Effective Techniques to Convert Hesitant Customers
If you work in the inflatable manufacturing business, you’ve heard this before: “I’m just comparing prices for an event next month.”
Many salespeople give up in these cases, but price-focused customers can be converted with the right approach. In this article, discover proven strategies to close more deals, even with indecisive clients.
1. Avoid the Instant Price Trap
When a customer asks, “How much does an inflatable cost?”, quoting a price straight away can kill the sale. Instead:
✅ Ask strategic questions:
- “Is this for a children’s inflatable, advertising, or another occasion?”
- “Do you need delivery, setup, or any custom design work?”
🔹 Goal: Understand the customer’s real needs to offer the best solution—not just the cheapest price.
2. Highlight What Your Competitors Don’t Offer
If the customer is fixated on price, show them why your inflatable is worth more:
✅ Irresistible selling points:
- Reinforced safety (heavy-duty materials, certifications, UV protection).
- Repair kit included (a major advantage for rental businesses).
- Free customisation (e.g., company logos for corporate events).
🔹 Example line:
“Many clients come to us after bad experiences with inflatables that tear easily. Ours feature double-stitched seams and a 1-year guarantee.”
3. Create Urgency (Without Being Pushy)
If the customer says, “I’ll think about it,” use these tactics:
✅ Production lead times:
“We make to order, and the average turnaround is 15 days. If you confirm today, we’ll guarantee on-time delivery.”
✅ Time-limited offers:
“If you book by Friday, we’ll include free setup or a 10% discount.”
🔹 Bonus tip: Mention that material prices are fluctuating, so locking in now secures the current rate.
4. Address Objections Before They Arise
Common hesitations and how to overcome them:
❌ “It’s too expensive.”
👉 “I understand. If you pay upfront, we can offer X% off—or you can split it into X interest-free instalments.”
❌ “I need to check with my partner.”
👉 “Of course! Would you like me to send a video walkthrough of the inflatable to share with them?”
5. Close with Options (Not a Yes-or-No Question)
Avoid closed questions. Instead of “Do you want to proceed?”, try:
✅ “Would you prefer to pay a deposit today to secure your date, or settle the full amount on delivery?”
✅ “Should I email the invoice or send it via WhatsApp?”
🔹 Psychologically, this makes the customer choose between two positive options rather than saying no.
Bonus: Follow-Up That Converts
If the customer doesn’t commit immediately, send a follow-up email or message with:
✔ A detailed quote (highlighting key benefits).
✔ Photos/videos of past projects.
✔ Testimonials from happy clients.
✔ A 48-hour exclusive offer (e.g., “Confirm by [date] and get X for free.”).
Between the Lines
Sell Value, Not Just Price
In the inflatable market, buying based solely on price can lead to nasty surprises (poor quality, lack of support, etc.).
Use these strategies to position yourself as an expert and close more deals—even with customers who say, “I’m just checking prices.”
Ready to sell more? Try these tips in your next customer interaction and watch the results!
Inflated Greetings!
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