Written by David Hallum

Continued from page 1

o The Techniques

So what techniques can you employ in your follow-up messages to turn your prospect into a customer?

- Technique 1: Build Trust and Credibility The more you contact your prospect with useful and relevant information,repparttar more they will assume you can be trusted. By offering valuable credible information, you prove to your prospect that you know what you are talking about.

- Technique 2: Createrepparttar 127495 Emotional Reason to Buy With each message you send, you can work onrepparttar 127496 need or desire that your product will satisfy. More money to pay for that holiday? More free time to spend withrepparttar 127497 family? Less stress? People buy because they WANT something, secondly because they NEED it.

- Technique 3: Increaserepparttar 127498 Offer Gradually increaserepparttar 127499 perceived value of your offer until your prospect has to find reasons not to buy from you! You can do this by offering free bonuses, discounts, or free shipping. But here's repparttar 127500 golden rule - all of them must be time-limited to push your prospect to make that final decision.

- Technique 4: Logical Justification People buy for emotional reasons, but they need that decision backed by solid logical reasons. Your follow-up plan should include logical reasons why your prospect should buy - reasons based on facts and figures, not on emotional desire alone.

- Technique 5: Avoidrepparttar 127501 After-Sale Blues How many times have you bought something and then immediately regretted it? You can avoid this situation (and refunds) after repparttar 127502 sale by reassuring your new customer their decision to purchase was a good one. You simply need to remind them that your product will save time, increase sales, boost site traffic, help them lose weight or whatever. They have already bought it - they just need reminding what it will do for them.

In summary, to dramatically increase your ratio of visitors to sales, you ABSOLUTELY MUST follow up with your prospects and site visitors. It works, it's proven, and it's easy if you userepparttar 127503 right tools.

David Hallum - http://The-eBook-Auction.com

Successful Upselling

Written by Kevin Nunley

Continued from page 1

1. Bundle several related products or services together. Droprepparttar price below whatrepparttar 127494 total would be ifrepparttar 127495 customer bought allrepparttar 127496 products separately.

When a customer inquires about a single item, point out she can get that item PLUS a great deal more by purchasing your bundle.

You will find many customers just can't resistrepparttar 127497 bundle bargain. Announce your new bundle with flair. It can pull in orders faster than you can fill them, especially if you advertise heavily to existing and previous customers who already have a good taste for what you offer.

2. "It works fine by itself, but it REALLY works when you add THIS." If your product or service works much better with a complimenting item, be sure to tell customers about it.

It is surprising how many products and services go hand in glove. It's hard to have one without needingrepparttar 127498 other.

Years ago I wrote press releases for $75. A great many customers boughtrepparttar 127499 release, but never got around to sending it to media. So I started writing AND sending press releases. The $75 press release became a $295 release-and-distribution. Almost no one boughtrepparttar 127500 press release by itself after that.

3. If a little worked, a LOT will work even better. As soon as you learn a customer is having success with your product or service, offer them a good deal on more of it.

Sheila's family likesrepparttar 127501 yellow bars of soap one company sells. Whenrepparttar 127502 distributor who services her account hears about this, he offers her a deal on six bars each and every month.

This works as well for management consultants as it does for soap sales. If you solve one problem for a company, pitch them on letting you solve three or four more problems for them. Later you can convince them to let you handle all their problem solving needs.

Successful upselling needs to be atrepparttar 127503 core of every business or professional practice. It can instantly multiply your profits. You might well go from just getting by to living comfortably, and from living comfortably to rolling in wealth.

As you can see, super-sizing every order has to do more with planning than with any special selling skill. Get good at fulfilling a need. Then create packages and strategies that sell even more of your solution to each customer.

Kevin Nunley provides marketing advice, business writing, and popular promotion packages. See his 10,000 free marketing ideas at http://DrNunley.com Reach Kevin at mailto:kevin@drnunley.com or 801-328-9006.

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