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Step 5 of 12 – What gets someone to spend money on your business?

Step 5 of 12 – What gets someone to spend money on your business?

Why people spend money on your product/service, and why not.

 

With businesses popping up everywhere it becomes more difficult, day by day, to get, and retain new clients. I can not give you a solution to this problem but, I can share with you my experience and what I see happening in other businesses.

“We buy for emotional reasons. It might not just be that we are emotional about the product we want to buy, but we have emotions towards the buying process.”

The fact that it is so easy for anyone to start a company means that your competition is getting bigger. This causes very competitive prices, and a result of that is smaller profit margins for you. Getting around this can be tricky because you do not want to drop your prices so far that you go bankrupt, but you also do not want to scare away customers with high prices. How do you approach this?

An interesting thing about a potential buyer is that they will always shop around for the lowest price. But for some reason, a lot of people opt for the best quality and not the lowest price. This tells me that even though we want the “cheapest”, we can always be convinced for the “best.” That can work to your advantage.

The “best” does not necessarily mean the best product. In this case, it means the best service.

I’ve found that if I get excellent service from someone, I would instead buy their more expensive product than purchasing the same item from a rude, unfriendly person. This now circles back to what I touched on in an earlier article, emotions.

We buy for emotional reasons. It might not just be that we are emotional about the product we want to buy, but we have emotions towards the buying process.

I guess by now you figured out where I’m going with this: Be nice.
Customers, especially new ones, do appreciate friendliness. Even though you might be going through a bad time does not mean you should not be friendly and kind towards your customers.

What will get someone to buy your product or service instead of your competitors’ even though you are more expensive?
In my opinion:
1. Make an Emotional connection to your prospect. They need to feel happy about where they are and the decisions they are about to make.
2. Give immaculate service. Know your product like you were the designer and developer. Remember that your prospect does not necessarily know your product so educate them on why they need it.
3. Make your prospect feel like he is the only one. We all know that we are not, but we would like to think so. Be mindful about distractions when you are dealing with your prospect/client. They want your full attention, and you need to give it if you’re going to make the sale.

“The “best” does not necessarily mean the best product. In this case, it means the best service.”

Having better, faster and friendlier service than your competitors, I think, will put you in the “I want to just deal with you” category. As soon as you can achieve that, your business will explode just by word of mouth and referrals.

I would love to hear your opinion on this. Get in touch with me or leave a comment.

In the next Blog:
If someone does not trust in your brand, they will not support you. Next time we will be looking at how to get people to believe in your product or service so that they can get to the point of “shopping without thinking.”

Why people spend money on your product/service, and why not.

With businesses popping up everywhere it becomes more difficult, day by day, to get, and retain new clients. I can not give you a solution to this problem but, I can share with you my experience and what I see happening in other businesses.

“We buy for emotional reasons. It might not just be that we are emotional about the product we want to buy, but we have emotions towards the buying process.”

The fact that it is so easy for anyone to start a company means that your competition is getting bigger. This causes very competitive prices, and a result of that is smaller profit margins for you. Getting around this can be tricky because you do not want to drop your prices so far that you go bankrupt, but you also do not want to scare away customers with high prices. How do you approach this?

An interesting thing about a potential buyer is that they will always shop around for the lowest price. But for some reason, a lot of people opt for the best quality and not the lowest price. This tells me that even though we want the “cheapest”, we can always be convinced for the “best.” That can work to your advantage.

The “best” does not necessarily mean the best product. In this case, it means the best service.

I’ve found that if I get excellent service from someone, I would instead buy their more expensive product than purchasing the same item from a rude, unfriendly person. This now circles back to what I touched on in an earlier article, emotions.

We buy for emotional reasons. It might not just be that we are emotional about the product we want to buy, but we have emotions towards the buying process.

I guess by now you figured out where I’m going with this: Be nice.
Customers, especially new ones, do appreciate friendliness. Even though you might be going through a bad time does not mean you should not be friendly and kind towards your customers.

What will get someone to buy your product or service instead of your competitors’ even though you are more expensive?
In my opinion:
1. Make an Emotional connection to your prospect. They need to feel happy about where they are and the decisions they are about to make.
2. Give immaculate service. Know your product like you were the designer and developer. Remember that your prospect does not necessarily know your product so educate them on why they need it.
3. Make your prospect feel like he is the only one. We all know that we are not, but we would like to think so. Be mindful about distractions when you are dealing with your prospect/client. They want your full attention, and you need to give it if you’re going to make the sale.

