56. Give me one good reason to buy from you!
Having a "sizzle" is one of the most important things in both sales and marketing. If you were asked by a customer for one good reason why to buy from you, the answer would be the basis for all your sales and marketing. A complicated response will just give your potential customer another problem to sort out. Your customer does not want more to think about, they want less.
Once a really good reason is clearly defined, it should become their strongest selling point. This "one good reason" will give your selling efforts the needed "focus". It should be included in every advertisement, put on the sign, on the business card, on the brochure as well as telling everyone you come in contact with. The more you focus and promote yourself as an expert in that one area, people will assume you are good at everything else you do.
The same concept is true for sales people. If you have a really good reason why your customers should buy from you, and let them know about it on every call, your professional image will go up.
The best reason you can give is to let your customer know that your main objective is helping them become more successful and to make more money.
You are not selling simply products; you are selling additional profits, solutions to their problems, increased customer base, lower labor costs, lower product cost, etc. Many sales people use the shotgun approach trying to describe everything their company does. This is necessary at times in order to educate people as to why your company is there. It should be periodically worked into your presentations but it should never be relied on to sell products week after week.
In some instances you might want to sell the idea first and the product second. The travel business is a good example of this. They always sell the idea of travel, not necessarily the cramped six hour plane ride you have to take to get there.
Bring something new to your customers every week; it doesn't necessarily have to be a new product, only new to them. Another approach used by many successful sales people is to accent something unique about the business or your proposition. No matter how ordinary a business may seem there is always something special about it. When making your sales presentation you have to look for "points of difference" that will set you apart and attract attention at the same time.
In marketing the word "new" is used over and over again to attract attention. They are always telling about a "new ingredient" or the product is "new and improved" or it is now in a "new size".
Bringing something new to your customers week after week will show them that you are interested in their business by keeping them informed of all the things that are available.
Many buyers are totally committed to consistency and will refuse to look at a new idea even if it is in their own best interest. How can we get them to listen? One food sales manager I know has a line that never fails. "You know" he would say, "I travel a lot and eat out most of the time. Whenever I see something new on the menu I always figure they are trying to please me by giving me something new to try." Can you use this concept when putting together your sales presentations? Absolutely!
Your customers are called on by all your competitors as well as hundreds of other companies trying to sell them all kinds of products and services... Here is the key question you should always have the answer to...
Give me one good reason why I should talk to you?
How would you answer that question? What is your BIG POINT OF DIFFERENCE?
Here are some examples that you will recognize - Let me know what yours is...
M & M’s – “They melt in your mouth, not in your hands.”
Wonderbread – “Helps build strong bodies in 8 ways”
Crispix Cereal – “Stays crisp in milk.”
Domino’s Pizza – “Fresh, hot pizza delivered to your door in 30 minutes or less.”
Papa John’s – “Better ingredients. Better pizza. Papa John’s.” (before the lawsuit)
Head & Shoulders – “Healthy, beautiful, dandruff free hair.”
Burger King – “Have it your way.”
Oil of Olay – “Younger-looking skin.”
Federal Express – “When your package absolutely, positively has to be there overnight.”
Clariol – “If you use Clariol, people won't even notice that you dyed your hair.”
Avis Rent a Car – “We’re number two. We try harder.”
Bounty – “The Quicker Picker –Upper.”
Colgate – “Colgate cleans your breath while it cleans your teeth.”
Geico – “Save 15 % or more on your car insurance.”
State Farm – “Like a good neighbor, State Farm is there.”
Enterprise –“Pick Enterprise. We’ll pick you up.”
Comments:
One of our long time customers said that he likes to use us because our response time is much better than any of our competitors. I have used this as my “why should I buy from you” line and it seems to be effective. Quoting a customer carries a little more credibility than the salesman saying things like “because we can solve all of your problems!” or “we can do anything you want better than anyone else!”. An advertising phrase that drives me up the wall is “Simply the Best”. I think it is Simply Arrogant.
Crocker Smith
Buy from me, because of me! Come across as confident, not cocky, present yourself as an accountable person, not a quick talker who makes excuses or overpromises. Let your customer know you are someone they can depend on. Don’t pretend to have all the answers or that you are a magic fix to every problem they have. Don’t feed them any lines. Let them know we are proud of our service offerings for a good reason. Listen to your client and do what you can to help them during a sales appointment, or do your homework to answer their questions after the appoint. If they can sense that you will work hard for for them, they will buy from you.
Marquesa Ortega
Our company has many aspects that I believe makes us better than the competitors, but the one thing that stands out above the rest is “WE DELIVER”.
Lisa Lloyd
It doesn't matter if you sell products or services. You need to show and suggest ways people can do business with you. Communicate the qualities that make your business important to clients. Why should customers buy from you? They should buy because you make it easy for them to buy, you don’t waste time, you make it easy for them to understand the benefits of your service, it is easy to contact you and most important you won’t fail them!
Yessie Narvaez
“Why should I buy from you?” I think that is the question that goes through all potential buyers minds before you even open your mouth to speak. So as a sales person you need to be ready to answer it before they can ask it. Can’t be afraid to be bold and show that you are in a different league then your competitors.
Matthew Thacker
I know the one thing we always say is if you buy from us you get “me”. I think that works really well, but I do like the slogans and I think anything you can do to set yourself apart from the others and also “help” your clients in the meantime will be beneficial.
Vickie Reihl,
Customer Service should be rule number 1!! I always follow up with customers and clients to see how things are going and everything is working out. I try to always go the extra mile for each and every client. Service after the sell is very important too. Deliver on time and always do what you say your going to do….that’s me!
David Bradley
"The Answer to ALL Your Foodservice Needs"
Nolen Cleaves
Our business cards are a prime example of your article. Our business cards state
”Delivering Staffing and HR Results.”
A catchy slogan that might interest a Human Resource or Plant Manager. First of all our slogan indicates that we deliver and then it also states that we show results. Sometimes I tell my client that we have 3 rules of business. Customer Service, Customer service, and Customer service.
Jeffery Mole
"If you have a really good reason why your customers should buy from you, and let them know about it on every call, your professional image will go up."