How to do mail order sales?
Why? This is the main question you should ask yourself before you hit the ‘Send’ button, writing an email or message to a potential customer or someone who has already bought from you more than once. If you're not writing to remind them of yourself, to congratulate them, or to tell them about the end of the world, you probably want them to respond to it - to place an order, to buy a product, to make a payment. Why should the person who receives your message want to do that?
Betonlogos s.r.o. specialists discussed text communication with potential or existing customers. How to sell in messengers or social networks? What to write to make it easy for the customer to move through the sales funnel? Separately, we will look at such a serious stage of sales as working with objections.
Can you describe what you want to sell in one phrase? An unconventional and memorable headline will grab attention - it may be the only thing the recipient sees. If you can briefly and succinctly explain how the product offered will benefit the recipient, what it will help change or how it will make the wearer stand out, the potential customer is likely to pay more attention to your words.
Specific promises allow you to sell more
Strive for personalised communication. Use a name and take preferences into account if possible. You need to show the customer the value of your offer, which in their world picture will coincide with the price you offer. Use informal language, small paragraphs, short and clear wording. Write with in mind what you, as the customer, would like to hear. Be friendly as well as persuasive.
A catchy headline
A bulleted list will help readers see the information you want to highlight. Use it to create a headline and catchy phrases. Post a link to testimonials or statistics.
Key information
Readers should be motivated to go beyond your message, a clickable link or button will help with this.
Call to Action
An effective sales technique is to increase the responsiveness or reinforce the need of a potential customer by setting a time frame for the transaction. This technique is also used to limit the number of items available in an offer.
Limitations (in time or quantity)
Handling objections in correspondence is an important skill that will help you convince your customer and move them to the next stage of the sales funnel. Don't wait for the customer to start listing reasons why they (in their opinion) can't help but make a purchase. Address these objections in your message in advance. Offer payment plans as a solution for those worried about affordability. Give a link to a landing page with comparison charts that show how your offer differs from the competition, Betonlogos managers advise.
A customer has received your email and doesn't reply or has written that he ‘will think about it’. You can ask for his opinion on the price offered and whether the product is suitable for him.
In response to a request to send a price list, you can write that you have basic prices and you are interested in making a personalised offer for specific tasks and requirements.
The objection ‘It's expensive for me’ has different connotations and reasons. The client may not understand both your offer and the product itself. He may be frightened by financial obligations or he has already found a similar product at a lower price. Perhaps he just doesn't need anything. There are no magic phrases for ‘working with objections’, it is important to be able to recognise and understand the reasons for refusal.
Overcoming Objections
Interaction and engagement
Every message should be targeted to a specific target audience and tailored to their interests and needs. Betonlogos is constantly testing different approaches for effective interaction in messengers and social networks. Experiments with context, regular analyses of reactions and results allow us to improve our developments in sales through text communications.
Betonlogos company specialists not only mediate transactions between partners, suppliers and dropshippers, but also adapt their methods to the unique needs of each customer, maintain interaction and engagement.
A postscript at the end is another way to connect with customers and make your message more personal. Use PS to add information, interesting terms and conditions, a guarantee or a personal address.
Postscript (PS)
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