“The “best” does not necessarily mean the best product. In this case, it means the best service.”

Having better, faster and friendlier service than your competitors, I think, will put you in the “I want to just deal with you” category. As soon as you can achieve that, your business will explode just by word of mouth and referrals.

I would love to hear your opinion on this. Get in touch with me or leave a comment.

In the next Blog:
If someone does not trust in your brand, they will not support you. Next time we will be looking at how to get people to believe in your product or service so that they can get to the point of “shopping without thinking.”

Step 6 of 12 – Trust in a product or service will make the sale for you.

Step 6 of 12 – Trust in a product or service will make the sale for you.

How to get people to trust in your brand.

 

Before someone buys from you, they need to trust your product/service. Only then will the potential customer have the confidence to spend money with you for the first time. How do you get people to trust in your brand? There are a few things you need to consider.

“Make sure that your customer gets what he pays for.”

Potential prospects need to know you, like you and trust you before they will spend money with you. To achieve that initially might not be easy. But the moment you get someone to trust in your brand, you got the sale.

Here are a few points that I feel is important to get a prospect to know you and trust you:
1. Have High-Quality Products/Service: Make sure that your customer gets what he pays for. Having a cheap product or bad service will sink your business sooner than you would hope.

2. Be an Expert: Know your product better than you know yourself. If a prospect asks you something about what you offer you need to be able to answer him even before he finishes his question. Do not think, do not hesitate. Also share your knowledge of your product, service or industry in the form of a blog or email newsletters. In this way, you can also educate a prospect if he has no idea who you are or what you do to get him ready to make the first purchase.

3. Do not Lie: If you have a bad product, rather stop selling it, than lying about the quality to get the sale. Be honest about what you offer.

4. Believe in yourself and your product: If you do not believe that the product or service you provide is the best, how do you expect your prospect to believe it? And again, if you do not believe in your offer, rather stop selling it and get something you do believe in.

5. Testimonials, Recommendations & Social Proof: Having previous customers sharing their happiness in your product/service is the best tool you have. This counts as proof that you have a superior product or service and that you deliver as you promise.

Let’s look at an example. Apple. They get this right to a point where (I think) they do not need to market anymore. Everyone that is an Apple user will go back to them for an upgrade or replacement without even thinking about it or any hesitation. Why? – The products are of very high quality. – It works. It is expensive, but you get what you pay for. Their social proof network is so big that if you are considering buying an Apple product for the first time, you just need to look at the millions of happy customers to make your final decision.

“Believe in yourself and your product.”

So, in conclusion, I feel that the more someone trusts you, your product, your service or your brand, the easier it will be for you to convert them from a lead into a paying customer. If you have enough warming content like blogs and automated emails in place and you receive high-quality positive testimonials, and social proof, you would be able to spend less time on marketing your brand and more time on closing the next deal.

 

In the next Blog:
Running social media marketing campaigns can be highly effective and can have massive ROI. In the following article, I will explore why social media marketing campaigns usually fail and how to prevent that.

Email Newsletter & Follow-up Software.

ActiveCampaign is probably one of the best email software platforms I came across. Not only is it very affordable but insanely user-friendly and versatile. The fact that you have a visual representation of what your email campaigns will look like make it easy to plan your campaigns.

I highly recommend ActiveCampaign over any other form of email autoresponder software.

How to get people to trust in your brand

Before someone buys from you, they need to trust your product/service. Only then will the potential customer have the confidence to spend money with you for the first time. How do you get people to trust in your brand? There are a few things you need to consider.

“Make sure that your customer gets what he pays for.”

Potential prospects need to know you, like you and trust you before they will spend money with you. To achieve that initially might not be easy. But the moment you get someone to trust in your brand, you got the sale.

Here are a few points that I feel is important to get a prospect to know you and trust you:
1. Have High-Quality Products/Service: Make sure that your customer gets what he pays for. Having a cheap product or bad service will sink your business sooner than you would hope.
2. Be an Expert: Know your product better than you know yourself. If a prospect asks you something about what you offer you need to be able to answer him even before he finishes his question. Do not think, do not hesitate. Also share your knowledge of your product, service or industry in the form of a blog or email newsletters. In this way, you can also educate a prospect if he has no idea who you are or what you do to get him ready to make the first purchase.
3. Do not Lie: If you have a bad product, rather stop selling it, than lying about the quality to get the sale. Be honest about what you offer.
4. Believe in yourself and your product: If you do not believe that the product or service you provide is the best, how do you expect your prospect to believe it? And again, if you do not believe in your offer, rather stop selling it and get something you do believe in.
5. Testimonials, Recommendations & Social Proof: Having previous customers sharing their happiness in your product/service is the best tool you have. This counts as proof that you have a superior product or service and that you deliver as you promise.

