Let Them Feel

More than a decade back, in 2010, Volkswagen came up with a 'Talking Newspaper Ad' wherein a speaker was attached on the last page, and got switched on as soon as readers opened the newspaper.

It did create a lot of buzz and was one of a kind advertisement campaign aimed at making people buy the Vento. It might have actually convinced people to visit a nearby Volkswagen showroom, but there is generally one more step in between an advertisement and a sale.

You see, truth is generally seen, and rarely heard.

A sale will not happen unless the prospective buyer first sits behind the wheel for a test drive. Hence, one of the major goals of a salesperson at a car showroom is to get the potential customer to first drive the car.

When potential customers drive the car, they can see everything for themselves. They can feel the power of the engine, the easy of handling, and also the envy of their colony neighbour.

So whenever possible, demonstrate. Don't explain. Distribute samples, come up with freemium models, encourage trial periods - whatever you do, let them experience the product for themselves.

This way, they will be more willing to place an order.

It is human nature that no one likes to act according to someone else's will. So let them see for themselves. Let them drop their defenses. Let them realise that the purchase decision is their own, and did not arise out of any external influence or manipulation from the marketing department.

Do this, for it's complete win-win.