Ok, some may think watching a home shopping network may be a time drain or un-educational and some may love them, but the truth is, those ‘shopping experiences’ can be exactly that…an experience. In fact, because of the TV show, “Shark Tank” (the show where up-and-coming business owners pitch their ideas to super successful investor moguls) and Lori Griener, also called the “Queen of QVC” (who has helped launch more than 400 products and holds 120 U.S. and international patents) many people have started to take serious notice to the super success of those “television and online shopping” networks… and with good reason.
You see, QVC and those other Television Shopping Networks use very strategic methods for make high-profit sales and you could be using them in your business to make more sales too.
Here’s the top four I learned from QVC today:
It’s More Than Just Showing Your Goodies:
By goodies, I mean showing casing the benefits and features of your products…More than simply telling me about all the wonderful ‘bells-and-whistles’ a product has, QVC does an amazing job of explaining all the benefits and features of a product AND more importantly provides examples of how the product could benefit me in my daily life. To take it a step further, for most products, they even provide examples of how the product “magically” improved their lives. In some sales, trainings, this practice is known by the acronym, WIIIFM, What Is In It For Me, approach. When talking about your product to a potential customer, it can be easy to talk mainly about all the features that your product has, however, it is most important to highlight what the potential customer can expect to receive (how they benefit) when using your product.
For example, if you are selling a vacuum cleaner that can pick up dirt faster than any other vacuum on the market, then a good WIIIFM statement with examples could sound like, “This vacuum cleaner has a 300 hydro-beam suction power that can pick up dirt 7x faster than any other vacuum, WHICH MEANS, you could be done with your housework 2x faster than usual, and enjoy more time with your family, or doing the things you love”. Using the above statement, you take the customer all the way through the idea of how it will benefit their lives by giving them more time to spend doing the things they love.
Of course, that is just one simple fictitious example and there are tons of trainings on this specific topic, but it is important to highlight, what I consider to be one of the most important components of a good sales presentation.
Hey There Good Looking
Have you ever noticed that the hosts on QVC or most other Television Shopping Networks always seem to have the nicest hands, or the most whitest smile, or the most eye catching bling..that is probably not by accident. Those ‘selling’ networks know that they have to display their products in the ‘best possible light’. In other words, they will showcase their products in ways that make the product “shine” Using this tip in your business, it is important to remember, when showcasing your products it is important to make them ‘look good’ too. For example, if you are selling jewelry online, you may want to be sure to have good pictures that show the detail of your product. If you are not good at taking said pictures (like me), then maybe you could recruit a photographer to take photos of your jewelry..OR another example could be, if you are selling online programs, then maybe, you could have someone take your professional headshots or create some good graphics for your programs. I’m not saying go out and spend tons of money, but converting viewers to buyers can be a very visual decision.
Create Sales Limiters
Here is another fun tip that we can grab from QVC that many people may not be aware of; when watching QVC or an infomercial, have you ever seen the part where they say “if you act now we will do XYZ” this too is a very strategic selling tactic to create urgency. Again, using this tip in your business, when selling your product, it may be fun and even very profitable to host a special limited time offer. This is the same thing a creating a “one-day-sale”..or providing a special bonus for those who take immediate action (like pull out their credit card and buy your product on-the-spot).When creating a limited time offer, it is also important to give the offer then “close-the-offer”. In other words, it is important to actually create an end date for the offer. You see, by providing a limiter, a one-day-sale, or immediate action bonuses, provides heavy incentive for potential customers to buy your product immediately.
Note: To ensure the integrity of your product or services you should truly honor the date that sale or special offer ends —and actually end-the-sale. Secret: You could always re-offer another special, or immediate action bonus again in the future.
Just Talk Amongst Friends
Every time, I am channel surfing and I cruise a home shopping network or QVC and I actually stop for more than a brief moment to hear about the product they are selling, I always get “suckered” into watching just-a-little longer. Why? Well, I believe it is because when those home shopping networks are selling, they don’t sound like they are hard-selling….if they did, I probably get super grossed out by their obvious annoying sells tactics and would quickly change the channel..BUTTTT NOOOO, those well manicured hosts, actually sound like they are talking to me like my girl-friend, who poured me a glass of wine, sat down next to me, and “just happened” to simply recommend a great product she found… and how she is seeing great results using it..and more importantly, how it would be awesome in my life too.Point in case, when using this tip in your sales conversations, be-your-self and talk to your customers as a friend. When you come from a place of authenticity, you are better well received and your customer will show it too. Hopefully, by happily whipping out that bold credit card and becoming your biggest client or customer and telling all her friends about your business too. (Hey, a girl has dreams).
There you have it, my attempt to turn my guilty TV watching pleasure into something ‘shareable’. Of course, there are a few more tips and tricks that I learned from watching home shopping networks, but I know you have a life. So, I will leave you with the above and send you with much love and success for your next sales gig.
Until next time,
Ready to start Selling Your Goodies (products or programs) and add an extra 24K to 50K to your bottom line but don’t want to learn how the hard way?…or just don’t know where to start? Then join me for a free live 1-hr webinar training “Make Money Live” Lyanca– I’m ready to grow my business through live events sponsorships and I want to fast-track my results!
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