How to get customers to pay you more in a recession

We all know that the world is in Global recession. Times are hard and business is tough. Some people have stopped spending altogether, others are still clinging to their last few pennies of retail therapy.

Amidst all of this, there’s one way that you can get people to pay your in a recession, but they must pay for a very specific thing.

Before we get to what they must pay you for, let’s examine why this thing is important to ‘sell’ in the first place.

When people buy in a recession, the decision process they go through is very different to the one they use at other times. People are more considered and careful about choosing to commit and then selecting who to commit to.

To spend in a recession, customers have to be even more sure that they need you and then even more sure that you’re worth the money.

Let me take you back to school. Imagine sitting staring out of a window, daydreaming about dinosaurs or dolls or whatever did if for you when you were 8 years old.

Suddenly, you hear your teacher’s shrill voice in the distance and it seems to be barking your name. As you snap out of your trance and look towards the teacher, with an entire classroom of eyes looking your way, you hear the words “PAY ATTENTION”.

I always wondered why teachers wanted attention to be paid for.

But now I know.

If you’re going to get your customers to spend more on you during a recession, the one thing to get them to pay you is attention.

If they don’t PAY ATTENTION to you, they won’t be even more sure that you’re worth the money.

So, before you worry about getting them to spend, worry about getting them to pay attention to you.

First, make yourself easy to understand – your messages, language and the way you explain your thoughts has to be ultra clear. By getting your customers to pay attention to you, suddenly you heighten the importance of the things you say – this focus will make you more aware of the things you need to improve.

Secondly, create a distinct confidence in them that you are the right choice for them. Fully understand what they need and demonstrate how you can satisfy it. Focus not on what you want to sell but the value to them of what they will buy from you.

One of the 6 rules of Instant Impact is ‘Command Attention’ – it only takes us 45 minutes to teach you, through experiences and exercises, how you can command more attention – so that you can get paid for it.