The 2 Reasons Customers Don't Buy That People Who Get Told "I'll Think About It" Don't Know

"I'll think about it."

The conversation was lively, they listened to the product explanation, and you thought they would buy it, but for some reason, they didn't.

When your boss asks,
"Why didn't that person buy it?"
you get stuck for words.

In your heart, you feel frustrated not knowing the reason, thinking,

"I'm the one who wants to ask why they didn't buy it!"
and you feel uneasy.

I think everyone has had that experience.

However, if you don't know the reason they didn't buy, you can't improve. Today, I'll talk about the [2 reasons customers don't buy].

By knowing the reasons customers don't buy, your actions to lead to a purchase will become clear.
You can also reduce the number of times your purchase is postponed with "I'll think about it."

Please use this as a reference.

⚫︎ The 2 reasons customers don't buy

The reasons customers don't buy are,

1. They have anxiety

2. They can't find a reason to buy

I believe these are the only two reasons.

⚫︎ They have anxiety

It goes without saying, but if there is "anxiety," it won't lead to a purchase.
The content of the anxiety varies from person to person.

・I feel like it doesn't suit me.
・I might not use it.
・I have something similar.
・There might be something better elsewhere.

etc.

If a salesperson continues the service without noticing the customer's anxiety, the customer will eventually say, "I'll think about it."

"Noticing the customer's anxiety" and "resolving that anxiety"are important.
To know the customer's anxiety, there are the following methods.

1. Ask questions

Try asking honestly, such as "Do you have any concerns?" Do not neglect this confirmation.

2. Read their facial expressions

When we salespeople are desperately explaining products, there are customers who cannot express their anxiety. Even if they don't say it in words, the customer's true feelings may be hidden in their expressions, such as "looking awkward, looking troubled, or looking bored." When the customer's expression doesn't brighten up, do not continue the service as is, but confirm carefully.

3. Dig deeper into customer questions

When a customer asks a question, it is highly likely that they are concerned about the content of that question.
For example, if they ask, 'Is this trendy this year?', simply answering whether it is trendy or not is not enough.
Are they asking because they are anxious about trendy items? Or, conversely, do they want to wear trendy items? By digging into 'why the customer asked this question,' you can resolve the customer's anxiety.

• No reason to buy found

So, if all anxiety is removed, will it lead to a purchase?
That is definitely not the case.
While having no anxiety is a prerequisite, there are cases where a purchase will not happen without a reason to buy (= an excuse to buy).

For example,

When it comes to high-ticket items
When it comes to impulse buying

In these situations, it is difficult to decide to purchase without a reason to buy.
And,the reason to buy is something that the salesperson should communicate.is.

Reasons to buy include 'a reward for yourself,' 'rarity,' and 'exclusivity.' Rather than overthinking it, it is recommended to honestly convey the reason you want the customer to buy it.

People are creatures who feel guilt about buying when they shop (especially with unplanned purchases like impulse buys), wondering if it is really okay to buy.

That is why they crave a 'reason to buy'.

'Because it's fate'
'Because I work hard every day'
'Because it's an anniversary'
'Because it suits me so well'

Any reason to buy is fine as long as it is a phrase that gives the customer a nudge.

Let's support customers so they can shop comfortably by communicating a reason to buy.

The above are the reasons why customers do not buy.

Conversely,if you can 'resolve anxiety and communicate a reason to buy,' it will become much easier to lead to a purchase.

Thank you for reading to the end.
If you 'could empathize' or 'found this helpful,' I look forward to your likes, follows, and comments. It is a great encouragement.

If you have time, I would be happy if you could check out the related articles!