The 6 reasons people do not buy products and services is no need, no money, no hurry, no desire, no trust and no value. Do not get into objection answering games to try to finesse people to buy your services. You may gain the sale, but you will lose a customer and referrals.
There are two types of services, a pleasure providing service and a problem solving service. A pleasure providing service is fun, provides escape, excitement, amusement and reward. A problem solving service on the other hand, should provide fast, easy, solutions to nagging tasks that people have to do, hate to do, do not know how to do, do not want to do and are afraid to do. The secret is to research and design your pleasure providing or problem solving service so it is ideally matched to your specific target market.
You can then confidently and persuasively present your services with impact and conviction because you have done your homework. You will not have to sell. Your prospect will want to buy. You will have lifetime clients and advocates and not just one time sales. You will also have referrals. You will earn them with superb advice and service.
No comments:
Post a Comment