There are a number of things, which motivate people to buy from you or hire your services. This post covers maybe the most important. It’s for those of you who sell products or services to businesses.
Selling your products or services to businesses
7 years ago, I recorded a very successful audio program, which shows you how to motivate yourself and how to motivate others. One of the areas I cover, is how to motivate people to buy from you, when you sell to businesses. You can download it here.
How selling to businesses differs from selling to consumers:
- When selling to consumers, people are spending their own money. It’s all about value, trust and quality.
- When selling to the employee of a business, it’s about them keeping their boss happy. It’s about them not screwing up. Then, it’s about value, trust and quality.
Your sales pitch and marketing needs to reflect this.
Make it easy for businesses to buy from you
When selling your services to someone who is spending company money, your approach should be to make buying from you or hiring you, as low-risk as possible. They need something from you, tangible or intangible, which supports their decision to buy from you. This does 2 important things.
- It makes them feel more comfortable about buying from you.
- If it all goes wrong, you have made it easy for them to justify their decision to their boss. They see it as a safety net.
Ways to reduce the risk of buying from you include:
- Provide testimonials from named, checkable people.
- Offer guarantees.
- Provide insurance policies.
- Offer risk reversals. (Satisfaction or your money back).
- Show them any awards you have earned.
Value and quality matter
Just because the primary motivation of someone spending company money is to avoid making a mistake, value, trust and quality are still extremely important.
In fact, the better you can demonstrate the quality of your product or service, the more comfortable the prospective client will be about spending the company’s money.
Be a safe pair of hands
My point here, is to incorporate risk reduction into your sales pitch and associated marketing. Show them that you are a safe pair of hands. Earn their trust. Make it so that they know their boss would understand them hiring you, if things went wrong.
If you simply tell them about cost savings or a unique selling point you have, you will achieve far fewer sales. It’s essential to make it crystal clear, that you are a low risk or no risk option.
You can learn more about how to motivate others (and yourself) by downloading my Motivation Master Class audio program.