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 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 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 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.

An Award For Congeniality!

A sales professional must learn to make themselves likeable. They must be congenial. It's a magnetism of their personality traits they were either born with or developed through years of training, formal or not. This attractiveness or congeniality, whatever we may call it, is one of most valuable attributes that any professional dealing with clients can possess. It is a curious fact that few technical people possess this power of attracting people. That is why "techies" seldom succeed as sales professionals. They rely solely on facts and their technical knowledge. They treat all customers alike. In fact most have an underlying contempt for their customers ignorance of a product or subject, which some of them do not even bother to conceal.

Personal Capital

The fact is that a salesperson's best asset is goodwill of their customers. If you have built up a reputation for honesty, courtesy, knowledge and reliability, you have acquired real "personal capital". No one can take this away from you. No thief can steal it. No one but "You" can destroy it.

In Closing:

A true measure of success is number of friends that you have acquired, in both your business and personal life. Always strive to make new friends; it's secret of good management and of a great marketer. It's a sure fire way to make your business succeed.

MAKE FRIENDS: YOUR SALES WILL TAKE CARE OF THEMSELVES AND YOU WILL NEVER LACK CUSTOMERS.

The aim of every company should be permanent patrons, not people who buy once and never again. New customers are far more costly (in way of advertising or work of canvassing for them) than time it takes to be a friend.