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3 BUYING MOTIVATORS YOU CAN USE TO INCREASE YOUR SALES
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.
About the author:
Bob Leduc retired from a 30 year career of recruiting sales
personnel and developing sales leads. 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)
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