Convincing customers that your product is worth the money is not easy.
In addition to the price, your customers make the purchase decision based on the benefits your product offers and the benefit they can derive from it.
If you're not selling your products, there are at least five reasons you should consider to change your selling strategy:
- Lack of knowledge
- Benefits not clearly expressed
- Lack of value perception
- Lack of perception of change
- Inaccessibility
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Lack of knowledge
If your potential customers don't know about your products, they won't be able to buy them. If you don't sell, it's likely that your message isn't reaching the target or you've defined a target that is too broad.
Benefits not clearly expressed
In addition to the price, customers also evaluate the advantages obtained from the use of a product. Often the mistake is made of listing the characteristics without demonstrating the real benefits that the end customer can obtain. Marketing should be focused on the benefits of the product and not on the features so that customers can be motivated to buy.
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Lack of value perception
You can use the benefits of your product to create perceived value and it is that perceived value that helps in the sales of your product. If a customer can't perceive value, they will lose interest in it. In your marketing message, you need to show that other customers perceive the value and that they are willing to spend money to get your product.
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Lack of perception of change
Can customers understand how your product will change their situation? Will some aspects be simplified for him? Will they save time or money? What need does your product meet? In your marketing message, you need to communicate this clearly, demonstrating how your products bring value.
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Inaccessibility
Make it easy to buy and use your product.
Ask yourself how you can make your product more accessible, whether there is the possibility of distributing the product differently, using an online sales channel or more accessible payment systems. Some products sell better online, while others are more likely to be sold in physical locations where customers can view them or get support. In both cases, it simplifies the purchasing process.
