You're an entrepreneur with a new product. How can you convince customers to buy it?

You have a brilliant idea for a new product that solves a problem, fills a gap, or creates a new opportunity. But how do you get customers to buy it? How do you persuade them that your product is worth their time, money, and attention? In this article, you'll learn some negotiation skills that can help you pitch your product effectively and overcome objections. Whether you're selling online, in person, or through a third party, these tips can help you boost your sales and grow your business.

1 Know your customer

Before you can convince anyone to buy your product, you need to know who you're talking to. What are their needs, goals, challenges, and preferences? What are their pain points and motivations? How do they make decisions and evaluate options? The more you know about your customer, the better you can tailor your pitch to their specific situation and interests. You can use various methods to research your customer, such as surveys, interviews, feedback forms, social media, or analytics.

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Chris Feng

Commercial Business Director@HIT, Smart hotel solution providers, Home Automation, Smart lighting, IOT with Tuya Smart Solutions
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1. Targeting who is your customer. Who will be afford to buy this product, he is a retailer, distributor, Amazon owners or contractor? 2. Analyze this new product in the markets, is there any competitors in your current markets? The price they sell? what's your new products advantage? how long the product may become old? Is is accepted by the traditional channels like offline deals or more easily accepted by new online channels like Amazon sellers? 3. Why your customer need this product? What value this new product create and why they must make a difference. All in all, you need to analyze all the factors like customers, markets, products, even the innovations

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2 Highlight your value proposition

Your value proposition is the core message that explains how your product delivers value to your customer. It should answer the question: why should they choose your product over others? Your value proposition should be clear, concise, and compelling. It should focus on the benefits and outcomes of your product, not just the features and functions. It should also address the customer's main problem or desire, and show how your product solves or fulfills it. You can use stories, testimonials, or demonstrations to illustrate your value proposition.

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3 Anticipate and address objections

No matter how great your product is, you're likely to face some resistance or skepticism from your customer. They may have doubts, questions, concerns, or alternatives in mind. You need to be prepared to handle these objections and turn them into opportunities. You can do this by listening actively, empathizing with the customer, acknowledging their perspective, and providing evidence or examples that counter their objection. You can also use questions to probe deeper into their reasoning, or to redirect them to your value proposition.

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Dr. Dennis Azara

Rechtsanwalt I General Counsel
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Try not to simply describe your product in general terms. You are enthusiastic about your idea, but now it is your job to transfer this enthusiasm to the customer. To do this, the customer must first understand the product properly, otherwise you have no chance of convincing him. This is the factual level. Then you must also convince the customer on an emotional level. To do this, you need to find concrete examples of how the product can make the customer's life easier. to do this, you need to be particularly familiar with the customer's industry. Again: it can't just be general examples. The customer will then build trust because he realises that you understand his industry.

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4 Use persuasion techniques

Persuasion is the art of influencing someone's attitude, behavior, or decision. You can use various techniques to persuade your customer to buy your product, such as reciprocity, scarcity, social proof, authority, liking, and commitment and consistency. For example, you can give something of value to your customer to create a sense of obligation. You can also create a sense of urgency or exclusivity by limiting the availability or quantity of your product. Additionally, you can use reviews, ratings, testimonials, or referrals to show your customer that other people have purchased and enjoyed your product. Establishing your credibility and expertise by showcasing credentials, awards, endorsements, or media coverage may also be effective. Finally, building rapport and trust with your customer by being friendly, respectful and genuine while finding common ground or shared interests may help them make a decision.

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5 Ask for the sale

The final and critical step of negotiating with your customer is to ask for the sale. You can't assume that they'll buy your product just because you've made a good pitch. You must be confident and direct, and encourage them to take action. To do this, you can use various closing techniques such as asking them directly if they're ready to purchase the product, summarizing the main benefits and value of your product, giving them two or more options to choose from, acting as if they've already decided to buy your product, or reminding them of the scarcity or urgency of your offer. As an entrepreneur with a new product, you can use these negotiation skills to increase your chances of making a successful sale and advancing your business.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You're an entrepreneur with a new product. How can you convince customers to buy it?

1

2

3

4

5

6

1 Know your customer

2 Highlight your value proposition

3 Anticipate and address objections

4 Use persuasion techniques

5 Ask for the sale

6 Here’s what else to consider

Negotiation

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You're an entrepreneur with a new product. How can you convince customers to buy it?

1

2

3

4

5

6

1 Know your customer

2 Highlight your value proposition

3 Anticipate and address objections

4 Use persuasion techniques

5 Ask for the sale

6 Here’s what else to consider

Negotiation

Rate this article

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