There are two ways you can go about selling a lousy product. The first is to use science, and the second is not to use science. If you’re going to be in business for any length of time, you’ll probably want to avoid the latter option.
But what does it mean to use science in sales? It means using research techniques that help determine whether or not consumers will actually buy a product before you make it available on shelves or online.
| Takeaways |
|---|
| 1. Science Offers Insights: Utilize scientific research to gain valuable insights into consumer behavior, decision-making, and cognitive biases. |
| 2. Cognitive Biases Awareness: Understand common cognitive biases that influence purchasing decisions and tailor your sales approach to address them effectively. |
| 3. Persuasion Techniques: Apply science-backed persuasion techniques such as social proof, scarcity, and reciprocity to enhance your sales strategies. |
| 4. Neuromarketing Insights: Explore neuromarketing principles to tap into the subconscious factors that drive consumer actions and preferences. |
| 5. Behavioral Economics: Incorporate behavioral economics concepts to design pricing models and offers that align with how customers perceive value. |
Experiment First, Then Write Up A Product Description
If a product doesn’t sell, it’s not necessarily because the product is bad. It might be that you’re selling it to the wrong audience. If your sales aren’t what you’d like them to be and you’re still convinced that your product is worthy of attention, then try this:
Test different price points by listing your product at various prices (e.g., $9, $12, and $15).
Test different descriptions by writing five or six variations on what the buyer will get when they purchase the product and post them as different descriptions with links to your original page where they can buy it.
Test different images by posting one image per variation of description so that every time someone clicks on one link they see a new picture instead of just seeing one static image over.
And over again in each variation of description (this helps keep things interesting for users who may want variety but don’t want too much variety).
When testing comes back positive, meaning that some combinations work better than others you’ll know which elements need improving.
Before launching an online campaign or sending flyers around town; these tests will give insight into how customers react when presented with certain options for marketers like yourself!
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Your Product Description Needs To Be Clear And Concise
- Write short sentences.
- Use simple words.
- Write in the active voice (use verbs instead of nouns).
- Use the inverted pyramid style (start with your main idea, then move on to supporting details).
- Use lists, bulleted and numbered lists are particularly effective for conveying information quickly and clearly.
Subheadings are also helpful for keeping readers focused on one topic at a time.* Boldface text can be used to emphasize key points or break up large blocks of text.* Italics can be used to indicate an emphasis on certain words or phrases.
Underlining is reserved for URLs, but may also be used as an alternative way to underscore (not italicize) text.
Images can illustrate concepts that would otherwise need several paragraphs of writing to explain; they’re especially useful when it comes down to selling products that don’t have many technical specifications but do have a visual component like home appliances or clothing items!
You Should Assign A Project Manager
To make the most of your limited time, it’s important to assign a project manager. The project manager should be familiar with the product and can help guide you through its features.
In addition, they should be able to keep the group on track by asking questions (or calling out when people are going off course).
The best way to use a project manager is for him or her to serve as an editor for everyone else’s slides and presentations.
If someone starts talking about something that has no place in this presentation, or if there’s too much information being presented at once, jump in with a feedback question: “I’m sorry but I don’t think we have time for this.”
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Describe How Your Product Solves People’s Problems
When you’re trying to sell a product that no one wants, your first step is to start by describing the problem it solves. For example, let’s say you’re selling a new type of dental floss that helps people avoid tooth decay.
You should then explain how this product is different from other solutions on the market: how it works differently from regular dental floss or mouthwash; why people will like using this kind of dental floss even though they don’t have to; etc.
You can also talk about how easy it is to use and how affordable (e.g., “this new kind of dental floss only costs $3 per roll”).
Try Different Names Until You Find One That People Respond To
If you’re lucky, someone will tell you what they think the name of your product is. You can usually get an idea of what they mean from the context, but sometimes it’s hard to tell.
If that’s the case then there are some simple rules for naming a product:
- Don’t get too attached to a name; if possible, don’t use it at all until you’re sure people will like it
- Make sure your product name isn’t too long or too short
- Make sure not to use any words that are similar in sound or meaning (e.g., using “meme” as part of another word) because this can make things confusing for customers who want to buy your product
When customers visit websites like Amazon or Google Play Store, they want things that are easy and fast, and this means names should be short enough so they stand out from other competing products!
Write An Explainer Video
The best way to convince people who are new to the idea of your product is through an explainer video. These short videos help people understand what your product does and why they should care.
They’re also great at simply explaining complex things, which will make you seem like a genius.
Explainer videos come in all shapes and sizes, but most follow a similar format: they start with one question or problem that needs solving; then they clearly explain how your product solves it; and finally, they show how awesome that solution is with some amazing visuals.
This format works well because it allows you to demonstrate how the user will benefit from using your product while still giving them enough context so that they understand what’s going on (or at least feel confident enough not to ask questions).
Make Sure Your Product Is Easy To Understand From The Video
The second way to make your product look better is to make sure it’s easy to understand.
This might seem obvious, but people tend to forget that the audience for a product video is probably not a bunch of scientists. You want them to understand what you’re saying, so use simple language and short sentences.
Don’t be afraid of using simplistic language! This doesn’t mean dumbing things down. Rather, it means recognizing that most viewers will not have a scientific or technical background and will need help understanding what you’re explaining.
You also want people who watch your video to feel like they could be sitting with you at lunch talking about this stuff over a burger and fries not that they’re being lectured at by an expert (unless they are)!
Use conversational tones and relaxed postures to convey this feeling of familiarity with the material while still appearing professional.
A calm voice will go a long way toward making sure people keep listening even when something gets complicated or boring;
Practice reading out loud until you find one that’s natural for you without sounding awkward or forced. Finally, remember: friendly facial expressions go hand-in-hand with friendly vocal tones!
