Here's how you can sell more... (I tried them myself)

Amazon Prime Day is raging through the globe right now and this is not the only shopping festival of course. The global legend is Black Friday when everyone goes into a frenzy and attacks the nearest store brandishing their credit cards. Have you ever thought about how marketers can successfully create such mass behavior? What if you could do the same in your business? To understand this phenomenon we need to analyze why your buyers are buying. It’s not the same for every class of buyers. B2B > These are the toughest buyers to get to, but when you do the payoffs are huge and the stick rate is really high. You can have them paying you for years. B2B buyers mostly buy for value or returns. They will spend $1000 if they can get back $2000. That is how value works for them. There’s no limit to expense as long as there’s a return. If you can show them that value, you will make the sale. It’s not harder to sell in that respect. The difficulty to sell to B2B clients is in proving that you’re the best alternative from all the competitors. Consumers With consumers it’s absolutely different. Consumers are very complicated and they make their purchase based on a variety of different motivations. > Nobody has it > Everybody has it > It’s the cheapest > It’s the most expensive one > It’s useful > It’s entertaining > It comes in pink Consumers are complicated and they will buy for totally different and weird reasons. You can’t have one compelling argument or reason for them, but there’s a buyer for everything just because the market is so wide. If you can make it, likely there’s someone who wants it. You can find dozens of reasons why people should have it, but the big challenge is making them feel they should have it now! That’s where marketing comes in. With some smart thinking, you can hasten that buying decision and get people to buy now instead of later. Here are some proven tricks Scarcity - Something that’s available in a limited quantity, or at a limited quantity for a certain price. You can do a quantity based or a time-based scarcity and get more customers early on. Discount - A special discount or offer that’s for a limited time. It gets people to buy like nothing else. Giveaways - Give product x away with product y. The more value people see the more they want it. Tailoring - Make your product look exclusive for the buyer or the buyer’s demographic. Distinction compels people to buy. Do you see that I highlighted everything but the value? Of course, your product has to have the value you are promising, but that won’t make the sale. End users don’t have the logical money-linked clarity of B2B customers. They buy on emotion. Can you trigger an emotion with your sales pitch? If the answer is yes, you will make that sale. Do you sell to consumers or to B2B clients? What is your favorite tactic? Let me know. I am looking forward to hearing from you.