3. DISTRUST

Many prospects are "almost customers" because they are skeptical of your promises. They bought things in past that did not produce promised results. They don't want to risk repeating that experience. Some ways you can overcome obstacle of distrust include:

** Eliminate their risk of loss. Offer an unconditional money back guarantee if your customer does not get results he or she expects.

** Prove your record of delivering what you promise. Provide testimonials from satisfied customers as evidence you lived up to your promises in past.

** Provide your customers with direct access to you in person or by phone if they have a problem. Prospective customers feel secure and are more likely to buy when they know they can talk with a real person.

TIP: Direct access to a real person is especially effective for overcoming distrust when marketing on Internet where entire transactions can occur without any personal contact. Many online sales are lost to distrust because a web site does not provide name of any real person or a phone number to reach a real person at business.

You probably lose more income than you realize from customers who almost buy from you. The 3 major buying obstacles of procrastination, low priority and distrust cause you to lose these sales. Apply tactics revealed in this article to overcome these 3 obstacles ...and convert your "almost customers" into profitable paying customers.

Bob Leduc is a Sales Consultant with 30 years experience in building successful businesses. He just released a revised and completely updated New Edition of his manual, "How To Build Your Small Business Fast With Simple Postcards", and several other publications to help small businesses grow and prosper. Email: BobLeduc@aol.com Subject: "Postcards" Phone: 702-658-1707 after 10 AM Pacific Time/Las Vegas, NV

One thing you must stay away from is giving-up attitude. The rains will come, but they make flowers grow. Rainbows follow and internet success is in that pot of gold. If you close shop, it may be that opportunity was just about to knock and you weren’t there to answer door. You will never know but someone else will reap rewards of your hard work and enthusiasm. In lull, seek out additional products or services that can be added to your inventory and work on these new features. If you give up, you end it right there. There is no tomorrow and there is no “what if”. The door is chained and locked and only you had key. Leave door open, roll out red carpet, and remember that mousetrap adage. ENJOY! ©Arleen M. Kaptur 2002 July