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Collect Reviews From Users And Make Sure They’re Honest
When you’re selling a product, reviews are key. You need to collect as many honest ones as possible. The more you collect, the better off your business will be. A single positive review can do wonders for sales and marketing efforts. Here’s how to get them:
Ask your customers for feedback on their experience with your product or service. Don’t just ask if they like it ask them why they like it!
This way, you’ll know exactly what aspects of your product they enjoy most (and which ones they don’t). Then use this information to improve future iterations of that product or service and make more sales in the future!
Include Pictures In The Product Description
A picture is worth a thousand words. If you want to improve your product description, include some pictures of the product itself. This will help customers understand how your item works and what it looks like in person instead of just reading about it.
You can also use images to show off how your product is made, for example, if you’re selling an accessory for your phone or tablet and have a photo of the manufacturing process, it will make people feel more confident that they’re buying something high quality.
Choose an Appropriate Price For Your Product, But Also One That Will Get You More Purchases
You can use science to determine the right price for your product.
Choose a price that is appropriate for your product, but also one that will get you more purchases. The most important factor in pricing is competition: You want to be in the ballpark of what other similar products are selling for.
Make sure your product has a fair price so customers will buy it again (and maybe even recommend it!).
Remember that quality matters when setting prices people don’t want to pay extra just because your stuff appears nicer than another brand.
Also, remember how branding works if you’re known for being expensive, customers might expect their item to cost more than usual just based on its brand name alone!
Answer Customers’ Questions When They Have Them
If you don’t know the answer, say so.
This might sound like a simple idea, but it’s often overlooked. Customers will appreciate it when you’re honest about what you do and don’t know and they’ll respect your willingness to learn more about their problems.
If the customer wants to talk through their challenges with the product in person or over the phone, offer them a way for them to get in touch with someone who can help!
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Add A Money Back Guarantee To Your Buy Button (Optional)
Money back guarantee is a way to reassure customers that they won’t lose money if they buy your product. It can be a good way to increase sales, but you don’t want to use it with every product.
For example, if you’re selling something like a backpack or shoes, customers should be able to try on the item before buying it (and see how it fits).
In this case, offering a money-back guarantee would not make sense because the customer wouldn’t have experienced what they paid for yet anyway!
If you decide to offer a money-back guarantee for your product(s), make sure that everything is clearly explained in detail on the page where people make their purchases.
You may want them to fill out a survey after purchasing from you so that everything was satisfactory and then give them several days or weeks before asking for feedback about their experience with your business–this gives everyone time
Build An Online Store For Your Product And Use The Strategies Above To Sell It
Take a look at how many websites are out there. Millions of them. And most of them have products on them. But if you’re like me, you probably don’t know how to make your website.
If this is the case, don’t worry! There are plenty of people that can help you get started and set up an online store for your product.
The best way to sell a lousy product is by using science and psychology to trick people into buying it from you!
Delve into the reasons why certain ads might not resonate with your audience. Uncover the psychological aspects that contribute to ad aversion and learn how to create more effective campaigns. Explore the insights in our discussion on why our brains sometimes hate ads for valuable marketing knowledge.
Conclusion
The point of this article is to show you how science can help you sell a lousy product. We’re not saying that you should sell a lousy product, but if you do want to do so and need some help with sales, then the advice in this article might be just what you need.
To demonstrate how science can help with selling a lousy product we had two examples: the first was on an internet forum where someone asked about how they could get rid of their boring tomatoes;
The second example was how I tried to sell my new iced coffee flavor which tasted like burnt toast (we renamed it “burnt toast” after testing it on our friends and family).
I know what you’re thinking – why would anyone buy burnt toast?! Well, at least one person did… me! And as for those boring tomatoes, well who wouldn’t want to eat them when they are sold as “extra-boring”?
Further Reading
Explore more insights and strategies related to the intersection of science and sales:
6 Ways Science Can Help You Sell More: Discover six science-backed techniques that can enhance your sales approach and lead to better results.
Science-Based Selling Techniques: Dive into a collection of sales techniques grounded in scientific principles, helping you optimize your sales process for success.
How Science Can Make You a Better Salesperson: Listen to an expert discussion on how incorporating scientific insights can transform your sales skills and make you a more effective salesperson.
FAQs
Explore commonly asked questions related to the theme of science-based selling techniques:
How does science influence sales strategies?
Science plays a vital role in shaping effective sales strategies by providing insights into human behavior, decision-making processes, and cognitive biases. Leveraging scientific findings can help tailor sales approaches to align with how the human mind works.
Can science improve persuasion techniques in sales?
Absolutely. By understanding psychological triggers and cognitive biases, salespeople can adapt their persuasion techniques to be more impactful and convincing, ultimately increasing their success rates.
What are some examples of science-backed sales techniques?
Science-backed sales techniques include using reciprocity principles, social proof, scarcity, and understanding the psychology of decision-making to influence potential customers positively.
How can sales professionals incorporate neuroscience into their approach?
Sales professionals can integrate neuroscience by understanding how the brain processes information, emotions, and decisions. This knowledge can guide them in framing messages and interactions to resonate with customers on a neurological level.
Are science-based sales techniques universally applicable?
While many science-based sales techniques are grounded in human psychology, their effectiveness can vary based on cultural and individual differences. Adapting these techniques to specific contexts is essential for achieving optimal results.
Costantine Edward is a digital marketing expert, freelance writer, and entrepreneur who helps people attain financial freedom. I’ve been working in marketing since I was 18 years old and have managed to build a successful career doing what I love.
