persuasion:
- Establish credibility: If you have a sound judgement and you are able to establish a relationship with your customer, then you can establish credibility.
- Frame for common ground: You have to frame for common goals with your customer. For example, if you want to sell a skin care cream which is priced online at Rs. 1000 and you are able to sell the same cream at half the price with perfect ingredients and marketing in place, then why will the customer not buy it? Basically, the customer wants to buy a credible thing at low price and you are offering the same. The chances to convince the customer increases if you frame the common ground.
- Provide evidence: If you can provide an evidence with the stories, numerical data and analogies, then your chances to convince the customer increases.
- Connect emotionally: At the inner level, you will always find emotions at play. You have to connect with the customer emotionally to convince him. If you are able to do it, then congrats, you win !!
NEED AND SENSE OF URGENCY
To convince your customer, you need to understand the need of your customer. Ask open ended-questions and see whether the customer actually needs to buy your product/service or not. Listen actively and engage with them. If the customer wants to buy, then identify the pain points like what is the actually issue that the customer is facing. Personalise your approach and be empathetic. Having a conversation just for the sake of sale is not a genuine approach.
After this, create a sense of urgency that the customer buys it there and then. You might have seen the boards or offers saying that it is a limited time deal. To convince your customer, you have to tell them the benefit of acting now.
Once all is done, close the deal with confidence and ask the customer for feedback, if any.
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