1. Let Them Procrastinate
Yeah, procrastination has stolen millions of
dollars from the pockets of business men and
women just like yourself. The longer it works
on the customer, the less likely they will be
to open their wallet and hand over the dinero
they’ve been hording there.
Here’s how it works… First, the
customer leaves your store without making the
purchase. Second, time causes the desire for
the product to fade, and distracts them from
making their way back. Finally, your “almost
customer” totally forgets about making
the purchase, and you can kiss potential profits
good-bye.
Don’t let it happen to you! Make deals
so irresistible they just can’t say no,
and set an expiration date. Yes, put a little
press on them to buy TODAY! Reward them for
complying, and make sure they forfeit the deal
if they don’t. Don’t be victimized
by “almost sales” that could be
turned into REAL profits!
2. Stay Off The
Top Of Their Priority List
Hey, sometimes we need to be reminded of exactly
what is and what isn’t important in life.
Where we spend our money indicates its level
of importance. Are your customers telling you
that your product isn’t significant to
them?
Put them where you want them to be with a dramatic
word picture that evokes the emotions that drive
purchases. Let me say it this way… If
you’re trying to sell them a home business…
let them feel the freedom of being their own
boss, and setting their own schedule. Are you
selling water skis? Get them on the water in
the hot summer sun with the wind blowing their
hair and water spraying around them. Let them
FEEL the importance of the decision.
You CAN motivate buyers to put a high priority
on your product!
3. Don’t
Build Trust
Do your customers feel confident that your company
will provide the services that it says it will?
How many times have you raised an eyebrow at
an offer that makes big promises? Yeah, if you
don’t already know they are a reputable
company, you’re likely to take claims
with a grain of salt.
Unconditional guarantees give credence to your
desire to please customers. Testimonials are
evidence that you have a proven track record.
Put some facts in front of your “almost
customers.” Let them know a little bit
about you and your staff. It’s always
easier to trust a person, than a business.
Internet customers are at especially high risks
for feeling a legitimate amount of distrust.
After all, anyone can make grand claims, but
who is responsible for upholding them? A personal
photo, a little information, and a phone number
where a contact can be reached go a long ways
toward building trust on the Web.
How many “almost customers” have
slipped through your fingers? You can effectively
turn them into loyal customers who regularly
frequent your place of business with the business
savvy insights we’ve talked about in this
article.
Who is Allyn
Cutts, and why should you care?
Allyn has spent over 24 years helping businesses
like yours find new customers and increase sales
to current customers. Allyn is a marketing and
sales fanatic, providing measurable marketing
solutions that drive huge results for small-to
mid-size business clients. Allyn works personally
with clients to design and deliver off-line
and on-line direct marketing strategies that
focus on metrics and measurable results. You
can learn more about Allyn Cutts at www.AllynCutts.com
and you can call 610.437.4106 between 10 AM
and 4 PM Eastern Time Tuesdays and Thursdays.
