Marketing Basics: How To Create A Need For Your Product

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Small companies make customers realize they need their products by convincing them to make purchases. And the best way to convince customers to buy is by educating them through personal selling and advertising. By letting potential buyers know about how a product can help enhance their life, you subconsciously create a need for it in their mind. You must align their wants with a possible selling point or feature of your product, and make it sound as though your product is the answer to their search.

How do you effectively build up your product and its features to achieve this purpose? Here are some suggestions:

Persuasive Selling

One of the best ways to convince customers to buy is by introducing key benefits of your products. For example, a person buying a drill from your hardware store needs one that is durable and effective. Start by comparing the durability and effectiveness of your drill against competitors' brands. Your product may have outperformed other brands on durability tests. Stress benefits that are most important or meaningful to customers. Use testimonials from other customers to get people to buy your product. These are positive statements from satisfied users.

Employ Word-of-Mouth Marketing and other traditional forms of advertising

Promote it in flyers, newspaper ads, TV promos, letters and phone calls. Put banners up, go to trade shows, get your people talking about the product to anyone and everyone. Word of mouth is very useful. Pass out flyers on the street. Make sure you have a quality picture of your product and the wording is effective and overall eye catching. Make a time limited big promotional sale on it and then advertise like powder in a cannon.

Price Your Product Competitively

Let's face it, for the majority of buyers, after comparing quality, they move on to price (sometimes even before comparing benefits and features). Not all people can afford to spend exorbitant amounts of money on products - most especially if the "need" for it is instant and recently created by a smooth-talking seller. So research on the competition and then price it accordingly. Don't get greedy. Remember that it's always better to earn one hundred dollars from 5 very happy clients, than to earn one hundred dollars on 2 customers who simply have no choice but to agree with your disagreeable price.

Product Demonstrations

A product demonstration can be an effective way to convince customers that they need your product. Customers can see firsthand how the product works and how certain features can meet their needs. Hold your product demonstration in a high-traffic area of a store. Construct large displays that highlight some of the unique features and benefits of your product. Include videos and catalogues that show how it is used. Hire a model to demonstrate your product, especially for a product with many different applications.

Back Up Your Claims with Actual Quality

Never ever lie in order to make a sale. Dishonesty has no room in the world of selling. If you do trick a few customers into buying, and they all eventually find out that you lied just to convince them to buy, always keep in mind that they will surely warn other potential buyers about your dishonest ways. A bad word gets around quicker than praise.

Free Trials

There is no better way to convince a customer that she needs your product than offering a free trial. Free trials allow customers to test your products in their own unique settings. Some may be heavy users of the product and discover how well it performs. Set a time frame for the trial period such as 30 days. Allow your customers to return the product within that time period if they don't want it. Inform her when she will be billed if she keeps the product. Use free samples for food and beverage products. Offer coupons as incentives for customers to buy.

Stroke the Customer's Ego

One good way to subconsciously create a need for a product is by making the customer feel good about buying from you. You can do this by giving the client quality customer service, and making him/her feel very important. You can never underestimate the power of good client relations. In fact, studies show that more people are convinced to buy from a sales person who shows importance, compassion and patience - more than one who is pushy, loud and too good to be true. Why, because when a product props up, a customer feels comfortable approaching a pleasant and kind salesperson than dread complaining to an opinionated and irritating seller.

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