Are they afraid?
Do your potential customers have fears associated to your products and services? Often they do, even if they don’t know it.
The subtitle to this post should be Listening to that little voice inside your head. The lessons you can learn by paying attention to your own tiny, secret, hidden reactions as a member of the public will help you sell more in your shop.
How? By uncovering why potential customers are actually afraid to come into your shop to buy [fill in the blank.] What you’re actually doing, by examining your own hesitations, is uncovering a fear. And
knowing that fear will help you market to your customers’ needs.
My little voice came to me when I was trolling Facebook and encountered an acquaintance’s photos of an in-progress kitchen/ family room remodel. Wow, I thought, I wish I could do that.
And you know what? I could… except for that little voice saying But it’s incredibly messy.
Yup, my remodeling fear, having been through a remodel before, was the mess the workers make. You see, I’m not reluctant to spend the money (well, I am of course, but that’s not the major reason) but I can’t face another mess like last time.
And yet. Of all the remodeling firms in my marketplace, not a single one stresses their cleanliness/ neatness/ consideration of the family living through the remodel. Something like White Glove Service/ we make sure your home is mess-free as we work….
How can we apply this concept of addressing their fears to your shop?
Perhaps little voices in heads in your market area are going But I can’t tell what goes with what or I hate my dining table and chairs but I have no idea what to replace them with… maybe these hesitations are something to market to. Like:
Toe to Top Tuesdays: Stop in any Tuesday afternoon and evening, and our expert wardrobe stylist, Josephine, will help you get the perfect outfits together. Get one-on-one assistance and a free Wardrobe Wrangler Cheat Sheet…
or Refresh any room: We’ll help you make your dining room, bedroom, or office more functional and more spectacular, at a spectacularly budget-friendly price. No worries! Together, we’ll coordinate a look that says YOU, and that suits your personal lifestyle…
Auntie Kate The Resale Expert 