Wouldn’t it be grand to have customers walk through your door, ready to buy and you don’t need to say a word? Well, I don’t believe in fantasies, but I can guarantee that you will close more sales when you know these two things about your customers:
Making Sales = Helping
1. What products they need and why. (Your niche market)
2. What specific problems they have that you can solve.
Here’s what doesn’t produce sales: Selling to everyone. To make sales you need to find the people with the problems your product can solve and then get to know them — how they think, what they care about, and what makes them happy, sad or frustrated.
Targeted, quality customers are worth finding if you want to increase your sales without increasing costs. So tell me, how well do you know your customers? Do you know what your customers worry about? Can you guess their thoughts, feel what they feel, and imagine what keeps them up at night?
If you haven’t thought about it, then think again. The ability to anticipate needs is at the core of selling for all types of businesses, and especially if a website is the hub of your business. Your “web-store” needs to send out specific, clear offers to the people you want to attract and invite to buy.
With e-commerce it’s not enough to simply put up a website and tell people what’s for sale. They need to be invited in with offers, questions, or gifts that push their “want” buttons. Your product descriptions need to offer an enticing solution for your customers — whether you’re a lemonade stand or a Fortune 500 company.
If you don’t know what your customers want, then how do you connect with them? And if you don’t know what their problems are, then how do you sell them what they need? My point is, you won’t make sales if you don’t target the people who want what you’re selling. That can be a difficult thing to figure out, but it’s worth the time and effort.
Why so much emphasis on identifying a group of customers with specific needs? Because if you don’t, you’ll spend most of your time “sorting” eager customers from merely interested ones. The first type are ready to buy your products. The second type are just curious and won’t buy. So why waste your time? You can’t help everybody, (the ones who are merely interested) so why not focus on the people who actually need your products and are ready to buy?
My Free Report is designed to help you to do exactly that. So look on my home page at www.RightMindMarketing.com and get your free “Sales Action Guide” by filling in the opt in form (No sharing of course!) so you can begin using effective, selling techniques in your own business. No gimmicks or yukky stuff. I promise.
Selling can actually be a lot of fun when it’s about identifying exactly what people need, and then providing a product that’s the perfect solution.
The better you know your customers, the easier it is to sell them what they need most. More on that in my next post!
Betsy
Betsy Shulman
646 306 4721 cell
www.Rightmindmarketing.com
P.S.- If you want to get some help right now, call me for a Free “Selling Makeover Session” and we can talk about your business for 20-30 minutes. You can choose a time for us to connect by going to this link https://my.timedriver.com/CM1LC and I’ll give you a call back to see how I can help make changes to your business that will increase your sales.
