How to reply if the customer asked but did not place an order? Solve the reason why a customer did not buy after consulting

Even customers who take the initiative to consult are still reluctant to place an order after learning about the product:

• "But I have no money now"
• "I still have it myself, I'll find you when I run out"
• "I'll think about it first"

Then, the customer just quietly leaves and you lose the potential customer!

Why do customers not place an order to buy?

GoodCopywriting, After the advertisement settings are made, customers often do not place an order to buy, mainly because of lack of trust.

• For cheaper products, less information is required;
• The more expensive the product, the more information is required.

Solve the reason why customers did not buy after consulting

You need to explain the benefits, the unique points, the clearer and better.

• At the same time create a sense of urgency and strangeness.
• Make customers feel advantaged, for example: if you buy today, you can get XXX discount.
• Make it easy for customers to place orders and give more payment options.
• End with a question (after many people answer the customer's question, the customer doesn't reply, so it must end with a question)

Reply to customers

?Customers "but don't have money right now"

❌ Wrong answer:

• I can give you a little discount (unit price fluctuation is a taboo)
• Then come to me when you have money (that's how it's lost)
• It's not expensive, it can't be that kind of money.

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✔️ Correct answer:

Sister, I understand that you and I have many customers who are also concerned about the price when consulting the student party, but the main thing is to focus on the quality of the product and the sense of use, right?You should have researched this product for a long time, and the feedback you have seen is more specific to your situation!

?Customers are "looking for you when they need to"

❌ Wrong answer:

• Yes, ok
• Find me if you need
• I wait for your news

Almost zero chance

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✔️ Correct answer:

Is there anything else to consider dear?You can speak out about the problems you are considering, and we will solve them together!Now that you're in consultation, prove the product is exactly what you need.It doesn't matter whether you have placed an order from me or not, it is important to solve your concerns and problems, what do you think?

20 words to answer customer inquiries

Generally, when a customer says "I don't need it yet," it's mainly because the customer hasn't felt the urgency yet, or he hasn't felt the value of your product.

Below, we provide 20 words to relieve customers of time resistance, ready to use!

1. "If money and resources weren't an issue, could you make a buying decision today?"

• If, unfortunately, your customer answers "No", it means that he does not recognize your product enough, and you need to quickly reshape the value of your product in the customer's mind.
• Conversely, if your customer answers "Yes", then you need to investigate further what is holding him back from making a purchase decision.

2. "What's holding you back from making a buying decision?"

• Get the customer to tell you where the obstacles he is currently encountering, and you can better understand why the customer is hesitant.

3. "Then, when do you think it is more appropriate to buy?"

If the customer still answers, I really don't need it yet, what should I do?

You can say, "What would happen if I called you again next month?"

4. "If you don't take action now, what will be the impact of your goal achievement?"

• Does your client have Plan B?If they had, then they wouldn't have a strong sense of urgency.
• So, you have to let the customer realize that your product is the only way for him to solve the problem, so that you can take the initiative.

5. "How can I help you get the resources you need to help you persuade your team's decision makers?"

• If the customer is not the final decision maker, you need to help the customer to convince the final decision maker.

6. "So goal X is no longer your priority right now?"

• Link your product to your customer's goals and needs.
• This question shifts the focus of the conversation from buying a product to how your product helps your customer achieve his goals.

7. "When would you like to reach your goal?"

• If the customer's answer is vague, it's clear to them that their problem isn't serious enough to need immediate resolution.
• But if you can find the customer's pain points and create the perception that "you have to solve the problem in 1 month", you will take the initiative.

8. "If I contact you again next month, how will things change?" or "Next month, how will things be different?"

• Your customer is not circling around your product all day long. Maybe he is busy with his work and has no time to take care of your product. Maybe your customer is waiting for the approval of the budget from the superior, or he is just in procrastination.
• So, you have to let the client assess for themselves, what will happen to their budget, goals, etc. the next time you contact him?If they are really ready to solve their problems, why not now?

9. "Do you understand the value of our product?"

In our many years of sales, we have not seen a customer answer this question and say "No".What's the next step?see point 10

10. "So what do you think will help your company the most about our products?"

• This question allows your prospect to repeat their goals and guide them to tell you why your product is right for them, rather than making them listen to your tirade.
• Another benefit of this question is that if you have been focusing on selling point A of your product, and your customer shows you that he is more concerned about other aspects, then you should adjust your strategy in time.

11. "Are you mainly worried about time now, or is it something else?"

