4 Signs That Your Customer Is Ready To Buy
When selling, no matter what you are selling, expect to encounter all types of people. They might be seriously interested or barely interested. They might be too busy or too broke to actually make the deal. They might tell you one thing and the next day be unreachable. That is just the reality of the sales funnel. Along this journey of doing business, it is important to under one thing: Buyers will always give away signals.
Just like the red, yellow, or green from a stoplight, they tell you whether they are --- by swiping a card, writing a check, or signing a contract --- ready to close the deal. Here are 4 Buying Signs to look for the next time you are pushing a good or service:
1. Responsiveness
The level at which a customer is engaged can tell a whole lot. Are they picking up the phone? How excited are they to hear from you? Did it take a month for your email to get a reply? If it did, chances are what you have to offer is not a present priority. That's when you push hard to find out how it can be when a better time will be, or eventually move on.
2. Need
As you may have heard before, most purchases are made with more emotions than logic. Otherwise, we would all be driving around in a Toyota Prius and wearing Wrangler jeans. What I am really trying to get across is this. Not everything that we buy as a consumer is actually needed, within our financial means, or makes any damn sense at all. For that reason, as the business, when you come across a buyer that has a legitimate need for your good or service, it may be the real thing. This is even better with a good story attached.
"We're expecting twins so this mini van is a good next step." T
"I need a fit to wear for the party tonight!"
3. Budget
Check mate. When your customer or client starts talking dollars, you are one play from running the football through the in zone. "What form of payment do you accept?" "Give me a few days to review the contract." Be careful not to, at any time, shoot yourself in the foot by talking them back in the other direction. A common mistake is confusing the customer with random dialogue when all they need is a little bit of silence to help make their final decision. In fact, when you do talk, you may even want to ask clarifying questions.
"Are we going with the size 7 or 8 shoe?".
"Should we deliver the couch on Tuesday or Wednesday?"
4. Vision
When I sold advertising for cable television, there was a long journey that led up to a commercial actually airing. Along that journey, my favorite part was when a business owner or marketing director started envisioning their commercial before we even signed a contract. This was the fun part. When you go from talking goals and numbers to creative ideas such as
"Should we hire Shaq as our talent?"
"Can our commercial be in the next season of Snowfall?"
Whether you are selling shoes, rental cars, or attorney services, remember that the person across from you will always indirectly express how serious their interest is. The reality, of course, is that not everyone will commit to buying what you have to offer, and that is ok. Once you have gotten the hint, feel free to move on to the next opportunity or person in line. The law of averages will surely work in your favor. Most importantly, when they are close to buying, remember to carry them across the finish line. That part is on you!
