Ooooo it’s time to scratch the surface of some selling secrets!!! This is so exciting! Truly, I love this stuff.
Did you know that selling really comes down to psychology? When you develop a business you’ve got your offer, developed your branding, and then it’s time to get customers to do business with you and actually make a purchase. You have to dive into the psychology behind selling and develop your marketing in such a way that creates “know, like, and trust” with your customers. Think about it, if you’re going to do business with someone in annnyyyy way you’re not going to want them to be a stranger! You want to know, like, and trust them already!
KNOW:
The key to developing “like” and “trust” with your customers is to start with allowing them to get to KNOW you and your business. Think about it, if you don’t know anything about someone it’s pretty much impossible to decide if you like them or trust them!
When do you feel like you know someone? You feel like you know someone when you know something(s) about them!
The key to knowing is repetition – that funny catch phrase they always say, an obsession with McDonalds, their love of country music, their need to always be at least 15 minutes early. We know someone when we know key things about them! Same goes for business! Let your ideal customers KNOW things about your business! This can be your values, that fun fact about your product, anything repeatable that resonates with people!
LIKE:
Storytelling. It is crucial for building “like” with your customers. Share stories about you and your business. For example, your origin story is SO powerful and gives your ideal customers a big look inside the why of your business. It can also be small things that just give a peek into who you are but make you relatable. Storytelling allows deeper connections to grow and connects the heart of your business to the hearts of your customers.
TRUST:
Trust, trust, trust. You develop this with your ideal customers when you establish your expertise by providing proof. Ok, I know that sounds daunting, but it doesn’t have to be! The best way to establish this trust is through social proof. Use your social media to frequently provide proof that you are qualified in whatever it is that you do! Share testimonials, proof that you’re actually shipping out orders, a spreadsheet showing how booked you are, videos of current customers using your products or services, etc.! When you’re not a product based business, share some of your killer most valuable knowledge actually for free! That is how you will build trust for people to pay you. They’re going to have to know more!
People like to do business with people that they know, they like, and they trust. Period. This is the psychology behind selling, and honestly it’s just something that makes business so beautiful and fulfilling! We all should be so focused on fostering these elements in what it is that we do because we care so much about serving our customers! Selling is serving when you’re solving problems with your business, which I just think is so freaking cool.
Love,
Suzy
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