Let’s look at an example. Apple. They get this right to a point where (I think) they do not need to market anymore. Everyone that is an Apple user will go back to them for an upgrade or replacement without even thinking about it or any hesitation. Why? – The products are of very high quality. – It works. It is expensive, but you get what you pay for. Their social proof network is so big that if you are considering buying an Apple product for the first time, you just need to look at the millions of happy customers to make your final decision.

“Believe in yourself and your product.”

So, in conclusion, I feel that the more someone trusts you, your product, your service or your brand, the easier it will be for you to convert them from a lead into a paying customer. If you have enough warming content like blogs and automated emails in place and you receive high-quality positive testimonials, and social proof, you would be able to spend less time on marketing your brand and more time on closing the next deal.

In the next Blog:
Running social media marketing campaigns can be highly effective and can have massive ROI. In the following article, I will explore why social media marketing campaigns usually fail and how to prevent that.

Step 11 of 12 – Getting (and keeping) customers to return.

Step 11 of 12 – Getting (and keeping) customers to return.

 

How to get a customer to return and to become a regular repeat customer.

 

The ideal customer is the person who not only buy one time from you but returns for another purchase. The idea is to get a repeat sale again and again. Ongoing income should be one of your main goals in your business.

“Ongoing income should be one of your main goals in your business.”

Some of the biggest challenges that some companies face is the fact they think that a customer can only buy from them once. If it is the case, then you might need to make some changes in your business.

Another challenge you might face is that for some reason your customers are not motivated enough to return to you. In this case, you might need to rethink your products or the services you offer.

And the last point is that you might not be 100% sure if your customers are satisfied with your product or service. Is it good enough so that they would want to return?

Let’s break this down a bit…

MY PRODUCT IS A “ONCE-OFF” BUY.
I spent some time to think about instances where this might be true, but I can not find something that fits this statement 100%. Almost every type of business I thought of has the opportunity for multiple sales.

Let’s look at a few examples (and solutions):
1 – Wedding Venues: A couple only gets married once (we hope). Yes, that is true, but there are ways to get a return client. Become part of that couples life journey. Do not just focus on their wedding. Start from their engagement. Offer a space for the engagement party and engagement photo shoot. Then the wedding. After that the first anniversary. Birthday parties and other special occasions. Think of anything that you can offer a new couple for the rest of their life. If they like your venue, they will return.

2 – Photographers: The same as with the wedding venues. Become part of their lives. Become friend and partner. They must refer to you as “OUR Photographer” NOT “THE photographer we used at our wedding”.

3 – Jewellers: Don’t just make or sell a ring to someone. Think of how you can build a relationship with your customers. You must know your customers by name (and they must know yours). A customer should be able to “pop in” at your shop once a month for a quick coffee and, and while she enjoys her coffee, you can quickly clean and service her jewellery.

The list goes on, but the point I want to make is that you need to build a relationship with your customers. Become a part of their journey. Become part of their life.

MOTIVATION FOR A CUSTOMER TO RETURN.
You need some motivation, especially at the beginning of a relationship, for a person to return to you and support you again. They don’t know you or trust you yet, so find some incentive for them to consider you a second time. It can be in a range of forms from discount offers, or specials to gift voucher, coupons or anything that might seem like an attractive deal to them.

Always ask yourself the question: “Why would I return to support myself?” Put yourself in their shoes, and it should become clear as to what you can use as your incentive or motivation.

ARE THEY SATISFIED WITH ME OR MY PRODUCTS?
The ultimate goal would be that your product or service is so outstanding that a customer will send you a letter or give you a call to compliment you. When you are receiving compliments or good reviews without asking, it means that you’re are on the right track.

If you do not get that, it might mean that you might have to start looking at your quality of service, or your products.

A great way to find out is to run a survey. Get customers to give their feedback in the form of a questionnaire, reply on an email you sent with a few questions, reply on an sms, comments on facebook etc.

Think of a way that you can ask your customers (or potential customers) what they like and what they want. According to that, you will be able to determine what changes you need to make.

