Don’t be afraid to confidently answer objections every time you can because many of your customers need you to communicate that it’s safe to do business with you.
Here are a five simple ways to communicate trust and improve your chances on closing the next sale:
1. Talk to your core customers. Ask them what they initially think when they consider purchasing your products or services (or competitive brands). Find out what makes them hesitant to do business with you. Acknowledge and learn their fears and anxieties are about your company.
2. Offer flexibility when possible. If your products or services are deemed too expensive, can you offer alternative payment plans? For some businesses this will make sense, yet for others (luxury brands), you may want to remain firm. Assess the buying habits of your target market and make the call. If you can’t add flexibility, try upping the ante on value added incentives.
3. Create simple solutions for time-crunched customers. If your customer thinks he or she won’t have the time, can you restructure your product or service so it becomes less time intensive? Try breaking it down into bite-sized offerings that can be digested on the go!
4. Keep it simple. If customers fear it will be too complicated to do business with you, improve your offering by adding tutorials, worksheets, templates, etc. You can also add video to make it easy to follow along or simplify your language to ensure nothing is lost in translation.
5. Back up your claims with confidence. If a customer is not convinced that your widget will work for them, offer a free product trial or a money back guarantee.
Listen to your customers. Find the common objections you face from clients, and proactively work to deliver solutions. Then include that information in your sales material. Explain how it’s designed “to take as little time as possible”, or “to fit into a busy schedule”. Communicate how you’ve made a complicated subject, dead-easy to understand.
Whatever the objections are — diffuse them. Address common concerns across your customer service, marketing and sale efforts. Then your customers will know that it’s a safe bet to do business with you, and in turn you can close the deal without a ‘hard sell.’ Incorporating these simple tactics will make your company’s communications more authentic and trustworthy, providing customers with a more confident reason to say “Yes” to your business.
Photo Credit: Grungy Gentleman
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