[E-commerce Daily Question] Why do buyers pay?

The reason why buyers are willing to pay for it is because your product can meet his needs and achieve the results he wants (dream). On the premise of meeting the needs, whoever buys it depends on who is more credible. In front of a stranger or in front of a seller who has never dealt with, all information is only a reference at most and does not represent the final result, especially what kind of result you will get in the end.

When you complete a deal, you will find that there are actually only two factors: demand and trust.

As Taobao sellers, all the marketing work we do is to work hard on demand and trust, but in detail, the actual transaction process is divided into four steps: (1) Attract attention. (2) Inspire desire. (3) Eliminate risks. (4) Refuse to procrastinate.

You may have noticed that the words described in these steps can feel the correlation with "human nature". In the same sentence, marketing is about understanding human nature and meeting human nature's needs, and ultimately selling the goods on this basis.

These steps must be presented on each page of our store. The more you do and the more in-depth you are, the higher the buyer's response rate and the more sales you are. Buyers are the sellers' parents for food and clothing. Sellers take more risks. Taobao is not only a trading platform, but also a new shopping environment. It has changed people's shopping habits and established new shopping rules, that is, both buyers and sellers are more honest. To be honest, you can't make it on Taobao by fooling and deceiving.

It is not only because the tools provided by Taobao make information more transparent, but also because the entire network environment has entered an era of reputation and interaction. Good products and services can be instantly spread throughout the Internet and will be known to everyone. Similarly, bad goods and services can also be spread throughout the Internet in an instant, and the result is likely to be infamous. "Defending the people's mouths is better than defending the river." In the Spring and Autumn Period, people knew that they could not stop the mouths of the people, let alone in the 21st century and in the Web3.0 era?

In order to correct the seller's mentality, we must re-understand the relationship between the seller and the buyer. Only when your mentality is positive can the starting point and attitude be different. Why must we have the right starting point and attitude? Because you want word-of-mouth spread, because you want to establish your own image. In a word, because you want to do a long-term business! So, what is the relationship between buyers and sellers? Judging from the relationship between buyers and sellers, buyers are the sellers' parents of food and clothing. All costs for professional sellers are the profits contributed by the buyer. The clothes we wear, the house we live in, the cars we drive, etc. are all achieved by buyers. Without the support and support of buyers, you will not have success!

This seems to be a big deal, and it seems to be a big problem. It seems that we have to provide the buyers and burn incense and kowtow every day. Actually not that serious. As a buyer, I just hope to buy something that I wish, and I just hope that the seller has a passionate attitude and a smiling face like his relatives. That's all, if you can do it, you don't have to be polite about the money you should make.

Although the buyer's requirements are not high and they are within a reasonable range, in the mood of "gratitude", we will do two more points to make the buyer feel grateful and praise everywhere.

(1) Take more risks that should not be borne by the buyer. Any transaction has risks. Putting aside subjective factors, unpredictable and uncontrollable factors, if the buyer still feels that there is risks, if the seller can bear more than others, he will win greatly and the buyer will be very happy. Risk is like a threshold, blocking it high, blocking many buyers out of the door. It’s not that they don’t need it or that they don’t want to buy it, but that they are afraid that after buying it, they will not be able to achieve the results they want. If the seller takes the initiative to take more risks, it is equivalent to flattening the threshold, and people blocked outside the door will flood in and make a deal with you. In this way, you will understand that the conversion rate is low and the more you see, the less you buy, because the people who dare to buy are the boldest among the people who see, and they are also afraid of risks, but they have to try it out due to helplessness.

(2) Continuously give back to new and old customers. A big seller did this and made 1.5 million yuan the year before. He planned to give 100,000 yuan back to new and old customers, and he was a little grateful. This feedback suddenly caused the business to explode, and the reputation quickly increased. Buyers shared praise everywhere, and the profits that year were more than quadrupled compared to the previous year. Therefore, the buyer also has a sense of induction. If you give back to him, he will repay you twice as much.

Repeat that sentence again: Manage people’s hearts!

This article comes from: http://www.shxuanming.net . Please indicate the Laogao e-commerce circle - let the world have no difficult e-commerce!