Getting customers to say “yes” doesn’t always mean buying your product or service. Sure, it could translate into a sale, but it could be as simple as buying into you or buying into a cause. What is it that gets customers over their uncertainty? What gets them to “buy in” and have confidence in you and your business?

Perhaps more importantly, how do we convert a customer that is interested into an actual buyer? 

Below I have listed the top 3 things that will get customers to say yes. As I’ve mentioned before and will continue to say, it is firstly important to know what your customer really wants, and how you can help or benefit them. But, if somebody is on the fence or needs that extra little push, these recommendations will likely get them there. 

• Know Their Reasons: One of the biggest mistakes that anyone in sales can make, or anyone in any profession for that matter, is; they’re selling on their own terms. They think it’s about them. They follow their own agenda and they don’t ask enough questions. It is critical that we actually know what our customers want. 

 

When someone reaches out about a specific product, I ask them a million and one questions about what it is they are hoping to achieve, what results they are looking for, what they have accomplished in the past, etc. What has worked for them and what hasn’t? I want to know inside and out what their need is and what they want. 

When we sell a product or a service, we typically know a lot about it. We know all of the in’s and out’s, how it performs, and how it compares to other products or services on the market. However, none of that means anything to somebody unless that is the information that they are looking for. 

To get somebody to say yes, you need to learn about their reasons and specifically, what they want to accomplish. It is also crucial to go beyond the surface and find the deeper reasons. Someone may say that they want to lose weight or shed pounds, but what is their deeper motivation? Determine what the motivating factor is behind all of that. Sell to their needs. You can accomplish this by asking enough questions. 

• Create Value: The best way to create value is by focusing the conversation on the results they are seeking. Once you really understand what they are looking for and what they hope to achieve, then you can cherry pick the aspects of your product or service that meet those specific needs. You can help create value by differentiating. 

 

Often customers will talk about the cost of an item, but it is never about the cost and always about the value. We get the opportunity to share value and as part of this, I love sharing testimonials and stories about real people that have achieved the same goals my potential customer is hoping to achieve. It is then that your product or service becomes relatable and you are building confidence in your customers. They see themselves and start believing that they can accomplish the same. 

It is also helpful to use statements such as “Imagine how great it will feel when you ________”. Shine positive and encouraging light on your customers. When you believe in them, they can feel your authenticity and more fully trust your recommendations.

• Show Them How to Save Money: Offer a deal. Show them how they can save money. It is great when you can offer a promotion either with your company or individually. Any kind of value-add gets people excited. People love a deal and if they can save even a little bit of money or get that little something extra, it often gives them that nudge that they need to go all the way. 

 

Incentives help with customer acquisition. By offering 10% off their first purchase, for example, that can be enough to get people to pull the trigger and say “yes” right there. It is also helpful when your offer is for a limited time so it creates urgency for them to act now. If customers think that it won’t be around forever, they are more likely to buy sooner rather than later. 

Getting Customers to Say Yes is an art, and it is a skill you can learn and develop.

No one sale or situation will be the same as the next, but every single one is a learning experience. Start with these 3 recommendations and re-evaluate what has worked and what hasn’t. Sometimes we need to adapt or change up our plan – that is part of good business. However, knowing your customer and what motivates them will never fail you. The more you understand them and their reasons, and genuinely care about them, the better you can tailor your product or service to their wants and needs. 

Creating value is always, always worth it. 

Whether they buy now or buy later, that value remains. Customers will always have you in mind whether for themselves or for others that they have recommended to you. 

Finally, I’ve never met anyone that has denied a deal. No matter how close or how far they were from buying or committing, a deal will always push them to do so. With these 3 things in mind, alongside knowledge of your business and knowledge of your customer, you will be sure to experience greater success and see your goals come to fruition.