You may think that your product is the greatest thing on earth, and everyone who hears about it will buy it immediately. The hard truth is that regardless of how great your product is, how it’s better/faster/simpler/etc from your competition, you’ll still have to sell it. And be great at it!
Here are a few things to keep in mind for your pitch to a potential customer:
Let your potential customer define his pain
You surely know every bit and piece of your product. I bet that even if I’ll wake you in the middle of the night you’ll be able to tell me what are it’s features and what does it do best. Unfortunately, feature lists are boring..
Furthermore, when telling a potential customer what you think they need before you understand what they think they need, you’ll probably be wrong.
Telling someone about your product does is not going to make them want to buy it. In order to create desire and passion for your product, start by getting the the potential customer to tell you exactly what they want. By knowing what they want, you are now in a position to sell your product.
Why your solution (vs. competition)?
Navigating the discussion to talking about the competition is a great opportunity and should not be feared.
This is a chance for you to set the ground rules for the battle. After all, you really don’t expect your prospect to buy without checking first, right?
By doing this, you’re more likely to win this battle, because you can position and differentiate your product over that of competition.
This helps block objections early and allows you to focus your advantages and assets instead of reaching them later when you’re not ready for them.
Timing is everything
So everything went well, you really got you’re prospect convinced.
However, it doesn’t mean he will immediately purchase.
He might take it’s time to rethink and reconsider. Obviously, we’d like to avoid that.
This is where a healthy amount of fear would be most welcome. A fear of missing a great opportunity if action isn’t taken. What could be such an opportunity? Money left on the table, reduced costs, time saved are only a few options.
The best way to create a sense of urgency is to conclude with a time limited offer.
This will give you a reason to follow-up shortly, as well as to emphasize the unique opportunity currently offered.