This is the one question that every sales person is seeking the answer to. If you know how to motivate people to buy, then you can increase your sales and your conversion rate. And wouldn't that be good for your profit and your business? As a telemarketing services provider, we ask this question of our clients time and time again.
So what motivates people to buy? Before engaging any client, we go through an activity designed around potential buyer motivations which is then taught to the folks delivering telemarketing services on behalf of our client. Our telemarketing services staff know full well the importance of a motivated buyer.
It is often said that you should give people what they need, because that is what they are going to buy. That may well have been the case once but sadly today's society has changed and people no longer buy what they need.
Instead they buy what they want and what they crave. Hence people struggling to put food on the table, but have a 42 inch plasma TV, satellite system and a bottle of Jack!
You need to pitch your product or service not as something they need, but as something they absolutely must have; make it so they crave your product and absolutely must get their hands on it.
People also buy because they want to get pleasure from what they buy. Someone doesn't walk into a car dealership and buy a top of the line Mercedes because they need it; when a Toyota would have done the job just as well.
They buy the Mercedes because they want the pleasure that goes with it. Whether this is the comfort of the car, the joy of all the gadgets, or the fact that it is a status symbol, they drive a Mercedes! Whatever their reason it will be because they have associated pleasure with owning a Mercedes and so they buy one; when they could have saved tens of thousands of dollars and bought a cheaper car!
Another reason people buy is because they want to avoid pain. Volvo's are one of the best selling cars in Europe. Why? They are not the prettiest of cars, nor that expensive, nor are they of the perceived class of a Jaguar, BMW or Mercedes.
Volvo's sell well because people want to avoid the pain associated with car accidents. Volvo's are some of the safest cars on the market and as such appeal to people who want to protect their family and passengers.
These are three of the main ways that people are motivated to buy. If you can work out how to use this in your sales process, your emails, your newsletters and your website, then you can convert more visitors into paying customers.
Identify your target market and learn their pain, what problems are you solving for them with your product?
Understand this and your sales can become smoking hot and you can boost your conversion rate!
If you need help in getting more leads, appointments with decision makers or sales, let us help you to determine what pain points you are addressing for your protential customers. We will do the work to identify, qualify and close them.
Call us today to get started.
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