This article was written by Imran Tariq<\/p>\n
We all dream of marketing a product with no resistance or objections whatsoever on sales calls<\/a>. Imagine a potential client being thrilled by the chance to work with you or purchase your product, rather than meeting you with objections. Imagine having a truly irresistible\u00a0product or service that closes the deal at higher rates than you\u2019ve seen before. There\u2019s a common misconception that irresistible\u00a0is a term only reserved for cutting edge inventions or brand new innovations, but an irresistible product simply means that a customer or client can\u2019t resist it.\u00a0<\/p>\n I recently discussed this with Sabri Suby, who is the head of growth for marketing agency King Kong. His company\u00a0specializes in helping companies get new customers, so we sat down to talk about the best ways to make your product irresistible and keep a steady stream of customers coming in.<\/p>\n Related: 7 Bulletproof Strategies to Increase Sales and Make More Money<\/a><\/b><\/p>\n \u201cSales and marketing comprise 80 percent\u00a0of business,\u201d Suby says.\u00a0\u201cWhich means you must remove the standard resistance creators from your offering to attract clients.\u201d Whether it\u2019s pricing, proof of concept, a saturated competitive landscape\u00a0or ambiguous results, getting to the heart of why your current offering isn\u2019t flying off the shelves is a great first step. Then, consider these following ideas for making your product truly irresistible.<\/p>\n Suby believes that one of the reasons King Kong\u00a0has been able to stand out is by talking\u00a0actual dollars and ROI in discussions with clients, which is unusual.\u00a0It\u2019s critical that you know what makes your product or service different and how this difference helps to better serve the customer. <\/b>Leslie Ye writes<\/a> that the most common variations of sales objections include\u00a0\u201cWe\u2019re already working with another vendor,\u201d \u201cI\u2019m locked into contract with a competitor,\u201d\u00a0\u201cI can get a cheaper version somewhere else,\u201d\u00a0and \u201cI\u2019m happy with your competitor.\u201d Because many sales objections include the mention of another company, it\u2019s vital to become a standalone from your expertise and experience.\u00a0<\/p>\n Related: 10 Pricing Strategies That Can Drastically Improve Sales<\/a><\/b><\/p>\n The best way to outperform the competition and create an irresistible product is to be the very best at what you do, and do it publicly. This will likely mean narrowing down what you focus on more than you\u2019d like at first. But\u00a0because there is so much competition in generic industries like social media management\u00a0and copywriting, for example,\u00a0it\u2019s important to get incredibly specific on who it is you serve.\u00a0Social media management for sports companies\u00a0or copywriting for monthly update newsletters are far less crowded spaces.\u00a0Over time, you\u2019ll become the go-to for that niche specifically, and then there won\u2019t be any competition.<\/p>\n One of the strongest objections to paying for a product is wondering how well it works \u2014\u00a0even if there are plenty of testimonials and case studies available on your website. If a potential customer is on the fence about how well your product or service will work for them, they\u2019ll continue to look for reasons not to invest. This can be frustrating when you\u2019re depending on the money, especially when you\u2019re first getting started.<\/p>\n Related: 10 Growth Hacking Strategies to Triple Your Sales<\/a><\/b><\/p>\n Suby knew sales, but he still ran into one major issue when he tried to grow his business: Many other agencies were charging high prices with ambiguous metrics for success. So\u00a0Suby decided that rather than charging his clients then<\/i> going after the KPIs to make them successful, he wouldn\u2019t make them pay until his agency hit those target metrics for them. \u201cThat meant the team was working for free, and we were sticking out our necks for the clients,\u201d Suby says.\u00a0<\/p>\n After all, it\u2019s not that clients don\u2019t want to pay \u2014 they just don\u2019t want to pay and be disappointed with the results.\u00a0<\/p>\n Once examples of ROI have been set and payment terms are attached accordingly, there\u2019s one more form of resistance that often strikes right when you think the sale is about to close: the \u201cI\u2019ll get back to you next week.\u201d If the potential client or customer isn\u2019t acting immediately, there\u2019s still some type of resistance \u2014\u00a0even if it just seems that they need to talk it over with their business partner first. In this case, say something like, \u201cI understand, but I will let you know that the pricing I offered you is on the tail end of our current promotion and will increase by 30% at the end of the week.\u201d\u00a0<\/p>\n Suby has drummed up this sense of urgency with King Kong\u2019s clients, and it\u2019s worked so well that they actually have a waitlist of clients waiting to work with them. This waitlist plays into the urgency, too. Once they\u2019re off the waitlist, there\u2019s an urgent push to purchase right then.\u00a0<\/p>\n Related: 7 Psychological Strategies for Mastering Sales Negotiations<\/a><\/b><\/p>\n The same can be done for online sales. In an article for CXL<\/a>, entrepreneur Marcus Taylor shared the results of a split test he performed in pricing methods. One page simply showed the current discount, whereas the other showed the discount with a big red clock counting down from twenty minutes. Taylor recognized a conversion rate for the countdown page that was three\u00a0times that of the page that simply stated the discount.\u00a0<\/p>\n If you\u2019re the very best at what you do, you prove skin in the game to the client by putting the money on the line, and a sense of urgency causes them to act now, then congratulations \u2014\u00a0you have a truly irresistible offering. Rinse and repeat these strategies\u00a0on your services and products as needed.<\/p>\n Related:<\/strong> Stuff we read this week that we think is worth sharing.<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[184,4,115],"tags":[],"yoast_head":"\n1. Highly specialize your product or service<\/h2>\n
2. Attach payment terms to KPIs<\/h2>\n
3. Drum up a sense of urgency.\u00a0<\/h2>\n
How to Make Your Product Truly Irresistible to Buyers<\/a>
4 Ways Diversity Is Directly Linked to Profitability<\/a>
How the ‘Gratitude Effect’ Can Reshape Your Life and Its Direction<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"