3. STIMULATE YOUR PROSPECT TO START ENJOYING THE BENEFIT NOW

...by taking immediate action to get it. Three of ways you can persuade immediate action are:

** Make an offer with a short time deadline. (discount, bonus, etc.) ** Provide several easy, fast ways to buy. The more better. (online, phone, fax, etc.) ** Guarantee fast delivery. This is easy if you can deliver your product or service online. Otherwise, offer to ship your product immediately or start providing service immediately after your customer orders it.

IS IT A BENEFIT?

Be sure you're promoting biggest benefit your customers get from your product or service -- not a feature of it. A feature is what your product or service is. A benefit is what your product or service does for your customers.

For example, an anti-virus software program may include weekly online updates. That's a feature. The benefit is -- a new computer virus will never destroy any data on my computer. That's result a buyer wants. People never buy something to get a feature. They always buy to get benefit produced by feature.

WORKS FOR A SMALL AD TOO

Including all 3 methods of promoting a benefit in a small ad can be challenging because of limited space available. Here's an example of how one business did it with only 18 words.

"Take more profit from your business and enjoy less stress! Find out how - before your competition does."

Customers buy your product or service to gain benefit it offers. Determine what that benefit is. Then use it 3 different ways in all your marketing materials and promotions. You'll be surprised by how it increases your sales and profits.

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.