Do you give ‘Reasons Why’ in your marketing?
Just saying your product or service is much better than your competitors, isn’t going to be enough to convince your prospects.
For example, let’s take a cliché that many people use – “our service is the best.”
On its own this phrase is meaningless hype – and therefore instantly unbelievable. But if you give the reasons why it’s the best, your claim becomes credible.
Before a prospect buys, they are asking themselves many important questions e.g.
- Why should I pay this price for this service?
- The price seems low… why is it low, is it inferior?
- Why should I choose you over other businesses providing the same product or service type?
- How do I know you won’t let me down?
If you don’t answer these concerns, the prospect will go elsewhere.
People often believe that if they say too much it will repel their prospects.
However, tests have proven that if prospects are interested in your service they’ll consume large amounts of information – if it is interesting and informative.
So if you say you have great service, I recommend backing it up:
- Tell them about your expertise.
- The rigorous lengths you take to recruit your staff.
- How long you spend training your staff.
- What steps you take to measure customer satisfaction, and so on.
If you want to convince your prospects, always give the reasons why!