Hosting Boot Camp - Questions You Must Answer Before A Customer Will Buy

Have you ever thought about why you buy something from one place and not another? Do you find yourself going through a series of questions in your head? Do you have a process you follow? Most people do, even if it is unconscious, below are a few questions that a lot of people ask when making an important purchase.
Brian McDonald
Owner McDees-Specialties.com
Director of Member Support, iGrOOps.com
Director Client Services, GreenTreeHosting.com

EXACTLY WHAT ARE YOU PROPOSING? Prospects want to know what exactly you are proposing to them, make sure you keep your proposal simple but answer all of their questions. Have a brief cover sheet with the pertinent details, and provide backup to this as required. Do not confuse the prospect with to much technical detail, if you see their eyes glaze over you have gone to far.

WHAT'S IN IT FOR ME? Prospective customers care about how they can personally benefit by using your product or service. Tell them what they want to know. Describe in detail why they should buy your product or service. Tell the prospect why it's worth the price.

HOW FAST CAN I GET IT? Make sure you tell your customer how fast you can deliver the product or service to them. Offer them priority options that come with a cost, but let them have the ability to decide.

WHAT IF I DON'T LIKE IT? Offer a money back guarantee, be clear on what the guarantee covers and any conditions. Don’t get into the small print make it clear and prominent. Can you offer an unconditional, money back guarantee? Although it reduces the risk for the client your exposure increases dramatically. Make sure you can afford it, think about shipping, restocking, credit refund, and administration costs.

WHY SHOULD I BELIEVE YOU? Your best assets in this case are your existing customers. A few testimonials you will find are a powerful tool, they provide proof you've already delivered a satisfactory product and service. Always have a few included in the proposal package, the best ones are those that have agreed to let your prospect call them.

JUST THE FACTS: Be like Sergeant Friday, “Just the Facts”. Don’t make exaggerated claims, if the prospect thinks it is to good to be true their defenses will be aroused. Make sure you can back up all of your claims and offers.

IS MY DECISION TO BUY A GOOD ONE? Give your prospect some good reasons to buy from you, satisfy the emotional questions of the prospect. You have provided all the information to satisfy the logical questions the customer has now it is time to tell them the things that provide the warm and fuzzy feeling. Talk about how long you've been in business, how experienced you are or how much research has gone into developing your product or service. Provide the logical reasons your customer needs to justify their emotional questions so they feel comfortable buying from you.

HOW DO I GET IT? Now you have answered all of your customer’s questions and concerns and they have their credit card or chequebook ready, make sure it is very easy for the customer to order. Don’t hide the order button in clutter make it clearly visible. Deal with a respected credit processor, collect all the customer contact information up front and save it just in case there is a problem you can follow up and complete the sale.

Take time to review your web site and other sales tools. Can the customer clearly see all the information to answer their questions and concerns? Ask some friends to comment on your site, would they buy from you? Properly done you will convert more visitors into buyers and see an increase in the number of sales.

Thank you,

Brian McDonald
Owner McDees-Specialties.com
Director of Member Support, iGrOOps.com
Director Client Services, GreenTreeHosting.com