10. Package your products together. Cosmetics companies are famous for this. Package some of your poorer selling products together with your most popular lines and promote them as some sort of package. Packaged products make customers feel that they're getting a good deal for buying in bulk, it maximises your average transaction value, and it helps you move slow selling items.

11. Bounce backs - it's a fact that a customer is most warm to your products and services right at time of purchase so make a special offer to them right when they buy - something that compliments product they've just bought.

12. Package your knowledge - create introductory reports and newsletters and package them in with their product purchase.

13. Cross-selling checklist - this is a great way to maximise average transaction value of each sale. Either run through a checklist with customer (eg. The "building a pergola" checklist listing all items they'll need) OR create it into a special "how to" guide that includes instructions and enables them to check off all items they need. This does customer a favour because it ensures that they don't forget an important item and it bumps up your sales figures too.

14. FREE after sales service - cleaning or maintenance of purchased product.

15. FREE hotline service - where they can call and ask specific advice relating to getting best use of their product.

16. FREE design (valued at $200) - this service quite often involves your time only so it has a high perceived value but a low hard cost.

A prospective customer will not buy from you until you remove all doubt in his or her mind that you can and will deliver exactly what you promise. Testimonials are a powerful tool you can use to accomplish this. They provide proof you've already delivered satisfaction to other customers.

TIP: Avoid using any claim that sounds exaggerated ...even if it's true. A bold claim creates doubt in your prospect's mind and jeopardizes sale. Reduce any bold claims to a more believable level.

6. IS MY DECISION TO BUY A GOOD ONE?

Customers usually make an emotional decision to buy. Then they look for logical reasons to prove their decision was a wise one. That's time for you to talk about how long you've been in business, how experienced you are or how much research went into developing your product or service. It provides logical reasons your customer needs to justify their emotional decision.

7. HOW DO I GET IT?

Did you ever walk out of a store empty handed instead of waiting in a long line for somebody to take your money. I have. Many buyers abandon their orders at online shopping carts instead of trying to figure out confusing instructions.

It's a total waste to lose sales from ready buyers because buying process is too complicated or lengthy. Don't let that happen to you. Make sure your buying process is simple, easy and fast.

A prospective customer won't buy from you until all 7 of these questions are answered in his or her mind. Take some time now to review your web site and other sales tools. Do they clearly answer all of these questions? If not, revise them so they do. You'll see an immediate increase in number of sales you get.

Bob Leduc is a Sales Consultant with 30 years experience in generating low-cost leads. He recently wrote a manual for small business owners, "How to Build Your Small Business Fast With Simple Postcards", and several other publications to help small businesses grow and prosper. For more info: Email: BobLeduc@aol.com Subject: "Postcards" Phone: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV