8 Signs Your Prospect Wants to BUY!
Sometimes it can be hard to tell when somebody is going to buy from you. You probably wonder all the time…is this person just trying to be nice or are they actually interested in what I have to offer?
If you’re like me, you’ve wasted a lot of time with people you considered prospects who weren’t actually so. They said they liked what you had, but they just didn’t want to hurt your feelings. Any time spent with those people is wasted time. There’s no point dealing with them unless you truly delight in building relationships regardless of the business outcome.
But honestly…those are great, but clients are better.
So how do you know if a prospect is real or not? Look for the signals! Here are 8 signals that will tell you not only if they’re interested, but also if they’re ready to buy!
- They Want to Know Availability: You know they’re curious when they start asking whether you have something in stock or not, what your hours are, or when you have an opening in your schedule.
- They Want to Know Price: A question such as “How much do you charge for your services?” is a sure sign that they’re interested in using your services. Sure, it can sometimes be tough to meet their price expectations, but it’s never hard to justify your price by explaining the return on investment they’ll receive. But that topic’s for another day…
- They Want to Know about YOU: Prospects want to know you, like you, and trust you before they buy. If they start asking questions about you, this is their way of getting to know more about you so that they can build a relationship with you before becoming a client or customer. (examples: How long have you been in business? What’s your background?)
- Repeated Information: Sometimes somebody just wants to be sure about something before they actually buy. If you have prospects asking you to recall something you told them before, it means that it mattered to them – regardless of the fact that they forgot.
- They Want to Know Features: When you go into the technology store to buy a computer, what do you do? First, you look for a computer that fits your price range and then you compare the features, right? It’s the same with anything. Somebody who wants to buy doesn’t just want to know about you and your price, but they also want to know what you have to offer them before they make the purchase. If somebody is begging to know more, it’s because they’re hoping you can do what they need done.
- They Want to Know Your Guarantee: When have you ever made a big purchase without asking about the guarantee first? It’s unheard of. If stores didn’t have a standard 30 day return policy, people would be scared at the thought of buying a plasma TV, computer, or almost anything over $100 without knowing if it would work or not. Guarantees and return policies put the customer at ease…if they’re interested in yours it’s because they want to buy!
- They Want to Hear Stories From Others: Testimonials are credibility builders. Pretend you’re a photographer for a minute. If I’m interested in your services, I’m going to make sure that I’ll be getting quality pictures. If I’m actually going to buy from you, I’ll always ask if you have some references, testimonials, or past projects that I could look at – this is my way of making sure you’re legit so that I can give you my business.
- They Want to See More: Sometimes people who always want to see more can be the biggest time wasters on the planet, other times they can be your biggest success stories. “Show me how you do that again”…
There are literally hundreds of signs to watch for when you’re wondering if somebody is actually going to buy or if they’re just wasting your time. If you’re serious about promoting your business, then you need to maximize your efficiency by spending more time with those that will buy and less time with the others.
The key is to always be looking for genuine interest. You’ll see it when you look for it and you’ll start to realize the big-time differences between buyers and tryers (I know it’s not a word).
Start putting imaginary labels on people’s foreheads so you can maximize your efficiency…and always remember that a buyer = money and nice people who are just pretending to like your products or services = a waste of time.
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