Kaye Marks |
Kaye Z. Marks is a writer and an observer. She is continuously fascinated with the developments in commercial color printing technologies which greatly help in the advertising and marketing campaigns of small to medium businesses. |
Kaye Marks
has written 38 articles for SB Informer. |
View all articles by Kaye Marks... |
How to Break through Your Customer's DoubtsBreaking through buyer's doubts Kaye Marks
April 09, 2008
Expert marketers and sales people know that product resistance is often
part and parcel of selling your products and services. It may be
because of a particular concern on the product that’s preventing your
prospective customers to buy from you. Or it may also be that they’re
hesitant on how effective it can be to their situation.
Most
of the time, your target audience will be able to express it verbally.
But when resistance is non-verbal – meaning, your target audience’s
face reflects confusion – you just need to read between the lines, and
interpret the body language and expression.
While managing your
target client’s hesitance to your sales speech, it would indeed be very
difficult for you to do that. Nevertheless, experienced marketers would
tell you that such reaction is actually a good thing. It means that
even with an objection, your target clients are actually considering
your product if not for a few concerns they have. These then should be
properly addressed in order for you to turn then into buying customers.
Trained
sales agents know this. And as a business owner you should too. Most
often than not, the concerns brought up by your target audience may not
be the actual issue they’re concerned with. In fact, it may just be
that they’re not sure of how they should convey what they need to know
from your products and services. This then makes it difficult for your
target clients to agree to what you are offering. Unless you understand
and overcome the issues pertaining to their objection, you as a
business owner will never be able to get your target customers to agree
to buy your product or avail of your service.
This is what is
important when handling customer resistance to your product. Your
prospects are simply unwilling to make a commitment to buy from you.
This is certainly the hardest part in any selling process. When you ask
your prospect to agree to a sale, yet the prospect hesitates, or worse,
responds with a resounding ‘no’, you should be able to overcome that.
Most successful business owners can vouch that when you are able to
rise above the rejections, you’ll more likely to get customers who are
not only one-time buyers, but repeat business clients as well.
What
you need then is communicating with target clients in order to convince
them to consider your prodcuts and services despite the issues. You can
do this by requesting a commercial color printing company to produce
marketing tools that would best clear up the issues in the client’s
minds. It’s all about providing assistance so that your prospect can
finally make a decision – which is hopefully to your advantage.
The
good news though is that not every customer can resist your offer.
There were many times those buyers close a sale even without you
convincing them to do so. Since they are convinced that the product is
good for them, you don’t even have to introduce or say your sales
speech. All you got to do is to point them to the right direction and
you’re on your way to being successful in your marketing campaign.
|