Principles of Making More Sales
Oh, ye DM for price!
We have three kinds of people in this world (at least to the seller), so we have three types of people:
1. The spendthrifts
2. The frugal
3. The average spenders
Irrespective of the buying behavior of these categories of people, they have a binding factor — they are all sentimental. Either buying or not buying, their feeling towards a product dictates their buying behavior before logic sets in (at least for some of them).
For instance, there are several wig vendors on Instagram, but you probably opt for LushbyUche. Her wig might even be one of the most expensive wigs on Instagram. Still, a certain kind of feeling that you have that brand made you choose her wig vs. another vendor whose wig is probably N10,000 cheaper.
Why?
I call it sentiment — an emotion that many sellers have to leverage to make more sales.
People buy for several reasons. Look around you: Why did you buy that shoe even though it cost half of your savings? Why did you order that cake loaf? Why did you pay for that course and not the other one?
When you answer these questions, you will notice that most of your answers may be bordered around “…because I need this.” Yet, you will find that you prefer that vendor to the other one because they made you feel a certain way.
Again, business owners should leverage this, and I don’t see many of them doing that.
The way to make people go the extra mile to buy from you is to tap into their emotions, satisfy them and leverage them to make sales.
But, how do you do this:
1. Let your selling be about your customer
For every sales conversation you make, ensure it is about your customers. You need to always be in their zone. How do you want them to feel when they see your product or content? Loved? Then capitalize on that, constantly tell them different ways they will feel loved with your products. You want them to feel like they are having a good time? Show it to them in many ways. You get the gist.
2. Selling starts when you sell
For the longest time, I didn’t get this. I mean, cant you be in your house and have every good sale come to you? But, the truth is, you can’t sell until you sell. Nobody will know how good your product is until you tell them about how good it is.
3. Selling is more than the first conversation
Heck, it is more than just putting up nice pictures on the media. Selling is a give-and-give relationship. You put out your product/solution, listen to your audience, observe the questions they ask, answer them clearly, repeat. Sometimes it is about you sending a follow-up message or watching how they react to specific content.
4. It’s about the relationship
Selling is not about the price tag you place on your product. Selling is about building a relationship where your customer trusts you, likes you, and respects you. Selling is a ship that involves you and your customers, and it is about getting them to see you as “the one.”
5. It’s about dissolving skepticism
One easy way to do this is to ensure you are at the same level with your customers — because different buyers are in different positions. You need to speak their language and create several opportunities that will help them see that you are not like them the others.
In simple terms, have content/sales messages that match the different buying levels of your customers.
Let me close with Sabri Suby’s illustration.
There are three different buyers (we are back to this number 3)
1. The Tinder Buyer — the cold one
You don’t walk up to a stranger, worse on a dating app or social media app, and pop the “will you marry me” question. It sounds weird because you don’t know this person. You need some time to understand if they are really what you want or not.
The tinder buyer is not actively seeking an answer, almost like he is unaware of his problem. This means you must start with giving them an irresistible offer or engage them with discussions that will help them see that they actually need you.
A real-life example will be a random person that follows you because they saw your ad or lovely dress on your page.
2. The Second Date Buyer — warm one
This one has probably heard about you, seen your post a couple of times but it’s still not fully committed to you. At this point, you want to give a lot of information to them. Answer what and why you or your product/service. If you do it right, you may get them to chill with you and even watch Kambili on Netflix.
A real-life example is this person has followed you for a while, received a free consultation, or asked about your price and may be ordered once or twice. At this point, their impression of you is formed.
3. The Netflix and Chill Buyer — the hot one
At this point, you can safely call this buyer your ride or die and ask them to marry you. Why? They’ve worked with you, spent some time with you, and are personal with you. They have developed a certain level of relationship with you.
A real-life example will a constant customer that allows buys from you and even refers you to other people.
If you can understand your buyers’ journey, create an emotion around your business, and leverage it, you will begin to make more sales and relationships.
If you found this article helpful, pleassseeee let me know. Also, please share; I’m sure someone in your circle needs this. Don’t air me.
