Make it super easy for your customers to say ‘Yes‘
Is it possible that you’ve been making things too complicated for your customers? If so, you might be stopping them from buying. That’s because all of us humans like easy decisions rather than hard ones. So what can you do to ensure that your customers are going to find it easy to buy from you? Let’s look at some really simple things you can do straight away.
KISS (Keep It Simple Stupid)
Whatever you are doing – demonstrating, presenting, or just explaining, don’t overwhelm your customer with information. Simplicity is the key here. So instead, do your homework and find out what they are likely to be interested in and then, through effective questioning, get to the core of their issue Read More
When you looked at that heading, did you think ‘no chance!’ Or perhaps you shouted at me; ‘what does she know?’ Certainly, if you are anything like most people in business, you might have some genuine reasons to be sceptical, like:
1. I need to give discounts to win business 2. I need money and I need it now – so even if it’s not that profitable, by discounting I do get some cash flow 3. I’ll raise my prices when I’m busier 4. I don”t know how to justify charging more 5. It’s just easier to give a discount 6. My customers can’t afford to pay more
Well, if that is you, then you need to know that, unless you are in the bargain basement discount end of the market, discounting has been shown not to work. These are the main reasons why:
1. Someone else will always discount a bit more – so before you know where you are, they have undercut you, then you need to undercut them and so on. The result? Even if you do make the sale, you have totally eroded your profit margin.