How To Find The Right Words To Convince A Client?
Finding the right words to convince a customer allows you to put the odds in your favor to turn your prospects into potential buyers. Convincing is often a false impression to force the sale. To convince is in fact to have recourse to the tools of persuasion. But it is also relying on its power of influence …
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To be convincing, it is not just a question of having the right arguments. It is also necessary to listen, to respond correctly to objections, and to establish one’s expertise in the field of activity in which one acts.
To transform your prospects into customers more easily, you will need to take a step back from the problem of your prospects, and also focus on their interests to trust you.
Separate people from the problem to convince
Too often forgotten by many entrepreneurs, I wanted to stress this point from the start, because it is a crucial element to convince your future clients.
To separate the individual from the problem they have, you have to listen to them. If you don’t listen to the needs of the person in front of you, you won’t have the right arguments to convince them.
Someone buys your product:
- If this person has the right feeling with you;
- If your product is suitable for their needs.
So, to convince a customer, focusing on the human rather than the tickets he has in his pocket is the first element to take into account.
As a negotiator, we have two interests in listening to his message.
One, the substance. That is to say the message to be conveyed.
Two, the relational. So the relationship to have with the person.
Convince a customer, 4 levels of understanding
Perception
It is hard to perceive the intentions of the person on the other end of the phone or in front of you. By working on this « sixth sense », you will deduce more and more brilliantly the intentions of your interlocutor.
To do this, you first need to listen to the fears of the person with whom you are talking. Thus, you will perceive his intentions. You will avoid looking at the opportunities to convince him to run away when they are right under your nose. You will align your proposals with what is most important to him.
Emotion
Recognize and understand the other person’s feelings, as well as your own. Pay attention to his main concerns and bring them to life.
Emotions are an excellent vehicle of communication to convince a customer. Recognize them as legitimate.
Don’t react to their emotions, but instead use them for your ends as strong arguments to tip the scales.
Communication
Listen carefully and approve of what has been said.
To convince, always keep these 3 objectives in mind. Speak :
- To be understood;
- From you, from their problem, not from them;
- Really, not to say nothing.
Prevention
Be smart in building the relationship with your buyer. First and foremost, your number 1 focus is on building a healthy working relationship. Next, think about dealing with the issues he has, not your buyer’s personality.
Focus on interests to convince a client
Your client, if he contacts you, it is because he has an interest in doing so. He is certainly looking for something special that he hopes to find in you.
We all have different interests, needs, concerns and fears. His interest in you defines his problem. No more no less.
Each of the situations that you encounter in your life will lead you to make such and such a decision.
But how to identify the situations, fears or concerns of your interlocutor to convince him?
3 actions to take for this:
- Ask yourself ‘Why’. Put yourself in their shoes;
- Ask yourself ‘Why not’. Think about their choice;
- Realize that each party has different interests.
Also, you are probably wondering how to identify the interests of your interlocutor.
The most powerful interests are basic human needs.
And for that, I refer you in particular to the pyramid of Maslow which you can find here. To put it simply, humans need:
- Security ;
- Economic well-being;
- Sense of belonging;
- Recognition;
- Control over his own life.
If you target one or the other of these needs (even better, several), you make sure to convince him in a more effective way.
For that, make a list. It helps to write. It is an excellent stimulus to ideas.
Conclusion
This blog post is the tip of the iceberg. If you want to go further, refer to this Podcast? Negotiate and Convince, Without Giving Up? We detail more precisely what we have seen here. And together we define ways to invent options for mutual gains between you and your buyer.
So a tip, go continue your learning on the podcast.
And also check out this one: 5 Golden Rules Of Selling That Will Boost Your Business
In addition, I wrote this article to communicate and have an impact with your audience.
Personally, I went so far as to create a standard document that I use for all my appointments with a potential client.
This frame allows me to:
- Show that I have prepared for my interview;
- Keep a written record;
- Take a look from time to time at my pitch.
Don’t forget to share the post !
