This week I had some fun chatting to a founder who genuinely did have a product that sounded too good to be true. They were creating sceptical buyers with their sales approach, so I gave them some advice about dealing with sceptical buyers.
I have found a few steps you can take to turn that sceptic into an advocate for your product or service:
1/ Clear Definition of Value: Start by clearly outlining the value that your product or service can bring and how it meets the specific needs of the buyer. Focus on measurable outcomes like cost savings, productivity gains, and ROI.
2/ Establish Credibility: Demonstrate expertise in your area of business and highlight successful case studies that demonstrate the value of your product or service. Highlight any CREDIBLE industry awards and recognitions you have received and provide customer testimonials.
3/ Get Personal: Connect with the customer on a personal level by understanding their goals and objectives. Use language tailored to their industry, understand their pain points and show them you have done your research.
4/ Don’t Overpromise: Make sure you can back up any claims you make with data or proof points from past customers. Avoid making promises that you cannot guarantee to deliver on and be honest about any potential challenges or limitations of your product or service.
5/ Show Your Passion: Nothing turns off a sceptic more than boredom, so be sure to excite them with your enthusiasm for the product or service you are offering. Show them how much potential benefit they could realize if they buy from you, and how it will make their lives easier in some way.
Follow these key steps, and you’ll be well on your way to turning that sceptic into an advocate for your product or service.
