The following is a compilation of easy strategies to implement in your business, that will help you sell more and better.
1. Pay for 2, get 3 vs 50% discount
It is easy to find such discounts. But do you know which one is the most effective? The people's favorite is the "pay for 2 get 3." The free element makes it more attractive. People love gifts.
For example, if a person wants to buy 3 identical products, and finds the following offers: Pay for 2 get 3, or buy one get 50 off on the second product. This person will likely choose the first option and believe it's a better deal. However, both options have the same economic cost.
Additionally, there is something in this promotion that scientists still have not managed to understand, and it is the preference of the people for the number 3. Companies have successfully profited from this by always displaying 3 products together.
2. Men vs Women
Although after the age of 60, the brains of both men and women are very similar, before that age there are distinct differences that you must understand in order to sell better.
Women are more talk active than men. It has been claimed that women speak about 20,000 words a day - 13,000 more than the average man. The explanation has been attributed to the higher level of Foxp2, known as the ‘language protein’, in the female brain in an area key to language in humans.
What can you do with this information?
Simple, when selling to a man you must be concrete, and talk about the facts, when selling to a woman, you must be more collaborative and talk more. This allows them both to have more certainty about making the right decision.
Offer 3 or 30 options depending on the customer's sex. Each sex has its preferences, and topics in which they have more expertise or interest. For instance, if you are selling tech present a man with 30 options, but 3 to the woman. Likewise, if you are selling clothes you should recommend 30 options to the woman, but 3 to the man.
3. Benefits sell, features don’t
The main reason why features don’t sell is that customers don’t care about them. Some may use them to compare similar products or services. However, what they are really looking for is to accomplish a certain task or result.
For example, if you are looking for a good weight-loss e-book, which one will you choose, the one that says, "Many diets you can choose from," or "Discover how to lose 4 pounds every week with proper nutrition." We might be talking about the same e-book, but one option is definitely more attractive than the other.
Likewise, instead of selling a piece of office furniture, promote productivity. Do not sell flight tickets sell life experiences.
4. Keep it simple
People don´t like to choose and prefer not to
There are three phenomena generated by the overload of choice. First, it lowers customer engagement, which is reflected in a decrease in the willingness to purchase. Second, it creates a scenario for a poor-quality purchase decision. Customers buy products and services that do not suit them nor meet their needs, which in turn decreases their satisfaction. Lastly, the greater number of alternatives generates higher expectations and regrets about the final decision.
In business, less is more
This article covers 5 steps that will help you develop strategies to optimize your customers' decision‐making process despite having an offer of various products and services, by making your client's decision process more rewarding.
