Are You Afraid To Sell?

Written by Elena Fawkner

Continued from page 1


The concept of "relationship marketing" does NOT mean getting up close and personal with your customers. You'll save yourself a lot of grief and angst if you just keep things businesslike and professional - friendly to be sure, but not *overly* personal. It's possible to be friendly and helpful in a professional, businesslike manner without stepping overrepparttar line intorepparttar 127252 personal. The people you're dealing with are not your friends, they're your customers. Of course, over time, you may become friends with certain people who started out as customers. But don't start fromrepparttar 127253 position that you have to be friends with your customers in order to engage in relationship marketing. You don't. Keep it businesslike and professional and you won't raise any unrealistic expectations.


One way of keeping yourself in check is by constantly testing your decisions againstrepparttar 127254 criteria "is this decision inrepparttar 127255 best interests of my business?". If so, do it, recognizing that something can be inrepparttar 127256 best interests of your business even if it doesn't involve cash flowing in your direction. If not, don't.

Occasionally, it will be inrepparttar 127257 best interests of your business to do something that may be perceived by your customer as a personal favor. An example might be giving a refund for a purchase under circumstances whererepparttar 127258 customer is not strictly entitled to one and where you have an ongoing relationship withrepparttar 127259 customer. You do so inrepparttar 127260 interests of customer service and this is certainly an example of something that is in your business's best interests.

Sometimes, however, customers can take advantage of such a policy. To forestall this type of problem, if you decide to do something that benefits your customer/reader/visitor over and above what they have an entitlement to, make it clear, in a subtle way, that you are doing so for business reasons. Be prepared to set limits though. Know how far you are prepared to go before it stops being a business decision and becomes a personal one and torepparttar 127261 detriment of your business interests.

Being uncomfortable saying "no" is not a good enough reason to sacrifice your business's best interests if that'srepparttar 127262 right decision in allrepparttar 127263 circumstances.


Don't be shy about promoting your products and services and letting your prospective customers know you would like for them to purchase from you. Be direct, open and honest about it. For example, if someone emails me and asks for my advice about how to get started in an online business of their own, I'll recommend products that I think will benefit them.

Usually, if I like a product, I'll be an affiliate and so every time someone purchases that product following my recommendation I earn a commission. Would I recommend any products that are directly relevant to my business that I don't have a financial interest in? No. Why? I have a profit motive. My time is money. The key is inrepparttar 127264 products. If I thought there were better products out there thanrepparttar 127265 ones I was promoting I'd recommend them too. But only after I signed up as an affiliate so I could earn a commission from my recommendation.

Onrepparttar 127266 other hand, occasionally I'm asked to recommend a webhost. I'm an inactive affiliate of one ofrepparttar 127267 major webhosting companies but I never recommend them because I think they're too expensive. In this case, I referrepparttar 127268 enquirer torepparttar 127269 webhost I use for my own site. I'm not an affiliate of theirs and I have no financial interest in makingrepparttar 127270 recommendation. I'm not particularly interested in webhosting as a product to promote so I haven't bothered (yet) to sign up for my webhost's affiliate program. It's just an honest recommendation just asrepparttar 127271 recommendations I make for products of which I am an affilliate are honest recommendations. The only difference is, I make money onrepparttar 127272 latter and why not?

The point is, so long as you're making an honest recommendation, there's no reason why you can't make a profit atrepparttar 127273 same time. It's a win-win situation. So stop being afraid to sell. It'srepparttar 127274 reason your business exists but it won't for long if you don't sell.

Elena Fawkner is editor of A Home-Based Business Online ... practical business ideas, opportunities and solutions for the work-from-home entrepreneur.

Buying Trances: The Real Secret to Hypnotic Selling

Written by Joe Vitale

Continued from page 1

Let me explain with an example:

Say you want to sell a new software program on how to incorporate your business. How would you do it? The average person might send out a sales letter that says "New program makes incorporating a snap." That approach would get some sales, especially from people already wanting to incorporate.

