Persuading a client to try a new product can be a challenging task, especially if they are satisfied with their current solution or wary of change. However, with the right interpersonal skills, you can overcome their objections and show them the value of your offer. Here are some tips to help you convince your client to give your new product a chance.
Before you pitch your new product, you need to understand your client's needs, goals, and pain points. This will help you tailor your message to their specific situation and demonstrate how your product can solve their problems or improve their results. You can use open-ended questions, active listening, and empathy to build rapport and trust with your client and uncover their needs.
Sucessful salespeople listen more than they speak. Unsuccessful salespeople speak more than they listen. Listen with the intent to truly understand their needs. Restate it to make sure that you understand that what they want you to understand. When they are done speaking, and you think you need to speak, give it a few seconds. Oftentimes, they have more to say and just need the time to process how they are going to say it. The person talking the most is the one enjoying the conversation the most - let them enjoy the conversation and really listen to understand.
Once you have identified your client's needs, you can highlight the benefits of your new product that match them. Instead of focusing on the features or technical details of your product, focus on the outcomes and value that your product can deliver for your client. Use stories, testimonials, or case studies to illustrate how your product has helped other customers with similar needs and show the positive impact it can have on your client's business.
It's about solving their problem, fixing their pain, if you will. If you have truly listened to them and really understand them, you will find that there is some problem they would like solved, some pain that they would like lessened. Figure out how to do that. Hopefully your product can do that. If it can't, go sell a different product.
Even if you have presented a compelling case for your new product, your client may still have some objections or concerns that prevent them from trying it. You need to anticipate and address these objections before they become deal-breakers. You can use the feel-felt-found technique to acknowledge your client's feelings, relate to their situation, and offer a solution. For example, you can say "I understand how you feel about switching to a new product. Some of our customers felt the same way before they tried it. But what they found was that our product was easy to use, saved them time and money, and increased their sales."
One of the most effective ways to persuade your client to try a new product is to offer them a risk-free trial or a money-back guarantee. This way, they can experience the benefits of your product firsthand without committing to a purchase or a contract. A trial or a guarantee can also reduce their fear of change or loss and increase their confidence in your product and your company. You can also use scarcity or urgency tactics to create a sense of FOMO (fear of missing out) and motivate your client to act quickly.
After you have offered your client a trial or a guarantee, you need to follow up and follow through with them. You need to check in with them regularly during the trial period, provide them with support and guidance, and ask for feedback. You also need to deliver on your promises and meet their expectations. By following up and following through, you can reinforce the value of your product, build a long-term relationship with your client, and increase the chances of converting them into a loyal customer.
Gently follow up. You don't need to be pushy. When you call don't sound scripted. Just be normal and realize you can stumble a bit and it will be OK - maybe better as the stumble will make you less scripted. If you took notes about things that are important to them, you can mention them. Once, I had a sale and the prospect was very concerned about an embroidery machine that wasn't working (the embroidery machine had ZERO do to with the sale). Because I had noted that she was concerned with her embroidery machine, I mentioned it off hand on the follow up call. I could sense her increased connection with me when I mentioned it. Remember, they don't care how much you know until they know you care. Care.