Brazil was the Latin American country that recorded the highest growth in digital retail in 2022, according to a survey by Retail X. Brazilian e-commerce grew by US$ 8.1 billion in sales revenue, compared to previous year — about R$ 41 billion, at the current exchange rate. The forecast for 2023 is even better, with a projection of BRL 185.7 billion.
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However, to keep up with the increase in sales and take advantage of the growth opportunity for your business, you need more than being present in the digital market — the entrepreneur needs to stand out:
“Despite having a large space for development, competition is high in the sales sector, whatever the product and/or service offered, and this means that other factors become important to retain customers and attract them, in addition to of the quality of what is being sold”, explains Diego Freire, CEO of the Huggy digital service platform.
Thinking about helping entrepreneurs to raise the level of their sales in 2023, the executive developed a list of 10 tips, check it out:
10 tips to sell more in 2023
1. Shift the focus to the person
The specialist reinforces that it is important to think about the product to be offered, its quality and differential. However, it is necessary to remember that the customer is a person, who wants to be understood and well served. By directing your focus to what customers want, the relationship with consumers will evolve beyond just “selling” — helping to build customer loyalty.
2. Research before contacting
To attract new leads and customers, you need to know their profile, preferences and thus offer something that the user wants. Investing in chatbots and artificial intelligence that capture this information, based on that person’s searches on your e-commerce, are useful resources, as they allow for more assertive suggestions when sending an email or message.
3. Create a connection first
The customer needs to be treated with as much quality as the one offered in your product or service. Therefore, avoid cold interactions by adding questions to your chatbot that demonstrate that you care about what the consumer thinks, such as “how can I help you?”, “do you need anything else?”, “do you need to ask a question?”, between others.
This connection can still be continued after completing the purchase, through questions and feedback polls. That way, the customer will have the opportunity to say what he thought of the experience, and your company will have the intelligence to reinforce its strengths and know where to improve.
4. Define who your buyer is
One of the pillars of digital marketing is the definition of the target audience, or the famous “persona”. By narrowing your reach, it is possible that the number of buyers will decrease, but the number of sales will increase, as people who want your specific product will know where to find it.
5. Contribute, then sell
The executive gives a special tip for companies that offer products and services to other companies. When you see that an organization is going through a difficult process and your solution can help, offer to help. Starting the conversation by selling your product can sound off-putting and offend the organization’s leaders.
So, before anything, chat, ask, offer help. The moment there is an opening, engage your service and pitch your business.
6. Ask questions and listen
For a good relationship with customers, it is essential that the seller listens and seeks to understand what his audience wants. The expert brings the following example:
“(…) suppose you arrive at the clothing store and the attendant asks you what you want, you say you want a white dress, but she shows you a red one, without giving any explanation, just saying it’s prettier. first thing you’ll do is complain and say it wasn’t what you wanted.”
To make an assertive sale, listen carefully to your consumer and, if you don’t have what he wants, act honestly and check if the person is open to other suggestions. “Even if the purchase is not made at that moment, the customer will certainly respect your sincerity and seek the company another time”, concludes Freire.
7. Know the psychological pitfalls
As the body receives information, it can react in different ways. The executive explains some strategies that can help influence the public’s decision on a purchase, check out:
Decoy effect: offering a third option, between two, can help with the choice;
Rhyme Effect: Statements that rhyme make them feel more true.
Confirmation bias: We are more likely to believe and trust claims that align with our realities and beliefs, and more.
8. Speak at the Buyer Level
Align your strategy to the customer profile. Be more formal or relaxed, observe who you’re talking to and adapt to their expectations — without losing your brand’s DNA, of course.
9. Create an emotional climax
As Freire explains, in addition to the rational part, decision-making always has an emotional side that can be explored. Regardless of your product, think of ways to elicit feelings from your customers that will help them see the value of your product and thus finalize a sale.
10. Remember you are selling to one person
Despite the day-to-day rush — with huge amounts of e-mails and purely digital contact —, leave the automatic mode and remember that it is a person on the other side who can feel the “robotization”.
“For this reason, let the conversation flow to a more personal issue, as long as you are careful, after all, this will relax a little and give the feeling of personalization for the services”, concludes Diego.