But a more hypnotic approach would be to run a headline such as this: "Tired of paying too much in taxes? Read this surprising way out ofrepparttar maze!" This new approach would merge withrepparttar 127251 existing trance in a business person.

In other words, they are inrepparttar 127252 "taxes suck" trance" andrepparttar 127253 "small businesses get screwed" trance. Agree with them. Merge with them. Accept that trance as your door. Then lead into what you want to sell by tying it back to their trance.

Let's break down this process into 3 steps:

1. What do your prospect's believe right now? (Current trance.) 2. Agree with their beliefs to merge with them. (Rapport.) 3. Lead their beliefs into your offer. (New trance.)

That's it. That'srepparttar 127254 real secret to "hypnotic selling."

What? Oh. You want another example? Here goes:

Say you want to sell a pair of pants. How would you use our "Hypnotic Selling" 3-step process to move them?

1. What do your prospect's believe right now about pants? A little research would help. Let's say they believe all pants arerepparttar 127255 same. They are inrepparttar 127256 "all pants are alike" trance. That's their current trance, or mind set. You would not be very wise to argue with it. Instead, accept it and go to step two.

2. Agree with them. In person, onrepparttar 127257 phone, or in your headlines, say something that let's your prospects know you are inrepparttar 127258 same trance. Use statements such as "I thought all pants were alike, too" or "No pants are different--so why even look at this pair?" This creates rapport. You can't sell anyone without creating rapport. So, step two is a way to meet people where they are. Consciously join their unconscious trance. Then go torepparttar 127259 next step.

3. Now lead them into your offer. You might say something like, "Why are people saying these pants are different? Here's why." This is taking them into a new trance---a trance that says "Some pants are different"---a buying trance. Because you acknowledgedrepparttar 127260 trance they were in, and merged with them, you are now in a position---a very powerful position---to sell them.

There are numerous ways to find people's trances, merge with them, and then lead them into a "buy from you" trance. I won't be able to go into all of them in this short article. I'm just giving yourepparttar 127261 tip ofrepparttar 127262 iceberg here. But before I end, let's look at possible existing trances your prospects may be in when you call, or send them a sales piece. They include:

"I'm worried about money" trance "I'm lonely" trance "I'm afraid of people" trance "I'm sick and tried of my job" trance "I'm fed up with my kids" trance "The world sucks" trance "I'm hungry" trance "I need to lose weight" trance

And so it goes. You'll notice that each of these trances are self-serving. That'srepparttar 127263 nature of people. They are interested in their well-being first. They are pre-occupied with their own needs, desires, pains and more.

Any inward state is a trance. Naturally, everyone is in one trance or another when you call them or write them. Your job is to note it, merge with it, and lead them out of it.

Here's one final example to make this process clearer for you:

Let's say you want to sell a music recording. We'll make it a classical CD.

Step 1. What trance are people already in? You can imagine they come home from work, find your sales letter in their mail, and are NOT inrepparttar 127264 mood for it. Your headline might say, "Just got home from work?"

Step 2: Create rapport by acknowledging their trance. You might write, "Since you just got home from work, are probably tired and ready to toss this mail inrepparttar 127265 trash, wait one second before you do it."

Step 3: Now introduce your new trance. Maybe write: "Imagine putting a CD on that fills your mind with soothing, relaxing, healing music...the kind of heavenly sound that helps drift far, far away from your day..."

To end this article, let me remind you of what Billy taught me when I was a kid: Everyone is in a trance and everyone can be brought out of it. The idea is not to ignore this quirk of human nature, but to use it forrepparttar 127266 well being of all you touch---including your own profit!

Just don't age regress any of your prospects!

Joe Vitale is the world's first Hypnotic Marketer. You can now get Joe's new email marketing course, "Easy Marketing Secrets for Coaches," free, by sending blank email to

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