In order to get people to buy from you, there are a few obstacles that need to be crossed.
First, you have to build all of the three trusts.
The 3 Trusts.
- They trust you.
- They trust your business.
- They trust your product or service.
They trust you – they have to believe that you and only you are the right person to solve their problem or fill their desire or need.
They trust your business – They also have to believe that your business is the only reasonable and logical choice to be able to do what you say you can do.
They trust your product or service – They have to believe specifically that is your product or service that is the best fit for them.
If each trust is a number out of 10 the closer you can get them in each area of trust the easier it will be to get them to buy.
Remember the rule of Value….
They are always looking to gain a use-value greater than the cash they give. You should read that again it is important.
The use-value of your product/service needs to exceed their financial investment so that they see as they are getting either a financial or emotional return on investment. Never forget this fact.
You can also raise their trust by diagnosing and solving their problems, not your problems. Too often in business, we are trying to fix something for ourselves or our business. We need to shift our focus to solving our customers’ problems first because if we do that right we should also be fixing our problems.
Clients tend to buy off of people that they believe have their best interest in mind.
5 Reasons they won’t buy
1.They don’t believe you (can solve their problem)
2.They don’t trust themselves
3.They can’t afford you.
4. They trust your competition more.
5. They’ve made Poor decisions before.
Every time you are facing resistance from a customer you should bare these reasons in mind. Try to figure out why they are acting the way they are acting then use the four fixes.
The 4 Fixes
1. Diagnose which is their problem
2. Build trust in your solution
3.Make your promise bigger than their need.
4.Then Over-deliver on your promise.
If you follow this process getting your customer to buy will eventually become friction-free. More importantly, your customers will believe that you are on their side. When that happens life becomes easy.