Engage customers with a little extra loveWritten by Tom Richard | | firstname.lastname@example.org
It was the sixth house Mark and Andrea had looked at in just one day, and they hoped it would be better than the previous five. The house was slightly out of their price range, but the real estate agent had insisted they at least look at it.
Pulling into the driveway, they couldn’t help but gaze at the house, perched so peacefully beside the Maumee River and illuminated by the orange tint of the sunset. At first, they tried to hide their faint smiles from the real estate agent, but as soon as they walked through the front door, their stoic resistance melted.
Their eyes followed the spread of the natural wood floors and climbed up the arched passageways towards the detailed historic ceiling. Through each passageway and opened door, the house revealed its beautiful features and distinct personality.
Mark and Andrea couldn’t help but smile at each other. In the living room, they envisioned their children laughing and playing on the soft beige carpet. In the kitchen, they saw their family making meals together around the large center island.
Andrea gasped in sheer delight at the sight of the roomy master bathroom, where she would finally have space to get ready every morning. Mark nodded in proud approval of the spacious garage, where he could store his tools and new fishing gear.
With just one walk-through of the house, Mark and Andrea felt they were at home. The inevitable details of the sale came only after they became emotionally invested into making the house theirs.
What was it that captivated Mark and Andrea? It wasn’t the age of the house, price of the house, or even its new roof. It was the pictures they had in their minds as they walked through the house and saw it as their own.
It’s hard to find a more emotional purchase than that of buying a house, yet that powerful element can be implemented into any sales presentation, regardless of how ordinary or routine the product may be.
When you create an emotional and visual experience in your sales presentations, you completely change how a customer’s decision is made. You make your customers fall in love with your product simply by envisioning themselves using it. If they can see how your product will make them happier, they will want to buy it. The rest of the sale (even the price and contract terms) is just a detail, and as long as the details are in the ballpark of what the customer can do, the sale is made.
Before a customer can see using your product, they must have the interest to do so. A unique sales presentation is the best way to spark curiosity and engage customers. Don’t resort to brochures, comparison charts or the dreaded PowerPoint presentation. Be bold. Be different.
If you’re not sure how to do this, ask yourself two questions: “What are my competitors doing?” and “What is the customer expecting me to do?” Your sales presentation should not be a part of either answer. Blow them out of the water with something exceptional, and your customers will want to know more.
Feed their interest by choosing a sales method that will inspire them visually. Paint a picture that demonstrates how your product leads to success and happiness. Not just anyone’s success and happiness – theirs. If they can see themselves enjoying your product, it will feel right to them. This is what will determine the sale.
Getting your customers emotionally involved with your product will change how they make the decision of buying it. The details of the sale will be just details, rather than decisive factors.
The strength in the sale will be in the emotional investment the customer makes with the product the very moment they can happily see it as theirs.