Written by Tom Kulzer

Continued from page 1

---------------------------------- WHAT FOLLOW UP METHOD REALLY WORKS? ----------------------------------

Following up with each lead individually, multiple times, but at set intervals, and with pre-written messages, will dramatically increase sales! Others who use this same technique confirm that they have all at least doubledrepparttar sales of various products! In order to set this system up, though, you need to do some planning.

First, you'll need to develop your follow up messages. If you've been marketing onrepparttar 127524 Internet for any length of time, then you should already have a first informative letter. Your second letter marksrepparttar 127525 beginning ofrepparttar 127526 follow up process, and should go into more detail thanrepparttar 127527 first letter. Fill this letter with details that you didn't haverepparttar 127528 space to add torepparttar 127529 first letter. Stressrepparttar 127530 BENEFITS of your products or services! Your next 2-3 follow up messages should be rather short. Include lists ofrepparttar 127531 benefits and potential uses of your products and services. Write each letter so that your prospects can skimrepparttar 127532 contents, and still seerepparttar 127533 full force of your message.

The next couple of follow up messages should create a sense of urgency in your prospect's mind. Make a special offer, giving him a reason to order NOW instead of waiting any longer. After reading these follow up messages, your prospect should want to order immediately!

Phrase each of your final 1 or 2 follow up messages inrepparttar 127534 form of a question. Ask your prospect why he hasn't yet placed an order? Try to get him to actually respond. Ask if repparttar 127535 price is to high,repparttar 127536 product isn'trepparttar 127537 right color or doesn't haverepparttar 127538 right features, or if he is looking for something else entirely. (By this time, it's unlikely that this person will order from you. However, his feedback can help you modify your follow up letters or products, so that other prospects will order from you.)

The timing of your follow up letters is just as important as their content. You don't want one prospect to receive a follow uprepparttar 127539 day after he gets your initial informative letter, while another prospect waits weeks for a follow up!

Always send an initial, informative letter as soon as it is requested, and sendrepparttar 127540 first follow up 24 hours afterwards. You want your hot prospects to have information quickly, so that they can make informed buying decisions!

Sendrepparttar 127541 next 2-3 follow up messages between 1 and 3 days apart. Your prospect is still hot, and is probably still shopping around! Tell him aboutrepparttar 127542 benefits of your products and services, as opposed to your competitors'. You will make repparttar 127543 sale!

Sendrepparttar 127544 final follow up messages later on. You certainly don't want to annoy your prospect! Make sure that these last letters are at least 4 days apart.

Following up effectively seems complicated, but it doesn't have to be! So many potential customers are lost because of poor follow up - don't you want to be one ofrepparttar 127545 few to get it right?

Tom Kulzer is the CEO of AWeber Communications. Less Work - More Sales.


Written by Bob Leduc

Continued from page 1

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.


Prospects often avoid buying from you because they don't want to riskrepparttar 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 ofrepparttar 127523 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 withrepparttar 127524 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.

Bob Leduc retired from a 30 year career of recruiting sales personnel and developing sales leads. Bob recently wrote a manual for small business owners titled "How to Build Your Small Business Fast With Simple Postcards" and several other publications to help small businesses grow and prosper. For more information... Phone: (702) 658-1707 (After 10 AM Pacific time)

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