What causes people to buy or avail from Person A rather than Person B?

Today is my 4th consecutive day of producing content and I am writing this from the Philippines wherein it is very hot today.

But anyways, weather aside, I wanna talk about the Psychology behind what causes people to buy from him rather than me?

If you want to know the answer, you can just observe your habits in the past and ask yourself the following questions below.

• What made me buy those stuff that I didn’t need? Am I an impulse buyer?
• What tricks are they pulling so I can buy from them more?
• Why didn’t I buy from that person when it made sense that all of the benefits and features he mentioned can really improve my life?

The answer is: “Who the F is this guy and why should I trust him?”

Whether you are making ridiculous claims or honest pitches, it really doesn’t make sense for someone to believe that you will be delivering what you promised if you are not Tesla, Amazon, Apple, or Samsung,

They already have this obstacle if they really want to part with their money and give it to you.

So the first thing you must do is, you must put the risk on their part, and transfer it to you.

I am not saying to get all of the risk 100% but the more the offer is less risky on the part of the client, the more chance a sales is going to be made.

The next question is, how can we make it less risky for the client?

Now I am not saying to do all of the suggestions I made below.

I just want to show the principles on why they work and maybe you can create an irresistible offer yourself if you understand those principles.

• Free 30-day Trial

PROS:

The client can have an idea of what it feels to have or use your product. If they loved it, then they know that the money is worth it but if not, then they just discontinue using it after 30 days.

CONS:

There are workarounds that people can have unlimited 30-day trials instead of paid subscription. You must address these loopholes in order to avoid this.

• Money-back guaranteed

PROS:

The client will be complacent that his money will be refunded should he is not satisfied with your product.

CONS:

Even if the money is in your hands now, it is best to assume that it is not yet yours until the Money-back guarantee has already expired.

• Free Samples

PROS:

The client will have an idea of what it is to have your product. If he is satisfied with it, then the client needs to purchase the next one.

CONS:

Giving away something for free can sometimes hurt your revenue especially if the potential clients did not continue buying your products.

In this case, it means that you should tweak your order to the liking of your target audience.

• Free Work

PROS:

The client will get to know if you can really deliver what you promised. It’s like a free taste of your service. It is also a win for you because you can be confident that you are able to meet the expectations of the client.

CONS:

This is a gamble because you are doing the work without guaranteeing payments. Also you can get demoralized after doing this multiple times and you were still unable to close the clients.

• Free Audit

PROS:

The client will have an idea on your knowledge and expertise by offering a free audit. Plus points if you give them ideas and strategies on how to improve something in their life or in business.

This will position you immediately as a trusted guru and authority if your audt and strategie worked.

CONS:

Some clients doesn’t want free audit because they want the results immediately meaning they don’t want to listen some ramdom stranger and then one day implement what you told them.

• 50% Downpayment. The rest of the 50% after the deliverable has been delivered.

PROS:

You instantly received the money even if it’s only 50%. This will increase the chances that the client is not a scam and he can truly pay for your services.

CONS:

Some clients will still want guarantee that you can deliver before paying you with anything.

Even if this is more win for you, it’s put a greater risk on the side of the client thus raising objections that will block the sales close.

FINAL THOUGHTS

Some of the suggestions above are more effective than the other but the deciding factor depends on the situation.

For example, I will not go for free work not unless you are NIKE becaause I don’t really want to go the effort unless I am also sure that it can really increase the chance of closing.

But the main takeaway here is you can be creative on how to make your offer more irresistible by lessening the risk on the part of the client.