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5 Things You Need To Understand About Your Prospects Before You Sell To Them

Selling your products or services online is viewed as a great way to start making money. However, it isn’t as easy as getting a product ready and instantly making money. You need to think about the people who are going to purchase from you.

The idea is to market to hungry buyers. Offer them something they desperately looking for. That means doing your research before even think about promoting anything online. Here are the 5 things you need to understand about your prospects:

#1 Think About Their Wants And Needs: There is no point creating a product that doesn’t fulfil a need. Think about the people you are going to market to, and work out whether there is a want or need for your product/service in the first place.

No matter how great your marketing is or how amazing your product/service sounds, without demand, there wouldn’t be anyone handing their money to you.

Think about the problems people face in their daily lives. Does your product offer the perfect solution for any specific problem? Does your service answer the burning question that they have had for the last few months? If the answer is yes to either question, there is a demand for what you offer. You just need to reach the right target audience.

#2 Is There An Urgent Need: People want to feel there is an urgent need to buy your product or service. If they feel no sense of urgency, they will hold back and possibly forget about you. It is only when they find they really do need it, then they probably will think of you again, but you run the risk of your competitors getting their business instead.

You must create the urgency to buy. Make people feel like your offer is only available for a limited amount of time, and they will instantly get the solution to their problems.

This is where free trial can come in handy. It gives people a chance to try out your offer first, and if they find it valuable, there is no other option but to buy it afterwards.

#3 How Easy Is It to Say No: It is important to understand the process that buyers go through before handing over their money. They want to find a reason NOT to buy, so they can save a couple of bucks. So, you need to ask yourself whether it is easy to say no to your offer. If you find it kind of easy, then your prospects probably will too.

There are a few things that will turn people off from your product or service, e.g. too many hoops to jump through, or too many options to opt for. It is important to cut off any reason to say no, and have them saying “Yes! Give me instant access to your offer.”

#4 A Clear And Concise Sales Letter: Your prospects want to know the details of your product or service laid out in a clear and easy to consume manner. If you are not willing to show that, you will most likely not be able to market anything on the internet.

This works when you understand the needs of your prospects. It is important to find out why people are on your website for, and sell your product or service around that.

E.g. You may want to sell a shovel, but people want something for gardening. So it is up to you to show how beneficial your shovel is to tailor their needs. That is just a simplistic way of explaining how to understand your prospects and use it to your advantage.

#5 Where Your Prospects Hang Out: Finally, you need to understand more about where your prospects are more likely to be, whether online or offline. It is important to connect with those who will be interested in what you promote.

You are not aiming for a large group of untargeted crowd. You want a small targeted audience that is likely to buy once you get your offer out there.

So don’t you think it is time to do some research on your prospects? The more you understand about them, the more successful your product or service will be. Find out what they want, where they hang out, and what makes them buy.

by KM Lee

KM Lee has been a self-employed geek since 2008. Currently he's working full-time from home online. You can also connect with him:

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  1. Thanks bro for your insights.