Did you know that there are some real trust obstacles in the way of more sales? Most businesses never stop to think about the things that hinder a customer from making a purchase and continue to lose sales without addressing some fundamental issues.
The first issue to deal with is the simple fact your customers need to trust you in order to do business with you. Maybe they’re just natural sceptics or maybe they have been disappointed by somebody’s previous claims and don’t want
to be disappointed again. Either way, you need to establish a level of trust.
Trust may be established by using some simple methods to overcome the natural barriers. For instance:
- Offer your customers a way of contacting you easily. Your phone number, email and other contact details should all be easily available to prospective clients. People feel much safer when they know they can pick up the phone to talk to you in person. This can be especially important on websites where so many sales are lost as customers distrust websites with little contact detail.
- Demonstrate that you deliver on your promises by including testimonials from previous happy customers. The power of testimonials is often overlooked but is very persuasive in getting new prospects to commit to a purchase. Better still if you can get permission to allow prospects to make contact with those previous customers.
- Offer a guarantee on your product or service. This removes the downside risk for a prospective customer. If he is not satisfied, he is guaranteed his money back so you are generating a feeling of “there is nothing to loose” in your customers mind.
Think about your own situation when you purchase something and the emotions you go through before committing to the purchase, you’ll be a better salesman for it.
Posted under Marketing
This post was written by admin on November 2, 2007