The key here is to keep it short. One or two questions. Do not spam your customers because that might also drive them away.

“…you need to build a relationship with your customers. Become a part of their journey. Become part of their life.”

As a summary, what do you need to consider to get return clients?
1 – Do I have something I can offer them for the rest of their lives?
2 – What offer, solution or benefit do I have to get them to return, and that will improve their lives?
3 – Is my product or service quality good enough for them to want to return?

 

In the next Blog:
Handling and processing al the new lead streaming in.

Step 12 of 12 – Handling and processing new leads streaming in.

Step 12 of 12 – Handling and processing new leads streaming in.

 

How to handle new leads that stream in from an ad campaign.

 

Having numbers of new leads streaming in from your ad campaign is a big confidence boost to you and your team. From only a few days worth of work, hundreds of potential customers make contact with you or give you their details.

The problem is that they are still just a lead, a potential client. They are not yet paying customers. The easy part is getting these leads. It is a bit more work to convert them into paying customers.

“Respond to a new lead asap. The longer you wait, the sooner you lose the deal.”

I have seen with previous campaigns that only a tiny percentage of leads (around 3-5%) converts into paying customers. That means that for every 100 leads you get, only 3-5 people will become your client. This number is not true for all companies because the more effort you put in, the higher the conversion rate.

The biggest challenge for most companies is to keep track of all these new leads.
“Who did I follow up?”
“Who is ready to buy?”
“Who still needs some warming content before buying?”
“How will I convert these leads into paying customers?”
These are the most common questions that I have to deal with in every new campaign.

There are a few things you can consider to make this process from lead to customer easier for yourself:

GATHER THE LEAD INFO INTO A DATABASE.
It is crucial that you create a database for all the new leads from your campaign. Even if it is just a simple spreadsheet, you need to have records of everything (and everyone) in one place.

Using a spreadsheet is the easiest way to keep track of every detail as you can add columns with info as you need it.
Keep track of things like:
– Who are they (Name & Surname)
– Contact info (Email and Phone Number)
– Relevant info for your sale (Do they want your product or do they need more info?)
– First Contact (Did they contact you or the other way around?)
– What was the result of that conversation?
– Did they become a customer eventually?
– Do they want info from you on a monthly base? (Eg. Newsletters)
– Any other relevant information that you might need in the future.

LEAD FOLLOW UP TIME IS CRUCIAL.
Respond to a new lead asap. The longer you wait, the sooner you lose the deal.

Every day we click on hundreds (if not thousands) of links and buttons on social media. It is easy for someone to forget that they clicked on your ad or that they shared their information with you.

Do not give a prospect time to forget. When a prospect clicked on your ad, he was interested in your product. Catch him in that state of mind. Pick up the phone and call your lead within 15min. Your closing rate will be much higher than the leads you call 30min later. If you find this hard to believe, you are more than welcome to test this with your next campaign.

AUTOMATED SYSTEMS.
Consider using an automated message system like email drip campaigns or messages on a platform like Facebook Messenger.

Keeping communication with your leads regularly will keep you fresh in their minds. You can also use this as an opportunity to close a deal, remarked another product/service, or inform them of news in your business.

If done correctly, you can also personalise the emails and messages to make your lead (or client) feel like they are the only one. Wish them a happy birthday. It makes a huge difference in the way they see your business.

HAVE YOU DATABASE OPEN.
When you contact a lead (or when they contact you), it is essential for you to have your database open in front of you. Make notes on what he says and what he wants. You might even get info from him that you can use for a next sale in the future.

Having his info in front of you will also give you the opportunity to talk to him on a personal level. You will not forget his name. You can chat to him about the info he gave to you. You have the opportunity not only to be a salesperson but to become a friend.

KEEP YOUR DATABASE “CLEAN”.
Do follow up surveys after each campaign. Ask your database questions to determine if your campaign was successful. The questions you ask will also give you insights on how, and where, you can improve, not only your ads and campaigns but also your sales process and after-sale service.

If a person responds negatively and does not want communication from you, delete them from your database. Do not keep negative clients on your list. It will help you a great deal with your next campaign.

“Do follow up surveys after each campaign.”

So in conclusion, a few key points:
1. Keep track of the leads with a database.
2. Do not waste time before you follow up. Act immediately.
3. Use an automated system to keep in contact with your clients weekly.
4. Have your database open every time you communicate with someone.
5. Do quality and satisfaction follow up surveys.