7 Questions Consumers Ask Before Buying Your Product

1.  What's the deal?
Customers want to know what they are getting into before they open up their wallet.  One of the best ways to upset them is to give them unexpected fees at the last minute.  Make the deal plain and simple... no unexpected and unpleasant surprises.

2.  How do I benefit?
Let's face it... customer really don't give a hoot about who you are, your hard earned credentials or your company history.  They want to know "what this product will do for me?"  Spend your time wisely;  emphasize the benefits the consumer will enjoy... and you've got a sale!

3.  How soon?
Our economy has come to expect immediate gratification.  The quicker your customer has the purchase in his hands, the happier he is.  Invest in quicker service, for higher sales volume and increased customer satisfaction.

4.  Can I return it?
Hey, there's always risk in a purchase.  What if it's not what the box made it look like?  The knowledge that it can be returned soothes the customers fear of making a poor investment.  Money back guarantees go a long way toward banishing the last minute purchase jitters.

5.  Should I trust you?
The best way to turn away a potential customer is to offer a "to good to be true" deal.  No one trusts exaggerations or even claims that sound like exaggerations.  Do you have a deal that really is too good to be true?  Be careful how you word it.  Remember that a customer who discovers his product is even better than promised is an extremely satisfied customer.

6.  Am I making the right choice?
Emotions and logic work together to create the right balance for the buyer.  Usually the purchase is based on emotion.  It's later that the customer looks for the logic to justify the purchase.  Be sure to include logic in your advertisments so the customer will feel that his purchase was justified.

7.  How do I pay for it?
You probably remember standing in line at a place of business, while the customer 9 people ahead of you tried every method of payment under the sun.  Everyone was shifting from foot to foot impatiently, and some even laid their products down and walked out empty handed.

Hey, it happens in the virtual world too.  Consumers wait and wait for a page to download... they become frustrated and with one click of the mouse... you've lost a sale. 

Make sure purchasing is an easy and painfree experience for your customers.  If it's too complicated and lengthy, they'll just forget it... and you can kiss your profit goodbye.

5 Keys to Capturing Prospective Buyers

Spring has sprung.  The birds are singing as they busily build nests and do their mating dances.  Yeah, it won't be long before the flowers bloom, and grass starts growing.  You know what that means...grass needs mowing.  When you parked the riding mower last fall, you knew that it would be a miracle if you could get it through another summer.  You're going to need to replace old "Betsy" sooner or later, and start thinking about the features you want the next mower to have.

Well, you haven't tried starting the old mower, but hey, it's raining cats and dogs outside.  With nothing better to do, you head for the mall and find yourself among a line of shiny lawn mowers with a wide variety of prices and features.  What are the advantages of each one compared to the difference in costs?

Yep, not every customer that walks through your door is ready to make a purchase.  Maybe they're still in the "thinking about it" stage.  Yeah, when you think long enough, you usually talk yourself into doing it.  That's why it's important to treat every customer's question with respect.  You never know when a properly answered question will lead to a sale.

Here are some tips to keep in mind for effectively answering customer questions:

1. A Question is the Sign of a Potential Sale.
Yeah, if a customer is taking the time to look you up and ask questions, you're dealing with a high level of interest.  Don't take it lightly.  A prompt and quick response laced with the added benefits of the product will go a long way toward closing a sale.

2. Make it Easy to Ask A Question.
There's nothing more frustration than having a simple question and having to move heaven and earth to get an answer.  Make it easy for your customers to ask questions. Make your website question friendly and include a phone number with all of your sales material. 

3. Organize - Set up a Frequently Asked Question File
What questions have you emailed answers to sixteen times this week?  Keep a file with those repeat questions.  You'll be able to copy and paste the answers into responses. Hey, your customer will be happy and you can spend time doing something else. Everyone wins!

4. Get Back - Quickly
How many times have you shopped around while waiting for someone to get back to you?  Yeah, it's easier than ever on the web.  Customer attention spans are ever shortening with the vast global competition at their fingertips.  Don't dilly dally - get back to them pronto!

5. Make Every Question a Sales Opportunity
When someone asks you a question, you've got their attention!  They're waiting for an answer that is important to them.  Yeah, it's the perfect opportunity to expand your response to include benefits of the purchase. 

Questioning customers wear a badge that says, "Buyer on Board!"  Read it and pay attention.  Often a little nudge will mean a sale to tally at the day's end.  Think of it like this...learning to effectively answer customer questions is a low-cost and effective way to boost your profits this year!