10 Strategies for Convincing Customers to Buy from You on a Call
Have you ever struggled to encourage customers to buy your products or services on the call? It can be challenging to stand out and persuade customers to choose your products or services over other options. But when discussing closing sales, there is still no substitute for a successful phone call.
According to Salesforce, 92% of all customer interactions happen over the phone.
So, it’s crucial to have well-defined strategies for each call. The ability to pitch customers to buy from you over the phone can make the difference between success and failure. In this article, we’ll get you through practical ways to improve your chances of convincing a prospect to buy from you.
General Strategies for Convincing Customers
Convincing customers can be one of the most challenging aspects of the business. Those who are successful in this endeavour are the ones who can create and deliver arguments and strategies that move people to act. Here are some general strategies that can help you in convincing customers.
Be natural, and do not use scripts.
When trying to persuade customers on phone, it's better to avoid using a scripted approach. The scripted system comes off as robotic to customers. Instead, focus on listening and speaking. Ask open-ended questions to understand customer needs and issues.
Reviewing these key aspects will prepare you to provide honest answers without script. Customers are more likely to buy if they show an emotional connection with a consultant.
Use names while talking with a client.
Did you know, that psychological research says people love to hear names while talking? And it is much more likely to increase the chances of building social bonds with each other.
While speaking, make a point to use the customer's name throughout the call, but also remember:
- Please don't overdo it because it sounds artificial.
- Use the prospect's name at the beginning of the call to greet them. It will help personalize the conversation.
- Remember to use phrases like Mr./Mrs./Miss.
Here are some examples to better understand things:
"Hello, Mr. Vikram, Thank you for taking the time to speak with me today."
"Mr. Vikram, that's a wonderful question. Let me see if I can help you with that."
Using their names can build trust and create a more positive environment.
Keep initiating further conversation.
Knowing that your conversation with customers should go beyond closing a sale. Initiating further discussions can be a powerful way to keep the customers engaged and interested in your words and product. Ensure that you provide enough information about your pitch. Try to move the conversation forward by offering more information and benefits about your product or service. For example,
"Is there anything else, Mr. Vikram, I can help you with today?"
"I am delighted that you're interested in our product. Would you like me to walk you through some of our wonderful features?"
A successful sale is more likely if you start discussions and listen to what they have to say. This will help you develop deeper relationships.
FOMO (Fear of Missing Out) is a psychological apprehension of losing something. You can take advantage of FOMO, as it is unavoidable in impulsive purchases. You can leverage FOMO marketing to persuade customers to buy from you. You can use this trick to learn how to encourage your customers. For example,
You can provide a catchy offer that will be open for a while, or you can provide a discount of 40% (according to your niche).
The wonderful thing is that your specific offers can be something other than time-sensitive. You can present it according to your marketing campaign, but you might still run similar tactics throughout the year.
Let your customers decide on the next steps.
This strategy allows customers to control their decision-making and take responsibility for their purchases. It also gives customers a sense of ownership, increasing loyalty and satisfaction with the brand. To execute this strategy, businesses should focus on understanding customers' needs and providing them with the necessary resources to make an informed decision. It could include providing customers with educational materials, webinars, or online consultations.
Give customers a relevant example of how to utilise the product if you're selling it, for instance. Allow them to experience the product and please describe how it will make their lives easier. Giving clients to try your goods before they buy them, shows your loyalty to their pleasure.
Additionally, businesses should provide customers with different options to choose from and ensure they understand the benefits of each choice. Finally, companies should strive to be transparent with their customers, providing them with all the necessary information to make an informed decision. By doing this, businesses can build trust, foster loyalty, and ultimately increase their customer base.
Useful Sales & Marketing Tips for Convincing Customers
Convincing customers to purchase a product or service can take time and effort. However, with effective sales and marketing strategies, companies can increase their chances of success. Here are a few valuable sales and marketing tips to help you:
Prepare clear and appropriate descriptions of exactly what products you offer
Understanding your target market's needs is essential when writing product descriptions. Instead of focusing solely on features, highlight your product's benefits. Use descriptive language to paint a picture of how your product looks, feels and works. Customer reviews and ratings can also provide social proof that your product is worth buying. A study conducted by Instamojo says eCommerce sites can increase up to 270% if reviews are available. In short, use simple language that is easy to understand. Overall, by crafting clear and appropriate descriptions that focus on the benefits of your product, you can increase the likelihood of convincing customers to make a purchase.
