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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