Convince Your Customers ...

Most consumers are skeptical. So it’s your job to convince your customers that they need your product or service.

How? Try these pointers:

• Acknowledge the customer’s fears. Telling them not to worry is not enough; you have to directly address their fears.
• Ask questions. Too many entrepreneurs believe the customer will think this is a waste of time, but you can’t soothe their worries if you don’t know what they are.
• Promise to follow up. And make sure you keep that promise. Find out how the customer would like you to stay in touch — by phone, letter, or face-to-face meeting.
• Emphasize value. Many consumers fear being overcharged. Combat this by stressing the value of your product or service.
• Most important, communicate. The key to serving your customers well is to meet their expectations.