Today has been another action packed day for me walking the streets of Parramatta. I wasn’t working for the Government, shaking down drug dealers or searching for contraband or anything like in a previous life – I have been proudly looking for a property to buy and live in.
It’s been a long time since I have been on my own purchasing property (since I got washed up and lost the farm some years ago) – and being back in the game has been a fantastic and liberating experience.
It’s also been a massively EMOTIONAL ROLLERCOASTER of an experience in that I have gone from lows to highs to lows to highs right throughout the day and the experience.
After 8 properties I finally found one I have fallen in love with and the offer is out and my Awesome Buyers Advocate Anna Porter is on the job. I love it!
Bringing this back to Business, Marketing, Selling and the like – it’s put me in the hot seat of having to make big complex & “Risky” decisions. As a marketer we are always drummed into us the reality of “The Bigger the Decision, the Bigger the Risk and the Bigger the Consideration Required”.
When we say sell a given service, idea, product or whatever the case – our “Hopeful Clients” quite often weigh up the “Cost Vs. Return”.
To clarify too, I don’t mean this in a clinical accounting sense only. It can be emotional and still the same equation, e.g. “If I buy that nice $100,000 Car, will it make me look super awesome & cool for me to justify spending $100,000?”.
In terms of what I have been personally going through, I plan to spend close to half a million on a place to live and as it’s a massive decision for me – I have got great Consultants and doing very heavy research to make the decision as “Low Risk for me” as possible.
In say your own business or selling – you want to make people buying as easy and “Risk-Free / Risk-Low” as possible. These are some possible tips & ideas to support you:
1) Give lots of information and proof: Like me buying now, more information the better! I can do my research.
2) Give time & space: It’s not a high rush environment and I can take time to think it through. People just need time when making big decisions!
3) Answer lots of questions: Be available to answer questions – people have big concerns and need to meet them.
4) Testimonials & Social Proof: Testimonials or even references people can call can help “Prove” how awesome you / your technology is.
5) Sell only if appropriate: The more you sell only if people “Need it” the more you sell! I have suggested clients don’t hire me based on what they tell me – and then they do. Why? They know I care for them.
6) Guarantee / Cooling Off Periods: Like me buying my place, I have a good Cooling Off! Makes me feel better about buying so I know I won’t get into trouble.
7) Reputation: Before the person meets you, it’s great if you already have a strong reputation. That way they will feel way more confident in your skills and abilities.
My advice and thinking? In your business, think of ways you can make it “Less-Risky” for your customers to buy. The less risky you make it, the more you shall sell. That simple!
Love your work and thank you for the read.
About the Author:
Edward Zia is a Marketing Mentor, Business Commentator, 4Networking Leader and Blogger. He has helped thousands of Awesome Small Business Owners get more High Value Clients and he’d love to help you! A great place to start is his Online Premium Home Study Course “The Awesome Marketing Vault by Edward Zia” >> Access it here!