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Here are 5 selling tips to help you increase your sales.
All 5 work for any business. They're effective for both
online and traditional offline marketing. And they won't
cost you anything to implement.
1. PROMOTE ONE THING AT A TIME
Promote only 1 product or service at a time. It limits your
prospect's buying decision to either "yes" or "no". Every
"yes" answer produces an immediate sale.
Avoid promotions requiring prospects to make more choices
after making the decision to buy. Some won't be able to
make a clear choice. They'll avoid the risk of making a
wrong choice by making NO choice -- and you lose the sale
you already had.
You can develop separate promotions for each product or
service you sell. Or you can combine several products and
services into one package for one price. But always make
your prospective customer's buying decision a simple "yes"
or "no". It produces the maximum number of sales.
2. LEAD WITH YOUR BIGGEST BENEFIT
What's the biggest benefit you offer to customers? That
benefit is your strongest selling appeal. Use it to attract
prospects to your promotional message.
State your biggest benefit in the headline of your ads. Put
it in the first sentence of your sales letters. Include it
in a title at the top of your webpage. Use it as the
opening of your audio or audio-video promotions. Leading
immediately with your biggest benefit captures your
prospect's attention and provides a compelling reason to
continue reading or listening to your message.
3. PERSONALIZE YOUR APPROACH
More people will buy from you when they feel you are
talking directly to them about their individual needs.
Develop customized versions of your sales message to cater
to the specific interests of prospects in each market you
target. Use the language and style of prospects in each
market to communicate your message to them.
It's easy to use different versions of your sales message
when you control who gets it. But how can you personalize
your web site to appeal to prospects in one market without
losing your appeal to other prospects visiting your site?
One way is to create special web pages for prospects in
each market you target. Customize the content of each to
appeal to prospects in that group. Then add a link to each
of these special pages on your home page.
4. PROVIDE SPECIFICS
Marketers often describe their product or service with
words like, "It's fast, easy and inexpensive". But a
specific description of how fast, how easy and how
inexpensive will generate more sales.
For example, a general statement like, "Our clients get
more sales", is dull. It won't produce sales. Replace it
with a specific statement like, "Most of our new clients
enjoy at least a 17 percent sales increase in the first
month". This statement creates excitement. It motivates
prospects to sign up now so they can start enjoying that 17
percent increase in THEIR sales.
5. DRAMATIZE FEELINGS
Customers usually buy on impulse, not logic. They base
their buying decision on how they feel about your product
or service. Get them excited about using your product or
service and you'll increase your sales.
Revise your ads, sales letters and web pages to dramatize
the emotional rewards your customer will experience when
using your product or service. Use vivid word pictures to
help them imagine themselves already enjoying those
benefits. For example, a financial planner could describe
what it feels like to enjoy an affluent lifestyle without
debt.
Each of these 5 selling tips will help you increase your
sales. They produce immediate results. And they won't cost
you anything to implement.
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...
mailto:BobLeduc@aol.com?subject=Postcards
Phone: (702) 658-1707 (After 10 AM Pacific time)
Or write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133
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