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When in sales, you basically have to answer the following two questions to convince anyone to buy from you:
Why you? Why now?
Do you know why someone is going to buy from you? Is it because you offer the cheapest prices? If it is, you should enjoy that ride while it lasts, because it’ll be extremely hard to maintain. You need to have something more sustainable than that.
If people are going to buy from you today, what are the reasons? Is it proximity? Maybe you’re the only one that can provide whatever it is they need?
Think of those peanut or beverage vendors we see at football or basketball games. They need access to a big crowd and need to give up a part of their income for being in that right place, at the right time.
Your goal is to create an offer that addresses these two questions:
Why from you, and why right now?
Most struggling businesses aren’t able to answer these two questions in a convincing way. They almost act as if they deserve that sale; or that they need to be aggressive to close that sale and make you buy today. The right way is to incorporate these elements into your product itself.
When done correctly, your customers should have the answers to these questions before you even approach them.
Have clarity in answering these two questions and you’ve already won half the battle!