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Below are 3 powerful buying motivators you can use to increase
your sales without increasing your expenses. They work for
any business and apply to every marketing method including
the Internet.
1. PROMOTE "SIMPLE, FAST AND EASY"
Your customers want your product or service to provide a
simple solution to their problem. They also want to see fast
results and they want those results to be easy to get.
Give them what they want. Promote the characteristics of
your product or service that are simple and easy -- and those
that provide fast results. These are often more important
to customers than price.
Also make your buying process simple, fast and easy for EACH
customer so you don't lose potential sales. For example...
Many internet marketers offer only one way for customers
to order -- online at a secure server. That may be the easiest
way for YOU to buy something but it's not the easiest way
for all of your customers. That's why many online orders get
abandoned before they're completed.
One online marketer told me her sales increased almost 20
percent when she added the options of ordering by phone, fax
or postal mail.
2. STOP SELLING AND LET THEM BUY
People love to buy things but they hate the feeling of being
sold something.
I recently read about a survey conducted among new car buyers.
Every participant rated the helpful attitude of the salesperson
as one of the major reasons they bought their car. None felt
like a persuasive salesperson SOLD them a car. Instead, they
felt like they BOUGHT the car.
Most of those survey participants were probably ready to
buy a car when they walked into the dealership. The salesperson
didn't have to persuade them to buy. He just needed to find
a car with the features they wanted and a price they could
afford.
How can you create the same atmosphere in your business?
Target your advertising to prospects most likely to be interested
in what you're selling. They won't require much persuasion
to buy.
IMPORTANT: Prospects in a narrowly defined target
market will immediately recognize how your product or service
can benefit them. You don't have to persuade them of its value.
But you do have to persuade them to take immediate action
and buy NOW.
3. ELIMINATE THE RISK
Prospects often avoid buying from you because they don't
want to risk the chance of getting unsatisfactory results
from your product or service.
One way you can eliminate that risk is to guarantee their
satisfaction. A money back guarantee with few or no conditions
is a powerful risk eliminator if you sell a product.
But a money back guarantee may not be practical if you sell
a service. You can't recover any of the time and labor you
already invested. Instead of a money back guarantee, you can
guarantee to perform additional services at no cost until
your customer is satisfied with the results.
Another way to reduce your customer's risk is to provide
testimonials from satisfied customers. They prove you can
deliver what you promise. (You do ask your customers for testimonials,
don't you?)
The most effective testimonial describes a specific benefit
your customer gained by using your product or service. For
example, "I already lost 9 pounds in just 3 weeks."
TIP: Get permission to include your customer's name and address
with each testimonial. Personal testimonials from real people
are more believable than anonymous testimonials.
Spend some time today applying these 3 buying motivators
to promote your business. You'll be amazed by how quickly
they increase your sales without increasing your expenses.
Bob Leduc retired from a 30 year career of recruiting
sales
personnel and developing sales leads. He is now a Sales
Consultant. Bob recently wrote a manual for small business
owners titled "How to Build Your Small Business Fast
With
Simple Postcards" and several other publications to help
small businesses grow and prosper. For
more information...
Phone: (702) 658-1707 (After 10 AM Pacific time)
Or write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133
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