Be it online or offline, selling great products can be an excellent way to make money. There`re many successful people who could get amazing profits from selling great products. However, no matter how great your product is, no one will purchase if they do not know it exists, what it does, and if they don’t believe and understand that the product can meet their needs. Prospects and customers should find out about your product and they also need to learn about it in the right framework. You can use the following three simple steps to sell your great product.
STEP ONE: Who is your customer?
Before you sell your great product, you should first know to whom you`re selling your great product. This is a simple question that has far reaching implications. When trying to determine your target market, you should try to be as specific as possible.
Although it`s important that you begin by identifying the general demographics of your clients, you need to get even more specific when determining your target market. The good thing with identifying and hitting your target market is that you will also get the surrounding markets. For example, if you are selling Differio men`s designer clothes, instead of just identifying your target market as full time working professional men, you should also identify your target customers based on demographics. Consider such information as income and age, geographic considerations based on regional styles and climates and psychographic characteristics, like social affiliations.
When doing this, do not concoct a hypothetical ideal customer. You should try to think of a specific person that you personally know. You can use the following list of questions to identify your customer.
- Who are they in general?
- What are their needs?
- What do they like?
- What are their habits?
- What do they hate?
- Where are they from?
- Where do they go?
- How do they spend their money?
- How do they see themselves?
After asking the people in your target market the above questions, you should be able to feel, think and act, like them without any hesitation. A great step to getting potential customers to act is by connecting with them, you`ve to let them know that they can relate with you.
STEP TWO: What is your product?
Apart from knowing your customer, you should also understand and be able to clearly explain all the details about your product. If it`s physical items you`re selling, you should know everything about it.
- What is its capabilities?
- What is it made of?
- What makes it different than everybody else’s?
- Where was it manufactured?
- How much are you willing to sell it for?
- What are its production costs?
- What is the delivery time?
Apart from the questions that have been listed above, there`s one important question that all products must answer.
What needs does your great product fulfill?
If your product does not fulfill a real need for your customer, there`s no real reason for them to purchase it. Bad sales individuals do one of 2 things; they try to manipulate the customer or manufacture a need. Both are wrong. You may win the sale, but you`ll in the end lose your customers with this strategy.
Therefore, it`s important that you know exactly how your great product helps the individual to whom you want to sell it. When you have done that, you can then move on to the last step.
STEP THREE: Show the customer how your product can help them.
It is important that you understand that the main aim of any customer isn`t to purchase a great product, it is to create a good outcome in their business or their life. There`re are many products in the market already and one of the great ways your product can stand out is by making the potential customers feel connected with your great product. You should help them visualize their needs and let them know why the product you are selling is the best solution for them. This is good sales at its simplest. This changes the sales from a manipulation position into a service position. You`re simply helping the customer understand how your great product will improve a part of their life.
Maybe they want to lose weight, earn more money, or deal with their emotional stress or take less time to complete a task. They`re in the market so that they can get the shortest-path to the solution they desire, and they could not care less how good your product is. They only care about the outcome they will get from using your product. This means that your job isn`t to sell your great product, but to sell the great outcome that your customers will get when they use your product.
This means that your sales page, module, session names, your chapter and every piece of communication that you have with any potential customer must be outcome-oriented. What is in it for them?
If up to this point you`ve done your homework, selling your great product will be easy. You ask questions so that you can ensure that the customer has the needs that your great product fulfills, and then you show them how the product you`re selling will fulfill those needs.