After years of research, you launch a product considering the market surveys and the customers’ requirements, but are shocked to find that the customer is not any more interested in buying your product.
Do you also feel that referral selling is much easier than targeting the unknown audience?
Do not worry my friend, today in this Blog we will be sharing all the trade secrets for the same and also will guide you how can you pull back your customer.
Firstly, understand the below mentioned five main reasons responsible for the customer’s reluctance and loss of interest towards your product and service.
- Customer do not need it any longer or the product does not fit into his requirements
- Customer do not have the buying power, to buy your product.
- Customer do not have any desire and is unwilling to try something new.
- Customer is not in a hurry or urgency to buy.
- Lack of trust in product or seller. He is unsure about the deliverables promised and about the quality of product for the after Sales Service.
Any of the above reasons or any combination of the above reasons may spoil your sales prospects.
As a seller you can work only on the last point i.e. to build the trust with the potential buyer and establish yourself as a credible and trust worthy seller.
Elements of Credibility:
You might face lack of trust and credibility in the following situations
- If you are new in the Business Game
- Meeting a prospect for the first time
- If it’s been a long time since you met the customer
Different people may have different criteria while trusting you, hence it becomes imperative to understand the elements of credibility which can be broken into four fundamental categories;
- Your Experience: One of the most fundamental aspects of credibility is your experience in the current business. The customer wants to know how long you have been in the current business, how long you have been selling your product, and what is the experience of other customers after using your product.
If you have been in the business for the last 20 years, then you will be more credible than someone who has just started a new business. Experience is all about the product, the industry, and the quantity. The word of mouth from your existing customers also build your credibility.
- Your knowledge: Your knowledge as a seller about your product also builds your credibility. Therefore you’re educational background, your technical experience, your demonstrated ability to understand the customers’ requirements, and suggesting the solution to them, matters a lot in the process of developing your customer’s trust with you.
Keep yourself updated latest tools, technologies and strategies coming new in your filed,
- Your presentation: It is rightly said that your first impression is your last impression. Always put forward the best version of yourself. Your dress must be trustworthy and businesslike.
Your language, pattern of speech, your personality and your general level of professional courtesy, everything matters. Anything related to your physical appearance may impact your customer’s viewpoint about you, and can greatly influence his/her decision.
A professional presentation of yourself, like reaching on time, carrying a professional sales kit, displaying business etiquettes, talking professionally and listening in an enthusiastic manner will all add to your credibility.
Along with your physical appearance you need to pay equal attention to your product i.e. how well you present and demonstrate your product or service, how you articulate your speech, everything is keenly observed by your prospect and all these things lead to building or spoiling your credibility with your buyer.
- Your associations: Serving high clients and big names in the industry improves your credibility for sure. Credibility will also increase if there is some common link between you and your prospect. That is why word of mouth is the best publicity.
If you have been associated with the some certifying organizations, or have been supplying to some big government projects, or have supplied to some well-known names in the industry your credibility automatically goes up.
To sum up following are the various elements of credibility.
- Your track record of delivering results
- Your past accomplishments
- Your experience in the customers business category
- Your technical knowledge and expertise
- Your educational background
- Your language and speech
- Your appearance, dress, and grooming
- Your professionalism, punctuality, organization, and manners
- Your association- company, contacts, other customers
- Your accolade, awards and Certifications from Reputed Agencies.
- Your Testimonials.
CONCLUSION
I Rakesh Sharma, is a Business and Performance Coach having more than 30 years of experience and 10 years of coaching experience. I have trained more than 15000 professionals over the years.
I am sharing my jama punji with you all so that you can reap the benefits out of my 30 years of experinec. So next time you are meeting a new customer make sure that you are building trust with him.
Try to incorporate all the credibility elements to win your prospect and prepare well in advance for your meetings and presentations.
These are the sure shot trade secrets of winning your customer, so make sure you take each step right.
Best of luck. Happy selling
