Do your customers actually know the best reasons to buy from you? If they don’t, they’ll probably end up buying from your competition. When your prospect asks “So why should I buy from you?” do you have a good answer? This might be a good time to sit down and come up with a list.
Don’t bother telling them that you have “award winning service,” or “the best product.” Even if you’re talking with your brother-in-law, consumers want a good reason to buy from you, and not shop around for a better deal. So here are 12½ Reasons for your next customer to buy from you.
Reasons to Buy from you
- You were referred to them by a friend. A personal referral is one of the most powerful reasons to buy from you. Because the prospect doesn’t know you, they don’t know if they can trust/rely on you. But if you came through for a friend, that hurdle is eliminated
- You have 137 great Google Reviews: these are actually just as powerful as Personal Referrals. If an entire crowd think that you were a great choice, that’s convincing.
- Low Risk: product demonstrations, free trials, money-back guarantees, month to month contracts all reduce the risk of making the wrong decision, so they make it easier to try buying from you.
- Guarantees help in the same way: if the product doesn’t work, you offer a written guarantee that you’ll make it work
- Convenience: if everyone else makes it inconvenient to buy from them (they have inconvenient hours, they’re not easy to reach, their sales reps don’t help, etc.) and you make it easy, I’ll be more likely to buy from you. Amazon makes it more convenient to buy just about anything: just a few clicks, and it arrives at your doorstep in days, at no extra charge.
- But some businesses compete with Amazon very successfully: so there’s more that convinces the customer than overnight delivery. You can buy a hammer or pliers online, but my local hardware shows you…hands on…how to use them. That’s added value.
- You understand your prospect’s problems and show them how you’ll solve them. Put yourself in your customer’s shoes and think about what their problems, needs, and desires are. Then talk about them.
- You understand your competition, and show how you solve their weaknesses. Everybody has competition, and every business has weaknesses. Show how what you do is important so when your prospects are talking with your competition, they understand that you give them more of what they really need.
- Your product’s best feature: what do your best clients tell you that they like most? This might just be one of the features that sets you apart. Tell prospects about it.
- Your product really is different. This is your USP, or Unique Selling Proposition.
What’s different about your product? Some products go to extremes to be different: like “Death Wish Coffee,” that brags about being “The World’s Strongest Coffee.” Start by making a list of specific potential “differentiators” and compare them to your target market’s needs. - You offer more: if everybody sells cookies, but you sell cookies AND you sell milk, that’s a great idea. Your customers want complete service.
- Try telling a story about your clients’ frustrations and how you solved them.
12½ The benefit you offer. Educate them about the value of your product: Consumers don’t buy
features, they buy benefits. Do you solve a “pain” that many people have? Tell your customers.
Solving their problem could be the best reason to buy from you.
Have you ever wondered…
Think about when you’re the customer, and a salesperson is pitching you. You have choices. You have other suppliers who will sell to you. Have you ever wondered…or asked…”why should I buy from you?”
Your customer wants to know
Your customer wants to make the best decision, and may ask you. So be prepared. Understand your customer’s needs, and why they really should buy from you and not your competition.
Why not tell everyone?
When you have a good reason for shoppers to choose you, why not tell them all? Informer Messages on hold deliver the right message to the right people at the right time: when the shopper is interested enough to call you. When they’re looking for the answer to “why should I buy from you.”
Interested a marketing tool that will help shoppers decide to buy from you? Find out about how Informer Messages can work for you by clicking here.
