How to sell when customers look unenthusiastic to buy…

In a down economy, consumers want to spend money on something they feel will improve the quality of their life – a purchase they can feel good about (investment spending) – or on something that is absolutely necessary (mandatory spending).

You have to evaluate your business according the above statement again and again. I am sure that you will discover powerful marketing tools to uplift your sales during recession times. So the message you have to give to the potential customers is that your product or service is something the consumer needs, instead as something that will be good to have or an investment in time (the pay-off is that the product will improve their lives in some way).

You have to forget “luxury” items ads. Until the market goes up again and unemployment goes down, unless you are selling to the real wealthy people, very few consumers are dropping bucks on luxury items these days.

Take a look at Lowe’s, Wal-Mart, Best Buy, shopping malls, and even local grocery stores. Everywhere you go merchants are cutting back on high-ticket inventory items. One New Jersey car dealership even recently offered “buy an SUV and get a car for $1.00” promotion to move expensive gas-guzzlers.

Services and Products that are Always in Demand

Novelty items come and go, so it is never a good idea to rely on long-term success with just luxury, fancy ideas. Be sure to also develop product lines and services that can provide consistent and more predictable income than trends and fads.

Even when the economy takes a dive, there are still certain industries niche markets that remain strong because the need and demand for services is ever-present. Consumers may be willing or able to spend less, but certain industries serve major life events that happen every day.

Consumers always need goods and services for:

·                        Babies & Children 

·                        Health and Fittness

·                        Weddings

·                                     Funerals and Loss of a Loved One

·                                     Special Occasions

·                                     College and School

·                                      Holidays and Travelling

·                                     Insurance

No matter what you are selling at the moment it will sell better if you can convince people they need it or will benefit from your products and services in one way or another. If you can attach your business marketing strategies into major life events and needs (not as a status symbol or "bling") you will have a better chance of selling your products in a very stale market.

The bottom line of your marketing message must be simple, attractive and covers consumer's mandatory needs.