Are you starting your own business? Or maybe you’re interested in having a raket aside from your 9–5 job. Whether you’re planning to go big time and create a large brand or start small with selling your crafts online or in art fairs, you first need to convince people to actually notice you to become successful.
In the recently-concluded PLDT Smart SME Nation Tech Island 3.0, an annual business convention for small and medium enterprises led by one of the country’s biggest telcos, Mario Berta of EasyTaxi and FlySpaces.com talked about power selling. He noted that there are six concepts that can guide you to successfully close a deal:
Reciprocity is the concept of giving back something of the same or greater value as what you’ve initially received. A good example is that if a friend does you a favor, you’ll return the kindness by buying her dinner.
So how does this relate with how to persuade someone to becoming your customer? Whether or not she avails of your product and service, offer something personal and unexpected for free. It can be something as small as a piece of candy or as special as a designer cupcake. This way, she will be more obliged to come back to your store, or even change her decision and buy something on the spot.
2. Make your goods scarce
How many times have you gone to a with full racks and said, and said, “Ay, marami pa naman stocks nung gusto ko, balikan ko na lang”? People tend to pass off opportunities to purchase when they think they still have stocks to come back to. If you want to sell things quick, make sure that you sell products in limited numbers, or offer a special service only for a limited time.
3. Be an authority
People tend to flock towards those who are credible and knowledgeable about what they sell. This makes it important to announce why you are the leading authority in what you’re offering. Is it because you’ve worked in the industry for a long time? Or is it because you've studied about your craft for years? Engaging potential customers in conversations that will show your prowess or using the power of “word of mouth” can help convince them to choose you over others.
4. Follow through
It’s a given that you as a seller should be consistent with the quality and the service that you offer in order to convince people to come back. However, you can also push this consistency to your customers by doing one simple thing – asking them to write it down.
For example, you have someone still interested in buying your products even after you’ve ran out of it. Instead of just saying that you’ll restock soon, let the potential buyer fill up a form that asks for her contact details. This way, you’ll have another name to add to your database, plus she’ll feel more committed to buying the product once you’ve contacted her about your new stocks.
5. Get to know and like your customers
Have you noticed why Starbucks baristas try to make small talk while they make your drink? It’s because they’re trying to build rapport with you. People are more likely to buy things from people that they like, and generally, they like people who are similar to them, who compliment them, and who cooperate with them. So if you want to close a sale, take time to actually know your customer. When you do, they will be more inclined to buy and will be more perceptive to you when you upsell.
6. Tell potential clients why patrons keep on coming back
People tend to base their actions on the actions of others. This is why people flock to review sites and why online influencers are popular. Aside from getting people to actually give your products or your services five stars, you may want to advertise who or how many people have actually patronized you. It acts like a guide for others, and convinces people more that what you have has been tried and tested.
PHOTO: Instagram @ellegermany