You know your product or service is ideal for your customers. But if you want sales, your customers need to know that too — and they need to know it clearly. Learn what your customers want to hear from you to make this exchange easier. Use these four ideas to help your customers choose you by making sure your message is what they want to hear.
What Your Customers Want to Hear From You — WIIFM?
What’s in it for me? (WIIFM) When it all boils down, we’re all making choices that are going to benefit ourselves. We need products and services that make our life or business easier, more enjoyable, more profitable, etc.
So when you create messaging for your customers, keep WIIFM in mind. What’s in it for your customers? They don’t need to know all the features of your product right off the bat. They DO need to know how that product is going to change their lives.
Don’t make your customer do the mental work. Spell it out for them. How will your product or service improve something for them? You can use your product’s features to support your message, but the features shouldn’t be the message.
Do You Even Know Me?
Your customer wants to hear from you about themselves. Remember, we’re all trying to do our best with what we have. If someone can understand our needs, we can trust them to help us.
In your messaging, be sure to demonstrate that you know your customers. You know what they’re worried about, frustrated about, excited about, and more. Spend time imagining your customer’s needs and wants, and pull that information into all your messaging.
Why Should I Believe You?
Your customers want to hear from you about you! Yes, we know we’ve been saying that everything should be focused on the customer (how are you going to change their life, for example), but your customers also need to be able to trust you.
And one way they can trust you is to know you better. Share details about your founding story, your employees, your process, your goals, and your dreams. This makes your company real, but it also helps your customers recognize if their ideals align with yours.
Who Else Cares?
Your customers want to hear from you about other satisfied customers. They want to know that other people have changed their lives, found easier processes, enjoyed fewer burdens, and more. And they want to know those people.
Share testimonials with your customers. Ask satisfied customers to share how your products or services specifically improved their lives, businesses, processes, and more. This makes you more trustworthy, and it makes your product or service more desirable. But it also makes your customers feel prepared to do business with you, instead of your competitor.
At Impact Marketing and Design, we’re passionate about helping you get your messaging just right when you contact your customers. Give us a call today at (888) 441-1233, or contact us online for a free consultation about how to help your customers feel confident with you.