Welcome to Episode 057 of Optimized Ecommerce – A Multi-step Process to Sell Your Physical Products. I’m your host, Tanner Larsson, CEO of BGS.
BGS means Build Grow Scale! It is a community that we founded where eCommerce entrepreneurs and physical product sellers come to learn how to take their businesses to the next level.
Joseph Liu is one of the BGS Revenue Optimization Experts. He works in our amplified partner program as well as our amplified stores, doing all the optimizations and helping the stores grow.
Joseph also works with the BGS ads team, helping with the information side of the business, and helps teach in some of our various education programs. He’s a well-rounded person in the ecom space, and we are very glad to have him as part of the BGS family.
Here’s just a taste of what we talked about today:
Joseph discussed the common mistakes most ecom stores make when it comes to selling.
What most ecom stores do with their first potential customer is putting their product out there and saying, “We are the best”, “Buy our product”, “We are good at this” or “We are awesome”.
It is mostly all about them which freaks out most customers.
Doing this type of strategy does not connect to the customer. You must be clear about what is in it for them. The process should be getting them through the emotional journey of introducing your product in terms of what it is that you’re trying to sell, how good your product is, and why they should buy from you.
To overcome this type of mistake, stores can use the Spotlight Method. This is where they can turn the spotlight on their customers and focus on what their hopes, dreams, needs, and goals are; instead of focusing on the company’s goals, attractiveness, and traits.
Then, we dig into the specific reasons why emotions are so important in the sales process.
Most buyers purchase a product because they are going through transformation; from point A to B or looking for a change of status.
An example would be people who buy a new car. Most of them are looking for a change of status or a transformation that would fit with their emotional needs.
Emotion is a deep factor to tap into when it comes to selling because it is how most people base their purchases. If a store can fulfill that emotional need through a product that solves their problem; conversion increases.
And then, we dive into the best ways to use emotion in a sales process.
One of the best ways to use emotion in a sales process is through storytelling. Telling stories allows people to get emotionally invested in your product.
There’s a saying that’s often used in the BGS Revenue Optimization team, “What story does to information is the same as what music does to noise.”
We also discussed a few other fun topics, including:
- The importance of giving logical reasons to your buyers.
- Additional tactics that would help convert the sale.
- How to survey your customers and acquire the data that’s needed in selling.
But you’ll have to watch or listen to the episode to hear about those!
How To Stay Connected With Joseph Liu
Want to stay connected with Joseph? Please check out his social profiles below.
- LinkedIn: LinkedIn.com/in/joe-liu
Also, Joseph mentioned the following items on the show. You can find them on: