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When you first
buy something, whether you realize it or not, you are
asking questions about the product in your head. These
questions are used in the decision making process of
whether or not you are going to buy something from a
seller. If you are looking to start an online business,
you need to anticipate these questions for a buyer so
that you can be sure your customer is making the
decision to buy. Since you can't be physically present
for your customer to ask these questions, you need to
ask them of yourself first. Here are four questions that
your product needs to be able to answer for the
customer.
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What Will It
Do for Me?
The use needs to be clear for your product. When you
don't specify the use or many uses of an item, the
customer will wonder why they even need to purchase it
in the first place. You will want to think about what
the product is going to do for the customer – you can
even make a list. Then, this list, or perhaps shorter
descriptions, should be on your website to guide the
reader to the answers they are looking for. Perhaps you
can show pictures of how the product can be used or you
can have testimonials from previous customers about how
the item was useful in their life as well. By clearly
showing the usefulness and how the product works (as
well as its limitations), you will increase the chances
of it being sold in the first place.
How Will It Help My Life?
The question that many budget-conscious people are
asking is how the product will help in their everyday
life. If there isn't a clear benefit to the product,
there is no reason to buy it. You want to show that your
product can save time, reduce stress, increase health,
or whatever it is able to do. Show test results,
statistics of satisfied customers or perhaps even detail
how the product helps you in your life. For example, if
you are selling vacuum cleaners, you might want to talk
about how the canister is bag-less or that the HEPA
filter is going to clean the air from pollutants or
allergens. Think about real life ways that your product
will change a customer's life.
Is the Price Reasonable?
Along with showing what and why a product does what it
does, you are establishing the value of the product for
the customer. If you aren't able to clearly show this
connection, you will cause a customer to wonder why they
should spend the money in the first place. The price you
set will begin to show the value that you see in your
product, but alongside the uses and the method of use,
you will truly begin to answer the customer's concerns
about whether the price is right.
Is this Product High Quality?
Of course, no one wants to buy anything that isn't high
quality. You want to buy something that will last a long
time, or at least as long as you will need to use it. In
order to show this, you will want to have clear pictures
of the products on your site as well as accurate
listings of the ingredients or the components of the
item itself. This will help your customer compare other
similar products and it will also help you demonstrate
what a quality product looks like to you.
The more questions you can think of before your
customer, the better prepared you will be to answer
them.
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