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, 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: Create Emotional Reason to Buy With each message you send, you can work on need or desire that your product will satisfy. More money to pay for that holiday? More free time to spend with family? Less stress? People buy because they WANT something, secondly because they NEED it.

- Technique 3: Increase Offer Gradually increase 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 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: Avoid After-Sale Blues How many times have you bought something and then immediately regretted it? You can avoid this situation (and refunds) after 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 use right tools.

1. Bundle several related products or services together. Drop price below what total would be if customer bought all 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 resist 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 needing other.

Years ago I wrote press releases for $75. A great many customers bought 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 bought 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 likes yellow bars of soap one company sells. When 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 at 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.