3 Ways You Can Make It Easier For Your Customers To Buy

Think back to the times when you needed to buy something, like a car or a phone or an insurance policy. The purchasing process has always been a hassle for most people. I am fully aware that of the stereotype of the high pressure salesman, pushing the client to spend more. Painted as cheesy villains, people who sell cars, insurance, siding and even attorneys, have tried to change their image, knowing that people who buy don't want to put up with such foolishness. I remember commercials on TV for certain products and would mention "no salesman will call on you", which implied that you wouldn't have the hassle of that horrible person coming to your home.

As an agent who has been in the insurance business for years, I can attest that there are a few bad apples in the business. It's true of all industries. However, those people generally don't last long. Not working in the interest of the client (and only for a commission) eventually weeds them out. And the vast majority of us are generally doing what we think is in the client's interest. 

And with the internet making purchasing items a click away, it's also making some sales professional irrelevant. With that said, and against a backdrop of Covid-19, there needs to be some changes made to make it easier for the customer to buy, or more importantly, want to buy. Here are a few suggestions to help you get your clients to enjoy the process of buying from you.

1. Make your pricing transparent and easy to understand. Don't hide fees and other costs or reveal them later. Your prospective client knows their budget much better than you do. Help them find out what they can afford and work from there. Whether you are seriously considering purchasing or just "kicking the tires", they will appreciate how honestly you can give them the true price. 
2. Give them your scheduling calendar. Rather than trade emails back and forth to determine a time to discuss what they want, you can share your calendar with them for their convenience. We have done this at our insurance agency and our clients can see what times we have available and schedule their appointments. We get a notification for the appointment and go from there. To see how it works, click here.  
3. Phone or video conferences. As mentioned earlier, social distancing has kept many of us from seeing prospects in person. As someone who typically meets people at their home, office or coffee shop, I have had to make some changes in this regard. My clients took a while to get used to it but they understand that it's for their sake as much as mine.  
4. One of the few good things the pandemic has brought about was some needed changes. And to honest, it's made our work easier too. Speaking for myself, I can now spend less time prospecting and more time helping the clients I have. As a result, my clients know that I will be available if needed. 

Aside from the thousands of deaths and multitudes who are ill, society as a whole has become more stressed than ever by the Covid-19 virus. I see it in the faces of friends, family members, co-workers and all of the others who are on the front lines. From grocery store clerks to pizza delivery drivers and everyone in between, people are tired and weary, but they still need our products and services. Our obligation to them is to make it less stressful. 

Keep a smile on your face, and as always, stay healthy.

Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. He's also the author of "You're Going To Be Great At This!", a humorous look at sales. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.