E-Commerce Tips—Tapping into the Power of Problems to Make More Sales
Are you using the most powerful tool to get your customers' attention?
'What happened to all those people on the Intenet just waiting to give me their money?'
How often has something like that passed through your mind? We all start out with hopes for our online business that don't match the initial results.
We put the product or service we've chosen out there and anticipate that everyone will be just as excited about it as we are.
But with everything that's out there, people have gotten very good at tuning out all the competing calls for their attention.
So how do you get through?
Shift your focus from your product to their problems.
But isn't that what you're trying to get their minds off of?
Face it, they're not going to take their minds off of their problems. But they'll gladly turn their attention to a solution to them.
Hopefully, you've carefully thought out what problems your product solves. So get their attention by reminding them of those problems.
Remind them of their pain. Get their brains focusing intently on how to solve it.
By doing this, you accomplish three things.
First, you give them a reason not to filter you out.
Second, you position yourself as someone who genuinely understands their needs.
Third, you get them focused on a problem for which your product is a solution.
This approach works well when their problem is something that's easy to recognize. But what do you do when the problem isn't so obvious?
It comes back to knowing your customers. What problem, for example, drives them to buy home decor?
We have a need to surround ourselves with things that reaffirm who we see ourselves as. We may reaffirm ourselves with the theme of the decor, or the style, or the uniqueness.
Or what about the quality, or the affordability? The better you understand the group of customers you are targeting, the better you'll know what problems drive them.
But always make sure that problem-focused attention-getters are a part of your sales process. By focusing first on the problems your product can solve instead of directly on the product, you've gained three positive points in their minds toward making the sale.
Helping you become the successful business owner you want to be.
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