Selling is the primary objective of every commercial activity, so you have to touch the right chords to push your customers to purchase. We must, however, start from an assumption: as various marketing studies demonstrate, unlike what one might think, purchases are predominantly emotional rather than rational. The customer does not buy with the brain, but with the heart, and logic is used simply to justify the desire to buy something new.
So how do you motivate people to buy your products? You have to push on the emotional side but, before that, you have to know your customers. We at We Are Fiber, through sophisticated data collection processes in full compliance with the legislation, are able to provide you with a precise profile of your customers so as to perceive their needs and requirements in advance. To complete the work, we offer you a valid customer service able to respond adequately and promptly to the questions of your customers.
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What pushes people to buy?
Having clarified the concept that purchases are made more with the gut than with the head, you have to read between the folds of the emotional motivations in order to really satisfy customers.
What pushes people to buy one product rather than another? Some items, perhaps worn or used by actors, singers, footballers or famous people, represent a status symbol to show off in order to fall into a certain category of people.
Sometimes it is the need to fulfil a desire that pushes people to buy an object, dreamed of and pursued for several years. From this perspective there is also self-gratification or the need to forget problems. After having achieved a good grade in an exam or after a promotion at work, people reward themselves with a gift. On the contrary, after the break-up with a partner or a bad day, people tend to pamper themselves by treating themselves to a holiday, a pair of shoes, an item of clothing, and so on.
Another important spur that pushes towards purchase is the desire to improve one’s own condition, especially if the desired object is perceived as something of great value. In other cases buyers buy an object to communicate or launch a message about their own way of being, of doing or of thinking.
How to intercept customers’ desires?
If you know your customers, you will have done half of your job. We at We Are Fiber, in full respect and protection of your company privacy and that of your customers, collect data that is processed to draw up targeted and personalised marketing campaigns. In this way you can optimise business processes and direct them in such a way as to satisfy the needs of your customers, who represent the fulcrum of your entire business.
Thanks to our support it will be easier for you to respond clearly to the specific needs of your customers and intercept their desires. In the first phase, which is called definition of the customer’s needs, you have to understand what their problem is and propose the perfect solution for them.
In 70% of cases purchases are made on an emotional basis; ride that emotional wave by showing yourself purposeful and proactive. Enthusiasm is contagious, so make customers understand that you can help them realise their dreams. Do not be insistent, otherwise the buyer will perceive your aggressive attitude, but aim rather at the necessity and urgency of that product.
Obviously you have to bring out all your abilities as a salesperson and in “problem solving“, demonstrating the competence gained in that particular sector and the ability to provide an adequate answer to every issue. By appearing credible and reliable, you will build the customer’s loyalty and strengthen your brand identity. Be careful, however, not to become a know-it-all or excessively technical; people do not like technicalities. Humility and kindness are two main qualities, sometimes ignored, for becoming a successful salesperson.
The importance of customer care services
Some salespeople make the fatal mistake of abandoning the customer after they have made the first purchase. Do not make this mistake and, to implement and perfect the functioning of customer care services, rely on We Are Fiber. It is not only the quantity of sales that is important, but also the quality. If a customer buys from you, you therefore have to build their loyalty and pamper them, so that they continue to choose you in the future too.
We have personalised solutions tailored to measure for every need, following your buyers at every step and providing a valid and efficient customer support service.
Do you want to know more?
Contact us! Together we will find the best solution for your business and, above all, for your customers.
info@wearefiber.com
Phone (IT) + 39 02 42 10 11 22
Phone (UK) + 44 20 38 70 44 08
