Sell them what they need by understanding what they want

The blog phenomenon has reached it’s peak and almost anyone wants to make money from their blogs. Everyone tries to sell something : a product or a service. To be able to do that you need targeted web traffic and by that I mean clients that are willing to buy. The difference between traffic and targeted traffic is …… money. You make money when you offer something that makes the client come to you and once he’s there you are able to identify what he really needs by looking beyond his simple request.

We all have basic needs

Any business should try and respond to a need. If you are able to offer a product that ensures a basic need then it’s perfect. The basic needs of a human are those needs absolutely necessary to his life. This means that different life styles give birth to different basic needs. Not exactly : we all need to eat, drink, wear clothes, have a car, education and many others. The difference comes from what kind of product satisfies that need for us – here is where the life style and social status matters. We all need a car but each and everyone of us, depending on our social status, will end up with a car we can afford. When we go to buy something, what we want is what we think will fulfill our need. We never say to the sales person what is our need and let him recommend a product. We always tell him what we want or what we think we need.

Make them come to you

If you want to sell you need to control the situation. This happens when the clients comes to you and not vices versa. The person that establishes the contact is the one that will be ready to give up in order to get what he wants. That is why is very important to make your clients come to you. So, how do you attract them ? If you have done your homeworks and your marketing strategy is correct then you’re on the right social media websites doing what you need to do be doing. I’m saying social media websites because you want to sell by your blog. In that case social media is the obvious choice of marketing your blog. People hate being pushed, so talk to them, be their friend, offer them free content and let them decide when they’ll do their move. If your advices are good you’ll here from them. This means that marketing your product is reduced to talking to the right kind of people (and that is the hard part).

Look beyond the simple request

I was talking earlier about the importance of having a good sales person. If he isn’t able to identify fast the need of the client then you have only 50% chances to sell. The only time when a client will say to you what he needs instead of what he wants is when they have no knowledge about what they would need. You might say :

Why it’s important to know what the client needs and not just offer him what he wants ?

The answer is because the client will not always buy what he comes and ask you and the reason for that might be : the price, the warranty, the services or anything else. If you, as a sales person, know what he really needs you can offer him different products or different services that could be more suited for what the client needs. And, as a last resort, you can offer him a discount or a cheaper product just to close the sell.

Listen what the client has to say

The client will be your toughest judge. He’ll buy your product only if it fits him and only if he considers the price to be good. You’ll rarely see a client coming to you and say he’s not buying your product because of some reason. You have to look very careful and see the reaction of your clients. If you have a store that’s easy to do but when you are running a blog how do you do it ? By asking your clients to fill a form about your services and/or prices or by using a poll on your first page or by just ask them to send you an e-mail. All these actions are supposed to show you what your clients want and what they think about your products.