Sep 18

Why do people buy? 10 factors that will increase your chance of making a sale

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If you don’t understand the reasons, the psychology, behind people making a buying decision, then you will never maximise your sales potential.  A lifestyle online business will be very difficult to grow unless you have a deep understanding of why people buy.

The key thing you have to understand is that it someone will only buy from you if they need what you have to offer, or they desire it.  Or both.

Whatever the situation is, they are always trying to solve a problem or satisfy a need that closely relates to them, or someone they care about.  Successful selling is about tapping into the exact reason for the purchase consideration, and building on it.

Within your online marketing strategy, every single element of your sales funnel needs to be designed to explore their reasons and reinforce them, while building credibility and trust.

So let’s look at 10 key factors, that when blended together will help to form the basis of an automated selling strategy, one that will convert highly.

1. Know 

In everything you do within your sales and marketing, you must work hard to allow people to get to know you.

2. Like

You will dramatically increase your chances of selling if people get to like you personally. This means letting people get to know you.

3. Trust

People are far more likely to buy from you if they trust you. A lot of other factors we will discuss feed into this trust, but personal trust is the biggest factor.

Put together, Know, like, trust is incredibly powerful. Once people get to know you, like you personally, like what you are telling them, and trust you as an authority who will not try to “con” them, they are more likely to buy from you.

Know, like, trust should be the cornerstone of your strategy to tap into that subconscious desire to buy.

4. Build trust through the quality of your website

People will click away if they are unsure about the integrity of a website. It’s essential you have a well-designed website that clearly defines your purpose in business and demonstrates high quality in every aspect.

All the essential elements must be addressed professionally. This means proper support pages, contact paths and well formed information. It also means having a payment system that reassures them in submitting payment details and then clearly tells them what is going to happen next.

5. Supply great information

From the initial landing page, through to the downloading of a truly valuable free lead generation report, through to the end product they purchase, everything they consume must be high quality.

Working hard to over-deliver in this area will have two great benefits. Firstly, they are more likely to make a purchase. Secondly, they are more likely to continue to absorb the information you disseminate and make repeat purchases.

6. Consistently over-deliver on your promises

Set a perceived high bar for expectations, and then over-deliver on them. By doing this, you will rapidly build trust in your potential buyer that you will never sell them short.

By over-delivering you will also increase loyalty to your brand, which will drive free referral marketing as well.

7. Understand the psychology of buying

Whatever you sell, it will help if you take some time to read in detail about the psychology behind making a buying decision.

There are plenty of books and resources out there which will help you to build up the psychological knowledge you will need to structure a great automated selling system. By learning about the inbuilt triggers humans have that make them more likely to buy, you can create a marketing blend around your product that will be extremely powerful.

8. Create a professional quality product

Whatever you are selling, the product they buy must be of the highest quality. Not only will this make your buyer feel they have had good value for money and increase their future loyalty, but it will also turn them into someone who will market your business for you.

So by selling a great product, you create an automated referral machine which will influence future buyers.

9. Work hard to build your credibility

Make sure that your blogging, tweeting, facebooking and other marketing channels all build your credibility consistently.

So for example, never use your business Twitter account to moan about how the football team you support are doing. Always be on topic and deliver value.

By doing this, you will be seen as a pure source of good information.  This builds your credibility as an expert in your niche to potential buyers and encourages viral marketing through sharing.

10. Always offer a guarantee against failure

Stake your reputation and money on what you are selling. If you are willing to take the risk, your potential buyer is more likely to.

Always offer customers at least a money back guarantee, and make it obvious how they can claim it.

The more bold your guarantee against failure is, the more you appear to personally lose by offering it, the more reassured your potential buyer will be that the risk for them is low.

How Strongly Do You Influence The Buying Decision Now?

Take a look at what you sell and be honest.  How well do you do all of these things?

And if you do not have an online business yet, can you tie together all of these elements to produce the blend that will deliver a high-converting lifestyle business?

If your answer to either of the above is not positive, then the next step is to have a chat with me today about what my highly-refined Automated Business System, which has delivered success for many clients already.

Bringing in expertise can deliver you far more than can ever be achieved by trying to learn it all yourself.  And lets face it, the point of a lifestyle business is to release you from the daily grind, not to jam your head into a new version of it.