If you love your product and service (and you should), it is important to tell your customers why you love your products so much! Be proud of what you sell and explain why your products are the very best. They don’t have to be amazing all-around, just speak to why you are passionate and confident and highlight the advantages, such as high quality, or the amazing customer service that your company provides. If you know it to be true, clients want to hear it! Take the guesswork out of your client’s minds and demystify why you are the best and why they truly can benefit from your products (if they truly can).
This past week a salesperson for a garage door company came to my house to show me some options for the house I am building. Now I know I have a lot of different choices when it comes to going with different door manufacturers and brands. I wanted to make this easy and just be told why his doors were the best value for the money. Instead, he greeted himself and handed me a folder of brochures. Although he did explain to me the different lines, he didn’t speak to why his products were the best, or even good, for that matter. So I asked him why. He didn’t exactly have the elevator pitch dialed in and struggled a bit with his response. This is not how we get to the top of our selling game! Know why your products rock and be CONFIDENT with telling your customers why. They should not have to ask or demystify it!
When I was selling software, I would often show a lot of features and functionality, I knew how well my product worked that I would talk in a very excited tone and genuinely show my excitement and why my client should be excited too. I was confident. That confidence came from my knowledge about how my products worked and from my understanding of my client’s needs and how it would help them. I just connected the dots between their problems and my solutions and I did so with excitement and confidence.
I also took the time to learn and understand how many of my customers were benefiting from my products and that built confidence. It was up to me to relay that confidence to my clients and explain why they could only benefit from what I was offering. Remember this, if you lack confidence and much enthusiasm around your products, what makes you think your customers are confident and enthusiastic in buying from you? Differentiate yourself and show some excitement around what you are selling and how you truly can provide the customer with the best value. The results will follow!