An efficiently operating customer service department creates a positive image of the brand and builds strong customer loyalty. What’s more, customers may call you with questions regarding your offers. All conversations connected to complaints, queries, or just clients’ comments can be managed in such a way, that they end up in sales. Do you want to persuade your customers to buy? Here are a few good tricks you can use.
1. Be Natural and Do Not Use Scripts
Customers choose to call because they want to have a conversation with a real person, who will respond to their inquiries and answer their questions, even the unusual ones.
If it were otherwise, clients would keep on browsing the website. For this reason, you should never use readymade conversation scripts.
These kinds of prewritten replies sound unnatural to the client and create a feeling of an unwanted sale process. Customers are more willing to buy if they establish an emotional relationship with a consultant.
Building such links will not be possible if the consultant reads aloud the previously prepared conversation scenario. So if you are wondering how to convince the customer to buy your product, do one thing – be natural and act like a human being.
2. Ask about the client’s well-being
If you want to convince people to buy your product, at the beginning of the conversation, while introducing yourself, ask the customer about his/her well-being.
Research revealed that sales increase significantly within the group of customers, who were asked about their well-being. You can also start a conversation on a positive note.
An experiment conducted among waiters showed that positive comments increased the tip by 27%! During the telephone conversation, it works too.
3. Use names while talking with a client
Find out your client’s name and use it from time to time. Psychological research shows that people like to hear their names and are much more likely to make a friendly relationship when the other side uses it.
If you do not want to offend the client, use the phrase „Mr. / Miss”. How to encourage customers to buy your product – an example is rather obvious – treat them as people, not as leads listed in a CRM system you use.
4. Prove that your products are better than those offered by competitors
Highlighting the advantages of a product or service offered by your company is very important. Often, customers call companies to ask questions about the product to investigate the market. Therefore, if you have an opportunity, emphasize that your offer is better. If the offer is not cheaper – it is harder, but you can always mention that for a slightly higher price, the customer receives a better product.
5. Keep initiating further conversation
Lead and initiate a conversation, ask open questions and give the interlocutor a chance to develop the topic.
If you don’t know how to convince a client, try this: instead of saying: „So our product has this function,” say: „Yes, (name of the client), our product has such a function, and I will gladly tell you how it works.”
6. Let your customers decide on the next steps.
Finally, a sales call more often ends up as a success if a customer feels that they can make a choice and notice that their opinion is important. So how to convince a customer to buy your product, show them that they have a choice and that their opinion really matters.