• The client's resistance to time may well be just a smoke bomb.
• To find the real reason why customers are holding back, you need to ask them,
• "Are you mainly worried about time now, or is it something else?"
• The customer is likely to answer you: "Well, I'm mainly worried about xx", "I don't need it right now, because of XX (the real reason)."
• In this way, you can know the crux of the problem, where exactly lies.

12. "Why?"

Often times, the simplest responses are the most effective.

A lot of sales, when the customer says I don't need it right now, they start doing everything they can to try to convince the customer that now is the best time to buy, but if you ask "why" it often makes the customer relax, and you can The customer's answer determines what to do next, and truly achieves a degree of advance and retreat.

13. "I understand what you're thinking because I have a lot of customers who are in the same situation as yours. At the same time, they ultimately decide to buy our product because [they have X problems, Y challenges], and our product can Give them [Y returns]. After they have used our product for [X months], [Y results].

• If you want to convince clients not to procrastinate, one of the best avenues is case law.
• Use the classic cases in your sales to tell the customer what value your product can bring him and why he should act now

14. "Thank you very much, if you really can't make a decision right now, then whatever I say will just waste your time. However, I just happen to have something on hand today about [your industry, market, you encounter] Challenge], can I send you some very useful information for your reference?"

• For some customers, no matter how hard you try, you won't be able to convince them to buy right away.
• Because it is possible that the client's budget for this year has been used up, or the company may have issued new regulations, and procurement has to go through a new process, and so on.So, if you just keep pressuring the customer, it will only backfire.
• At this time, you should change your role and become the client's advisor: occasionally send the client useful information to bring additional value to the client.
• In this way, you can build an authoritative image in the minds of customers, and the next time a customer needs to buy, the first thing that comes to mind is you.

15. "Sometimes when a client says they don't need it right now, they actually mean Y. Are you in the same situation?"

• Many sales masters will use this kind of talk to deal with the resistance they can't lift. Why?See the following conversation:
• Client: "I have a meeting soon, you can call me again next week."
• Sales: "Mr. Chen, I've actually tried to contact you many times. Usually, when a customer asks me to call him again next week, it means he's not in a hurry. Excuse me, you are the same. situation?"
• Client: "Okay, if you don't want to call me, then forget it."
• Sales: "I'm sorry, Mr. Chen. I'm very happy to communicate with you, but I don't want to make phone calls to interrupt your work when you don't need it. So, it's better that we can find a time that is convenient for you to communicate with. , what do you think?"
• Many times, when customers say they don't need it for the time being, they may not be interested in your products, and they often don't return your calls and messages. At this time, don't say to customers: "You always say you'll call me back, Mr. Chen", which sounds rude and seems to be blaming the customer.
• Instead, you can use the rhetoric of the above conversation to put the blame on yourself, and you can make the client feel guilty instead.

16. "How can I help you better persuade your team's decision makers?"

• Many times, the client is delayed in making a decision because of the objection of the superior, or he is not the final decision maker at all!
• At this point, you can ask the client how you can help him convince his team's decision makers.
• Therefore, in many cases, asking "How can I help you" can play a crucial role in closing orders.

17. "If you don't decide now, how will it affect the achievement of your goals?"

• If your customer doesn't have any difficulties, why should he listen to you and use the product you're promoting?
• You have to remind the customer how much impact it will have on him by delaying the purchase decision!

18. "If we don't start using the product after X months, what do you think we have to wait Y time to get our desired ROI?"

• By the same token, create a sense of urgency for your customers.
• Tell him that the effect will come out as soon as he uses the new product, so can he afford to wait?

19. "What are your company's current project priorities?"

• Chances are your client has several projects to complete at the same time.
• So, if you can get an idea of ​​the customer's general situation, you can tell the customer that your product can help him now and solve all his problems at once

20. "Have you had any major decisions in your company lately that have kept you from making a decision?"

• The client doesn't need it at the moment, maybe because their budget hasn't been approved, or because the company is about to have major changes, which can make it difficult for the client to make an immediate decision.
• So, ask the client: "Has something happened to your company/industry recently that made you hesitate?"
• If he replies, "Yes, I'm concerned because our budget may be reduced next month," you know the client's difficulty is in the budget.
• If the customer answers: "No. Because our company has more processes, it is not so fast." You will understand the real reason why customers are hesitant.

The arrival of information required by transaction customers

The cheaper the product, the less information customers need to make a deal, such as "anti-blue light phone film".

The more expensive the product, the more information the closing customer needs.

Therefore, in general education and auto industry advertising, they first obtain a list of customers, and then provide more information through sales and on-site experience to close the deal.