How to Convert Customers Already Empowered with Information
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3. Offer Suggestions
Now that you have clarity as to what they are asking for, and know how you can help, act in the best interest of the customer by offering suggestions they may not have considered. Also, don’t be afraid to let them know that there might be better alternatives based on their web research.
My doctor indicated that with all of the medical information available on the web, his patients are coming in self-diagnosed. He follows this process and does his job of offering the best solution, which is not always the one his patient came in asking for.
If you are a real sales professional, you may also need to do this to really help your customers.
4. Become the Obvious Choice Regardless of Price
“Internet shoppers are only looking for the lowest price” is simply not true.
Customers on the web are still looking for someone trustworthy who they can count on for their purchases. If you start the process by following the steps above, and make the customer feel important, they will want to do business with you regardless of price. If they do, you will become the obvious choice.
Takeaway
Consumers regularly receive misinformation on the internet.
They may feel empowered but unknowingly may be misinformed. Understanding the customer’s needs by listening, asking questions and making informed suggestions laser focused on their needs will build a level of trust. Trust is a key component of closing the sale. In many instances it proves more important than price.
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Follow-Up Is the Key Sales Criteria
