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
This past weekend I received a disturbing message from a... Read More
No doubt you started this year with some big ideas... Read More
Wondering if your marketing message is dancing in the spotlight... Read More
Most business owners get so involved in the work of... Read More
1. Do the moneymaking things first.For an entrepreneur, generating income... Read More
Marketing is a broad business subject that encompasses a range... Read More
We all know we can pay a magazine or a... Read More
Part 1 of this series described five critical components for... Read More
Savvy event producers follow the Golden Rule: know thy audience.... Read More
Popular TV Series Provides a Powerful Marketing LessonSmall Business owners... Read More
There isn't a day that goes by that I don't... Read More
So you've invested more time than you ever believed possible... Read More
Are you willing to fail your way to great marketing... Read More
Some companies that use direct mail to sell their products... Read More
Relevant, original and impactful: that's what my friend Creative Director... Read More
Whether you're creating a sales letter, a brochure, a newsletter,... Read More
How smart is your marketing? Do you follow the crowd... Read More
Mortgage marketing to Realtors involves having a crystal clear position... Read More
In today's highly competitive business environment it is critical to... Read More
As an educated professional, your success is based on what... Read More
I believe that small business marketing and selling follows a... Read More
We all know the English language contains hundreds of thousands... Read More
With the increase in number of tradeshows being held across... Read More
If you run a small business you should be a... Read More
"We don't have any competition. We're a truly a one-of-a-kind... Read More
Do you ever wonder if you could be doing a... Read More
Brochures are one of the oldest marketing weapons in the... Read More
The greatest asset to your business is your Customer, specifically,... Read More
Do you feel uncomfortable when you're in the trade show... Read More
Online Communities are all over the Internet and attract lots... Read More
That is the question, you should be asking yourself. Many... Read More
If you're like me, you're always looking for ways to... Read More
Jay Conrad Levinson coined the term guerrilla marketing, which I... Read More
Jay Conrad Levinson coined the term guerrilla marketing, which I... Read More
Where to Start:Most novice marketers have definite fixed ideas about... Read More
Marketers have a wide variety of media at their disposal.... Read More
Sponsorship is the fastest growing form of marketing in the... Read More
Positioning is a powerful concept in marketing. To illustrate, have... Read More
"But this won't work" said Steve. "I've tried it in... Read More
Loyalty marketing has been around for as long as retailing... Read More
When you hear the word "marketing" what comes to mind?... Read More
While Internet legend (and young pup) Frank Kern would have... Read More
With the increased challenges that all companies are faced with,... Read More
Do you have Communication breakdown?How are you communicating with your... Read More
If you follow the prevailing logic of most modern companies,... Read More
If you want to substantially increase your tourism prospects and... Read More
Are you looking for a natural way to market your... Read More
The term business marketing strategy might sound like it is... Read More
The REAL key to successful marketing of any product is... Read More
If yours is a small business and you have big... Read More
Last time we discussed how online coupons and promotion codes... Read More
After a friend was bitten by a spider, I decided... Read More
Do you have a list of marketing ideas that you'd... Read More
Feng Shui is the Ancient Chinese practice of configuring home... Read More
I spend a lot of my time reading books and... Read More
Every professional or consultant knows that clients typically hire people... Read More
RESOLVING THE "PROPRIETARY" DILEMMA... SHOULD YOU RENT YOUR OWN MAILING... Read More
Small and emerging companies often do not put together a... Read More
The good news is that there are thousands of people... Read More
"Both the market and the distributive channel are often more... Read More
One of the most critical but overlooked parts of business... Read More
Volunteering your services can be an excellent way to form... Read More
Marketing is something that we do to let people know... Read More
A colleague who does work for a nonprofit organization contacted... Read More
To read the beginning of this special report, you can... Read More
Great graphic design looks effortless, but it requires lots of... Read More
Marketing |