Archive for the ‘sales strategy’ Category

Do you have excited, hungry prospects – knocking at your doors, just waiting to get a piece of what you have on offer?     Or does it feel more like your prospects are suffering from a touch of sluggishness, or a loss of appetite for your offerings?

Buy

Give your prospects enough compelling reasons to want to buy.

Your prospects should be jumping at your product, and if they are not, it's time to do some serious "tweaking" to your current marketing efforts.

Step 1:   Give Your Prospects A Reason To Buy

Let me ask you — Are you motivating your prospects enough, or in the right manner so that they want to buy what you're offering? If your prospects aren't acting, perhaps you're not giving them enough compelling reasons to do so.

Here are some questions you can ask yourself (and answer them honestly) to discover new ways to motivate your prospects …

•      "How can I present my product or service differently?"

•      "How can I ask my prospects, in a new way, to change the way they operate, to do things differently?"

•      "What alternate forms of motivation can I explore?"

•      "How can I communicate the rewards differently?"

•      "How can I more clearly communicate the high cost of doing things the old way to my prospects?"

•      In short, "What do I need to do differently?"

Step 2 :   Get Clear About The End Reward

For the benefit of yourself and your prospects, it can be helpful to paint a mental picture of the end reward.   Often, prospects cannot be motivated to purchase unless they can gain a solid grasp of how their lives will change once your product or service is integrated.


Step 3 :   Challenge Negativity, Focus on the Positive

Often, our human nature dictates that when we come upon an obstacle, or obstacles, we tend to fall into dialogue that sounds like, "It's hard," "This is difficult," or, "It's impossible."

Many times, conversation among professionals can further negative attitudes about obstacles.   If you're hearing things like, "No one's moving right now," "Nobody takes professionals like us seriously," or "They don't know what they're missing," you run the risk of being pulled into that mindset.   And from that mindset springs prospect inactivity.

This phenomenon has been referred to as the "conspiracy of mediocrity," and there's really no better way to describe it.   After all, what better way for your competition to pilfer success than to convince you that your own hopes of success are unlikely to be realized.

When you encounter these attitudes, it can be helpful to remove yourself from the pervading negativity, and to instead focus on how you can make your company the one that's breaking through that negativity.

Don't allow yourself to be sucked into the conspiracy.   In order to reap rewards for you (and your clients), it's imperative that you begin to challenge common beliefs that pervade the air of your particular niche.   Determine for yourself whether a principle is true or false.

If you want to motivate your prospects to buy, you must relieve them from the burden of listening to the same old song.   You must play a new tune, change the key, or even invent a new type of music.   If you take the time to really listen to what they're asking for, and answer those needs, it won't be long before they're back on their feet, feeling better, and jumping on your bandwagon (which is, by the way, quite handy at steering around those pesky obstacles).

Bernadette Doyle is a marketing specialist who helps entrepreneurs become client magnets and attract a steady stream of their ideal clients. If you’d like to receive invaluable tips and advice on how to attract clients with ease, register at http://www.clientmagnets.com

No matter how well-written your sales letter, your prospects will have objections. It's a normal part of the psychology of sales. Your sales materials must not only understand that people will have objections, but what they are and how to overcome them. In order to help you get into the right frame of mind, let's take a look at some common objections and how to address them. Once you've started thinking about objections, it's relatively simple to anticipate and overcome them!

It's up to you to fill in the blanks and overcome client objections.

It's up to you to fill in the blanks and overcome client objections.

Why are You Doing This?
If your family is anything like mine, you grew up with the old adage: "If it sounds too good to be true, it probably is." In a desire to create a compelling sales letter, many people make their product or event sound too good to be true. This creates an immediate objection for many prospects. If your product or event sounds too good, your prospects may wonder why you're offering it.

One great example of this that I've seen before is a colleague who was offering a real estate seminar about how he made so much money in real estate. His prospects wondered "if you're making so much money in real estate, why tell me about it? Why not just keep your secret and carry on making money?" He had to overcome this objection in his sales letter. Be mindful of this if you're offering something that sounds too good to be true.

Why are You Making it So Cheap/Expensive?

Price can trigger major objections. High prices create obvious objections, but low prices can also create objections. For example, if you set a high value to justify your price, and then offer your product or service significantly below your value comparison, your prospects may wonder why you're offering it so cheap.

Alternately, if your audience thinks it can get something cheaper somewhere else, they may wonder why your product or event is so expensive. It's your job to recognize what your prospects will think of your price, and overcome any potential objections.

Why Can't I Get the Same Thing Elsewhere?

Even if you establish that your product or event is wonderful, your prospects may still wonder why they can't get the same thing somewhere else. If you're selling a product via mail order, for example, you'll have to explain to your prospects why they shouldn't just go pick up something similar at a local shop. The same thing goes for information products or events - you've got to differentiate why your product or event is unique.

Why You?
Finally, there's the common objection about who you are, and why you're qualified to sell this product or service. If you're offering a new product or service, or you're reaching out to prospects who aren't familiar with your work, you've got to establish who you are and demonstrate your expertise. You have to prove that you're the best person to trust about your product or event. This is particularly a concern if you operate in a competitive field.

Learning to Overcome Objections
Ultimately, your clients may have many different objections about a broad range of topics and concerns. If you want to create effective sales letters, you've got to anticipate and overcome these objections. Don't try to ignore or sidestep potential objections. If you don't answer these questions in your clients' heads, you don't give them a reason to buy your product.

Bernadette Doyle created Client Magnets to help self-employed people solve one of their biggest business problems: attract a steady stream of clients www.clientmagnets.com.

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