Learning how to get people to buy your product isn’t difficult if you follow a few simple tried-and-tested marketing techniques.
Common Mistakes Most Marketers Make
Most people who are promoting products make the mistake of taking the hard sell approach. You’ve probably done this yourself: You have a great product then you try to cram it down your customers’ throats using a pushy, high-pressure sales page. If you have, you probably already know that this approach rarely works.
Another mistake is to act as if your product is the greatest product ever created. Most people will be dubious of these types of claims.
The third most common mistake is underselling: Taking the soft-sell approach in which you suggest, rather than demand, that your customers buy your product.
All three of these approaches are pretty much guaranteed to ruin your chances of converting a prospect into a sale.
Offering Products That Sell Themselves
The most effective – and easiest – approach to get people to buy your product is to offer products that people find irresistible and that essentially sell themselves. When your products offer ideal solutions to common problems and other indisputable benefits, your sales are practically guaranteed.
There are three key elements to selling products successfully online:
- Associate your product’s benefits to the outcomes your core customers desire
- Offer products that match the experience your core customers desire
- Overcome objections before potential customers can even raise them
These three techniques are practically guaranteed to convert sales.
Linking Benefits to Customers’ Desired Outcome
When your customers are considering your product, what they hope to see is a particular outcome in their life or in their business. Their desired goal may be to earn more money, shed excess fat, build their email list or social media contacts, or find new ways to deal with stress and anxiety.
Whatever it is your customers are looking for, if you can provide the desired solution you are going to make the sale. So put yourselves in the shoes of your customers and ask, “What kind of outcome would this product give me that I would find ideal?”
Once you can answer this question, the task is no longer to sell your product, but to sell the outcome your customers’ desire. Outcomes are all they care about anyway, so all you need to do is show them that your product can provide that outcome and you’re off to the bank.
Match the Experience Your Core Customers Desire
Understanding the desired outcome will lead to more conversions. So how can you learn what your customers really want from your product? You have to talk to them!
The only way to find out anything about anything is to ask. Most of the time, your customers will be more than happy to tell you what they want to experience when they buy your product.
Once you learn what they want, then you can control the experience so that it satisfies your core customers’ desire. That, in turn, makes them happy with your product – which cuts down on the number of refunds you have to issue – and makes them more likely to refer their friends and social media contacts to your business.
Satisfying your customers’ desires through the experience of your product also has another huge benefit for your business: They can become ambassadors for your brand.
Happy customers are usually more than willing to give you testimonials, which you can then use in your marketing materials to reinforce the message that your product is satisfying the desires of people looking for products like yours.
Overcome Objections Before They Are Raised
The last trick to learning how to get people to buy your products is to anticipate customers’ objections and then overcome them before they can even raise them – or before they even occur to them.
The most common objectives include such things as:
- “It costs too much.”
- “It won’t work for me.”
- “It looks like it’s too hard.”
- “I don’t have time for this.”
- “It’s too complicated.”
- And so on …
When putting together your sales page, consider all the possible objections any of your customers could possibly raise then come up with convincing responses that defuse those objections. Include these in your promotional materials and by the time your customers are through with them, they are practically guaranteed to be sold.
You don’t need the hard sell, the soft sell, or pretend like your product is the best in the world. If you use these simple techniques, you will always know how to get people to buy your products.