Published April 8, 2008

Tips to Persuade Clients to Buy: Potential Client Motivators!

Sometimes clients want to buy certain products, but they may need to be persuaded before they can make a decision. By observing them keenly and understanding what is going on with them, you can determine what it will take to persuade them to go ahead with the purchase.

Given below are five motivating tools that persuade clients to buy products and services from any small business.

  1. They Need The Product

    Many times clients want a product, but if you can convince them that they really need that product and that their life will be incomplete if they don't own it, then that will convert their want into a need to buy it.

    Once they are convinced that they need the product, your sale is as good as completed.

  2. They Will Save Time, Money And Energy

    Your clients will be motivated if they believe that buying the product will save time and energy, as well as money. You can also remind them that the money they spend purchasing the product will be recovered after a certain period of time.

    For example, most kitchen appliances are advertised and marketed to potential customers in this way. Even air-conditioners can be promoted effectively if it can be shown that they help to cut down on customers' electricity bills.

    Many items can be sold on the basis of cost-savings, with added benefits such as safety and convenience.

  3. Safety

    If you are selling safety items such as safes, fire equipment, etc., stress the benefits of safety for their money and valuables, but also remind them that the product can prevent the loss of their prized possessions and keep their loved ones safe.

    The automobile industry is a good example of this. With cars, safety features are important selling points. People are ready to pay a premium for an increase in safety, especially for their loved ones.

  4. Exclusiveness

    Expensive cell phones, cars, and clothing are bought by customers who want to stand out from the rest of the crowd. Many customers with lots of money also spend it to satisfy their own egos. This is one of the major reasons that high-fashion items continue to sell well.

    An exclusive item is usually made in limited numbers or is custom-made for selected clients and is usually quite expensive. This feature in itself is enough for many of your clients to want to own an exclusive product that your business offers.

  5. Convenience

    Many items, such as dishwashers and washing machines, are sold because of their convenience. These products help save their owners physical effort and make their lives easier.

    Products that are used on a daily basis fall into this category - and once you explain the features or arrange a demonstration of products such as these for your customers, it will become very easy to sell them.

    In many cases, your customers need to be motivated - and once you link your product with the correct motivation, you will find that less effort is required to sell them.

    Selling products also involves understanding your potential clients and altering your sales pitch to match their desires, wants, and needs.