TIP: You can demonstrate a low cost for your product or service by breaking down price to its lowest time increment. For example, "Enjoy all of this for less than 90 cents a day" (for something priced at $325 a year).

REASON #3: NO HURRY

Many people tend to procrastinate after they decide to buy something. As time passes some will forget why your product or service is so important. They'll be distracted by other priorities and forget all about you. You'll lose business.

You can avoid losing sales because of "no hurry" by rewarding customers for taking immediate action and penalizing those who don't. For example, offer a special discount price or a special bonus for ordering before a deadline.

REASON #4: NO TRUST

Most people fear losing something they have more than they desire gaining something they want. This fear causes many people to avoid buying something they really want. They're reluctant to buy because they might not get what they expect from your product or service and they'll lose their money. You have to remove this perceived risk to avoid losing business because of "no trust". Here are 3 way I've found effective for any business...

1. Eliminate risk with an unconditional money back guarantee.

2. Provide reassurance with testimonials from satisfied customers.

3. Increase your credibility by allowing customers to communicate directly with you. For example, give them your direct phone number. You'll only get calls from serious prospects who want reassurance of dealing with a real person.

There are only 4 reasons why people decide not to buy from you. You can increase your sales and profits by understanding thinking behind each reason and implementing proven strategies to neutralize their impact.

Be specific. If you sell boats, describe what it feels like cutting through waves with your friends onboard. If you sell financial products, describe what it feels like to enjoy an affluent lifestyle without debt. If you're a business coach, describe what it feels like to own a highly profitable business.

When possible, include a photograph of someone enjoying emotional reward. Don't use photo to replace your word picture. Use it to help your prospect feel experience of enjoying what you describe in your word picture.

...THEN ADD A LITTLE LOGICAL REINFORCEMENT

Most people buy for emotional rewards then look for logical reasons to justify their purchase. After dramatizing emotional rewards of your product or service, include a little bit of logical reinforcement. It helps your prospects act on their impulse to buy. For example:

** Offer a special reduced price -- if they buy NOW. (Logic: "Clever decision. I saved money.")

** Include a brief testimonial from a satisfied customer. (Logic: "Safe decision. Others liked it.")

** Mention a few facts supporting value of your product. (Logic: "Smart decision. It's best money can buy.")

Take some time to look at your promotional material. Revise it to include word pictures of emotional rewards your customers get when they use your product or service. You'll be surprised by how much your sales increase when you dramatize those emotional rewards.