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6 Things Your Customers Really Want to Know

On your web, in your brochures, or part of your sales spiel, your customers really care about these 6 subjects. If you shy away from one of them or try talk around it, they’ll walk. Don’t waste time. Just tell them what they need to know in order to make a good decision:

1.  How much does it cost?

money in jarDon’t you hate it when you have to listen all the way through a video to find out if you can even afford it? Chances are they make you do that because their price is higher than you want to pay for that type of product, and they want you to hear every argument before you get to the price. Sometimes it works; usually it makes you mad.

2.  Why is your product better than others?

Be specific without insulting your competition. Companies with webs that are honest and specific get a lot more traffic because they are trusted to tell the whole truth – they serve as an important resource rather than just a seller. Marcus Sheridan became a web guru with his swimming pool business (River Pools and Spas) because of the level of educational content he wrote about vinyl, concrete, and fiberglass pools. (He only sold fiberglass.) In fact, he inspired this post and has case studies written about him — best of all, he gets thousands of hits on his web without paying a cent for them.

Chances are, you may not be the best of all the products in the world, so press your competitive advantage – you’re local, you have a lower price, you have a real person on your help line, you do on-site installation, you have a guarantee, you are custom-made –- whatever.

3.  What kind of problems am I going to have with your product?

When people tell me that some high-tech product is “simple to use”, by now I am VERY skeptical, aren’t you? So just tell me what kinds of problems I might have and exactly how I should fix them. (Don’t wait for people to vilify you on Yelp before you do this.)

4.  What do other customers say about your product?

7K0A0032Did you try testimonials and thought they didn’t help? Testimonials can really work if they are very specific as to exactly what the consumer liked and how it solved a problem. Don’t just have someone saying, “It’s a great service.” Have them say, “Their service worked for me because they arrived on time, were clean and courteous, and were finished in 2 hours as promised.”  (For more about how to dynamite testimonials, click here.)

5.  Who are you?

“The story” of a product has become very important. Did you start the company because you couldn’t find what you needed? That’s how AdHelper started, and we’ll be launching our main site very soon to help you with your advertising. Good companies have good people with good ideas that solve problems for their customers.

6.  Will you stand behind your product?

Do you guarantee it, give a 30-day trial, refund money, offer a different class, fix it if it breaks, or replace it? Do the right thing by your customers – that’s what it takes. Sure, there are a few who take advantage, but they are more than offset by the extra sales that a guarantee brings you.

Do these seem simple? If so, you’re probably covering some or most. Try for all 6 things that customers really want to know and enjoy the results!

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comments

  1. Janna says:

    When someone writes an post he/she keeps the thought of
    a user in his/her brain that how a user can know it.

    Therefore that’s why this post is great. Thanks!

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