Local Business Marketing: Know the Nature of Your Product or Service and Unlock Sales
Every product or service has its own personality and nature. And, so does every business. I can’t tell you how much I appreciate it when I go into a local business … and, they actually know my name. It’s rare anymore, and wonderful!
And, even your product – or service alone – can offer a special series of characteristics that can relate to your consumer. Do you recognize the nature of your own product or service? And, how it relates in its characteristics to your buyer? If you do, you will unlock the key to selling your prospects!
What are your buyers emotional drivers to buy? Since … decisions are made based on emotions … and, later justified with our “logic” … knowing your buyers “emotional drivers” to want what you offer is key.
Here’s an action step you can take to know something about what I’m asking you here. Figure out the key reasons why people buy your product or service … and specifically, from you. Both from an emotional and logical standpoint. Next, craft your sales presentation to bring out those reasons.
Why do people buy from you? Why would prospects want to buy from you? What sets you apart? What would make them your raving fans and referral champions? First things, first. Take the action step above … and, more to follow in upcoming posts!
And, I would love to hear your comments and questions on this post!
Best of Success!
Categories: Profit Strategies, Small Business Tips, Sales, Marketing, Business News, productivity
Tags: productivity small business tips sales business news small business marketing marketing
Hi Sandra,
You posed some excellent and important questions to get people really thinking.
I'm working on differentiating between features and benefits. I find the features easy to come up with but am having a bit of a problem with the benefits. I realize benefits are the emotional triggers, but pinpointing them to the point people can easily relate (and respond) is not so easy!
Would love to hear your thoughts on that sometime!
Deb
(@mywebgal #blog30)
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Thanks for your comments Deb. As with my most recent post today, I say again, people's real buying triggers are "emotional." And, this certainly includes our "benefits" stated about our products and services.
Think about what will excite, intrigue, enroll, evoke your buyers to buy ... based upon your features. Think in terms of powerful emotional verbs in your copy and thinking when talking about your benefits and the features of what you offer.
I guess the bottom line question we all ask of others is "Why buy from you? And, what's in it for me?" Even if you have what I'm looking at or for - who has the most evocative presentation. Think about how many times we buy a "lessor product or service" because the sales message was compelling.
The answers are always emotionally driven, even for the most devout price shoppers. They ... are simply ... most passionate about price!
Hope this helps!
Best of Success!!!
www.ProfitWithSandraLee.com
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Hi Sandra!
Great blog post. I am thinking right now of what the emotional reasons are for people to buy from me!
I'm participating in Connie's challenge and will check back to see what else you're talking about here.
Jeanine
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