Interestingly enough, you might be asking yourself same thing

each time you come across an advertisement telling you to "get in

today!", or "time is running out!"

And too, you might be getting wise to websites that tell you,

"There is nothing else like it on web!", or "You are guaranteed

to make X amount of dollars in one week!"

These types of ads may have worked for a time, but people are

getting wise to them. And as they get wise, they're beginning to

trust, those who promote in this way, less and less.

In fact, these days, promoting programs and products using a

manipulative sense of urgeny is as good as tatooing "scam artist"

on your forehead!

Now there's nothing wrong in rousing emotion in your sales

efforts. The problem is though, if you rouse wrong ones, you'll

make enemies, and enemies don't buy things from you!

You don't want your customers to regret making a hasty decision,

especially if they can look back on it and blame you for it!

Now what if boy in our story thought things through before

jumping on scam approach to gaining attention?

What if . . .

He explained that there were some interesting shadow play out

there in dark, and invited them to come sit and watch?

Or what if . . .

He told some people how nice night air felt and how peaceful

it was just sitting there watching sheep graze? How lucky he

was to have such a great job!

Maybe he would have aroused different emotions in townfolk. And

maybe he could have gotten some of them to come sit with him out

of a desire for peace and quiet, or out of curiousity.

What if he had convinced rather than connived?

Ken Nadreau is the author of "Power Suits for Online Marketers." A

free report that explains the three most important aspects of sales, and

how using them, turns the average marketer into a legitimate,

"well dressed" professional.

http://taoenterprises.com/powersuit/index.html

Now, you have identified a customer benefit!

Check Out This Example This is how an insurance agent used exercise. I asked him, “What distinguishes you from other agents?” He told me, “I find cheapest and best policy for my customers.” I responded, “So what?” He said, “Well, unlike other agents, I customize each policy for my customer.” I said, “So what”. He answered, “As part of my program, I promise to keep my customer informed about any policies changes that may benefit them in future. “ I asked “So what”. He responded, “The customer has security of knowing that they have best program and best costs for their insurance.” I said, “So you are guaranteeing me that I can go to bed at night and not worry that I am paying too much for my insurance?” “Exactly,” he exclaimed, “That is security I provide each customer with my insurance program!” By using SO WHAT exercise, agent moved from selling “cheapest rates” (business feature) to providing customer security of knowing he will always have best rates (customer benefit). Which agent would you buy from; one with cheapest rate or one that provided you with security about your rate and policy?

Conclusion

Now, you have a simple way to make more money by improving your sales at no additional costs! Use SO WHAT dialogue with each of your business features and start selling customer benefits. For a special report that shows how five critical pieces work together in getting more customers for your business, Send an email to al@hanzal.com with subject line, “Special Report.”

Copyright Al Hanzal, 2004. All Rights Reserved