4. INCREASE THE BUYING OPTIONS

Offering choices of WHAT to buy reduces your sales. But offering choices of HOW to buy increases your sales. Offer many different ways for customers to buy from you. The same method is not convenient for everybody. Prospective customers are more likely to act immediately when their favorite way of ordering is available.

For example, many online marketers only accept orders online. They could easily increase number of sales they get by including options to order by phone, fax and postal mail.

5. SIMPLIFY THE BUYING PROCEDURE

You get more sales when you make it easier for customers to buy from you. Look for ways to make your buying procedure easier and faster.

For example, many online marketers use a shopping cart to process their orders -- even when they offer only 1 or 2 items. Don't force your customers to endure complicated process of a shopping cart just to order 1 item. Some will abandon process ...each one a sale you lost needlessly.

Use a simple online order form instead of a shopping cart when you offer only 1 or 2 items. It generates more sales.

Each of these buying stimulators will increase your sales. Start using them now in your ads, web pages and other sales messages. They will produce immediate results without increasing your costs.

Now on to reach those 70-plus percent who need more info and more time to think about buying. Here's where you start to lay on sales pitch. Tell a short story about a typical customer who has problem your product or service can solve. Tell how problem gets worse, how problem can practically ruin their live or business.

Then you present your product or service as BIG SOLUTION. Tell why your product works. Give details, features, a few statistics that prove your points, and some comments from two or three satisfied customers.

Now come back to your story of customer whose life was almost destroyed by problem. Talk about what their life is like NOW that they have purchased your product or service.

Then bring home sale. Tell customer how to buy, where to find you, how to call you, and when they will get their stuff. If you can, include a satisfaction guarantee. If they don't like their purchase, you'll refund their money, do service over, whatever you can afford to do to make customers feel more secure about buying.

Finally, put a time limit on your offer. It's only available to first 50 customers, for 30 days, or while supplies last. Most of us are procrastinators by nature and need a time limit to motivate us to act. Your time limit makes this happen.

Do you recognize sales letter formula I've just laid out? Of course you do. You've seen thousands of TV commercials and print ads that use same technique. One famous TV critic likened it to a religious experience: customer is experiencing Hell, then buys your product and is delivered into Heavenly Bliss.

It has been used by top marketers for decades because it works. Corey Rudl uses it in his legendary 25 page website letter and Jim Daniels uses it in his famous 52 page website letter. You can bet these guys make a VERY good living from their LONG letters.

If writing isn't your favorite thing to do, ranking right along with getting a tooth filled, let a pro write it for you. Jot down your ideas, then send them to a writer along with this article.