In return you will receive valuable feedback
Truly understanding your prospects and where you can bring value is key to making real connections. In the words of Brian Tracy. Generally the person asking the question has control. You can also take advantage of this when marketing your solution. Focus your pitch on your best skills or product benefits first and then let the halo effect shine through to your other products and services as well. The IKEA Effect The effort we put into something doesn’t just change the object. It changes us and the way we evaluate that object. More labor leads to more love. Dan Ariely Professor of Behavioral Economics You're more likely to value a bookshelf you built yourself than a bookshelf that was delivered, even if it's made of particleboard It's the IKEA effect. How to leverage the IKEA sales effect Work with your prospects to tailor your solutions to meet their specific needs.Make them feel like they can be part of the solution. Offer them a free trial and ask for feedback. This also plays a great role in customer retention. Involve your customers in trials of new products. It makes your customers feel important and shows that you Email Marketing List value their opinion. to enhance and improve your product. Sunk Cost Fallacy People who go through a lot of trouble or pain to obtain something tend to value it more than those who obtain the same thing with minimal effort. Robert Cialdini We instinctively want to finish what we start. Especially when we have invested time, energy or money we are sometimes irrationally committed to completing something and persisting despite any potential negative consequences.
Imagine a game of Monopoly that lasts for hours. Everyone starts to get tired and there's no end in sight but you feel like you have to keep playing. Otherwise it’s all wasted, right? How to use the sunk cost fallacy in sales to encourage your prospects to agree to make a small commitment. This is similar to the IKEA effect helping your potential customers engage with your product. Send questions for your potential buyers to consider before your next meeting. This is also a useful technique to help you frame your potential customers’ perceptions of your product. Email your prospects some reading material and helpful resources. This not only helps increase commitment but also shows that you are helpful and want to add value.
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