Imagine this for a moment : That You have shifted your House and moved into a new locality and You want to buy gold ear-rings ( for whatever reason.. for self or as a gift). What would you do?
Since you are in a new locality and cannot access your regular jeweler, you will ask friends for their recommendations. Once you have a few names on your list, you will go to the shops and look around. You will check out the making charges and the craftsmanship of the pieces on display. You will zero in on one jeweler and make your purchase. (0% of the time, since this is your first purchase from this jeweler, you will buy a somewhat less expensive piece. Depending on how the piece wears and your experience during the purchase, you may decide to continue to buy all your jewelry from that particular jeweler.
So what am I getting at?
For most customers, trying out a new shop/ store/ service provider is a risk laden process. You can make it easier for them by reducing the risk involved. Don’t try to sell your most expensive, deluxe, top-of-the-line package at the first go.
Allow your customers the benefit of a small initial purchase that will prove to them that you are providing a quality product and great service. Let them experience this first-hand without having to part with a big payment up-front.
Once they have done business with you, once they have experienced your wonderful product and superlative service, that’s when you can build a long lasting relationship and move towards getting bigger orders/ larger purchases from the customer.
A trial version of your product / service, some freebies to the first-time customer, or even an easy installment payment facility are some of the ways to reduce the prospect’s wariness and ensure that they do business with you.
An ideal example that comes to mind immediately is Shampoo sachets. You buy a sachet because it doesn’t cost much and if you don’t like it, you aren’t obliged to finish the whole bottle. But if you do like it, chances are, you will go ahead and buy a big bottle full of it.
Analyze your business and what sachets you can come up with. Make it easier for customers to try you out. The more appealing your initial offer, the more people are likely to try you out. Once they’re hooked to the quality you provide, you have them for life!