3 Simple Selling Tactics

The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave. They work for any business - regardless of what you sell, how you sell or where you sell it.

1. Pay Attention to Getting Attention

Can you remember the last 3 advertising messages beamed at you? Can you remember even one of them? Most people can't ...including your prospective customers. That's because they automatically ignore the steady stream of advertising directed at them.

This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention - and get it fast - or your sales message will be ignored.

Here are 3 proven ways you can capture a prospect's attention quickly:

* Make a dramatic statement: Example: "Even My Doctor Uses These Health Products"

* Surprise your prospects with something unexpected: Example: "Try our service without charge for one month"

* Ask a provocative question: Example: "If you're such a smart business owner why aren't you making six figures?"

Tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away - unless something instantly catches their attention.

2. Emphasize the Human Relationship

Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:

...If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you.

...If you sell online or in some other way where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants.

Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise.

3. Trigger Your Customer's Imagination

Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits.

Be specific. If you sell financial products, describe what it feels like to enjoy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss.

Tip: Be sure your word pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit).

These 3 selling tactics produce sales by responding to normal human behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you.

Copyright 2004 Bob Leduc

Bob Leduc spent 20 years helping businesses like yours find new customers and increase sales. He just released a New Edition of his manual, How To Build Your Small Business Fast With Simple Postcards ...and launched *BizTips from Bob*, a newsletter to help small businesses grow and prosper. You'll find his low-cost marketing methods at: http://BobLeduc.com or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV

---

Marketing Gurus : Do You Need One?

Its become fashionable to bash marketing "gurus" nowadays.There are some... Read More

Practice Marketing: How to Answer What Do You Do? to Increase Prospects, Publicity and Profits

"What do you do?""I'm a CPA. What do you do?""I'm... Read More

The Biggest Needle In The Haystack

Hello everyone! Have you ever been curious about something, and... Read More

E-commerce : The Bottom of Pyramid Approach

For centuries and most of the decades in the 20th... Read More

These Four Things Will Make Your Direct Marketing Successful

Direct marketing is built on four things. The other way... Read More

Take the Logo Litmus Test

Here is your C.I.T.T. (pronounced "kit")[Color ? Illustrate? Type ?... Read More

Marketing ? Like a Game of Chess

Have you started thinking about your Valentines Day Promotion yet?It... Read More

Getting Your Services Used

Every day I talk with professional service providers who do... Read More

Digital Printing vs. Press Printing ? A Comparison Guide

When it comes time to print your brand identity materials,... Read More

Tips For Developing An Effective Questionnaire

Developing the questionnaire is undoubtedly the most important part of... Read More

Ten Ways to Market Your Business by Doing What You Love To Do

Most business owners get so involved in the work of... Read More

Meaning and Marketing -- The Links

You know who you are and what you want and... Read More

High Response Marketing With Low-Cost Postcards

Postcards can drive a huge amount of traffic to your... Read More

Notable News - Its Not About You!

You enjoy what you do. In fact, you love your... Read More

5 Ways To Entice Your Parallel Market to Trade Links

Lots of people get confounded when attempting to exchange links,... Read More

Two Methods of Marketing Using Joint Ventures

Whether you're a contractor a local merchant with 150 employees,... Read More

Developing a Contact List- Part One

One of the most essential things to successful networking is... Read More

The Money Making Secret of The Toll Booth Position

I'm a marketing consultant and at one of my client-companies,... Read More

Improving Lead Generating and Conversation Rates: Think Like a Farmer

John's a freelance photographer in Ohio who called to tell... Read More

Marketing on the Cheap: Write? Right!!

We all know the value of writing articles for promoting... Read More

A Successful Solution: 10 Things to Consider

A provocation for the coming year, decade, century or millennium.By... Read More

Your Marketing Plan - Prerequisite to Success

Marketing is a vital aspect of a business' operations. It... Read More

Loan Officer Marketing ? How to Target the Right Agents

Once there was a loan officer, who marketed his services... Read More

Case Study: How to Get a Big Boost in Response by Taking Your Marketing to the Extreme

Want a big boost in response and quick sales from... Read More

15 Commandments Of Creating A Wealth Pulling Niche

Niches are like bathrooms; you never notice them until you... Read More

Mobile Auto Detailers and Newspaper Companies as Clientele

If you are a mobile auto detailer or mobile car... Read More

To Web or Not to Web?

Do I need a web site? That is the question... Read More

Copy SoapNet and Make Money

Whether you want to admit it or not, soap operas... Read More

Service Marketers; How?s Your Packaging?

When a shopper picks up a product in a store,... Read More

Everything Youve Ever Learned About Marketing Is Wrong

Everything you've ever learned about marketing and advertising is WRONG.... Read More

Using a Contact List Profitably Part One

In previous articles, we discussed the generation of a contact... Read More

What Does Your Business Card Say About You? - Making A Great First Impression!

Interesting article in USA Today that I read this week... Read More

A Tool For Selling New Ideas!

Imagine tossing a pebble into a crystal clear pond on... Read More