If you sell goods online then these 3 simple tips could turn a trickle of sales into an avalanche.
Simple tip #1: Sell benefits, not features.
Do you know the difference between a feature and a benefit?
A feature is something your product does. A benefit is what that features does … for you.
Here’s a couple of short examples.
An iPod plays music – that’s a feature.
However, an iPod means you can enjoy music when you’re on the move. And that’s a benefit.
A kettle boils water – that’s a feature.
However it gives you a piping hot cup of coffee without waiting to boil water on a stove. And that’s a benefit.
Why is this important?
It’s because people don’t buy something because of what it does. They buy because of what it does … for them, and that’s what you put in your product descriptions.
Simple tip #2: The more you tell, the more you sell
Back in the early 1900s, advertising legend Claude Hopkins was asked to help Schlitz beer increase their sales. Hopkins toured their factor and made careful notes.
Then he wrote ads which described the starter yeast they used, the obsessive process they had for sterilising their bottles and the lengths they went to in order to secure the freshest water.
Now, Schlitz were utterly convinced these ads wouldn’t work. After all, their process was exactly the same as every brewer’s. But Hopkins knew better.
He realised that the average beer customer didn’t know any of this. And by sharing the details they would convince people theirs was the purest beer.
It was a smash-hit success. Within months Schlitz went from number five in the market to equal first.
The lesson for you? The more you tell, the more you sell. Never assume people know about your product. Go through all the details and don’t leave anything out. 10 selling points always beats 5.
Simple tip #3: Know Thy Market
Selling is a case of solving problems for people. They’ve got a problem, you’ve got a solution and hey presto – the sale is made.
The iPod solves the problem of not having music on the move. The electric jug solves the problem of water boiling too slowly on a stove. And just like this, your product solves a problem or fills a need for your buyer too.
How do you find out what your market’s biggest problems are?
Simple. You can just ask them. Talk to your customers in person. Or if you like you can let technology work for you by running a short online survey.
Tools like Survey Monkey let you set up questionnaires you can ask people to fill in. And when someone answers it, their answers are emailed to you. It’s free and simple to use. And the intelligence you gather will surprise you.
There you have it, 3 simple tips to creating a rush of sales. Do these and you’ll be amazed at how much more money you’re making.