How Do You Encourage Your Customers?
1) By providing excellent customer service.
2) By offering incentives and discounts.
3) By providing a positive shopping experience.
4) By being responsive to customer feedback.
Know the difference between a benefit and feature of your product
Understanding the difference between a feature and a benefit is much needed for effective sales and marketing. Features describe the effects a customer will experience as a result of using a product or service, and benefits describe how it operates. When promoting a product, focusing on customer benefits is essential rather than listing off features. For example, a smartphone has a camera, which highlights how the camera allows customers to capture their favourite moments with stunning clarity. To market a product, it's essential to consider the problems or challenges customers face and highlight how the product can help ease those issues. By emphasizing a product's benefits and solutions, sales and marketing efforts can be much more compelling to potential customers.
Provide something that is more than expected (some kind of bonus)
Offering an unexpected bonus to customers is a great way to increase the appeal and value of your product or service. When providing a bonus, it's essential to ensure that it is relevant to your product or service and valuable to your customers. You could offer a discount on future investment, an upgrade to a premium service, or a free consultation. You can create a positive impression and build customer loyalty by providing a surprise bonus. It's essential to communicate the prize to customers so they know how to take advantage of it. You could promote the bonus on your website or in promotional materials to ensure an understanding of the terms and conditions. Providing a bonus is great for customers' expectations and it can lead to repeat business and positive word-of-mouth.
How Do You Convince A Potential Customer To Say Yes?
Convincing a potential customer requires understanding their needs, highlighting the benefits of your product or service, providing social proof, offering a guarantee, creating a sense of urgency, and being confident and personable. Understanding their needs and interests is vital, followed by explaining how your offering can solve their problems or achieve their goals. Social proof can build trust and credibility while offering a guarantee or free trial can reduce risk. Creating a sense of urgency and being personable can also increase the likelihood of a positive response.
Read More: How to convince customers to buy a credit card?
Telecalling Strategies for Convincing Customers & Sell More
Telecalling is an effective way to connect with customers and build relationships. It requires some unique strategies to ensure your message is actually heard and understood. Here are some tips for an effective telecalling strategy to help you convince customers and sell more:
Don't read off the script
While having a script is essential for telecalling, it's important to refrain from sounding robotic or scripted. Instead of reading straight off the hand, use it as a guide and adapt your language to suit each customer's needs and concerns. It can establish a more personal connection with the customer and make them more likely to engage with you.
Mirror the prospect's tonality
People tend to trust and like those who are equal to themselves. By mirroring a prospect's tonality (the tone, pace, and pitch of their voice), you can create a sense of establishing a connection with the customer. It can help build trust and make the customer more likely to listen to what you say.
Use Reverse Testimonials to Get Over Objections
It can be difficult to overcome when a customer has an objection to your product or service. One effective strategy is to use reverse testimonials, where you share stories of other customers who initially had the same objection but could overcome it and benefit from the product or service. It can help the customer see that their objection may not be as significant as they thought and can build confidence in your product or service.
Instead of actively selling them against their objections, ask the right questions and get them to sell themselves
Rather than actively selling a customer against their objections, it's often more practical to ask the right questions and get them to sell themselves on the benefits of your product or service. By asking open-ended questions, you can encourage the customer to talk more about their needs and concerns and guide them toward your product or service's solution. It can help the customer feel more in control of the decision-making process and more likely to purchase.
More Tips from sales leaders
Looking for a way to improve your customer engagement and drive better results? Callyzer, a call monitoring software, is the solution you've been searching for. It can help businesses implement strategies for convincing customers to buy from them on a call. Callyzer's real-time call monitoring feature allows companies to listen actively to their customers and identify their needs and preferences. It can help them personalize their approach and provide better solutions.
Additionally, By analyzing call data with Callyzer's advanced analytics and reporting capabilities, businesses can track KPIs and identify areas for improvement. Overall, Callyzer can be a powerful tool for businesses looking to improve customer engagement and drive better results on sales calls.