7 HIGH-POWERED SELLING TACTICS TO INCREASE YOUR SALES Copyright 2002 By Bob Leduc
Here are 7 high-powered selling tactics many businesses overlook or ignore. How many do you use?
1. CREATE HIGHER PRICED OFFERS
Increase your average size sale by combining 2 or more related products or services into a Special Combination Package. Price this combination package lower then total cost of buying each item separately -- and promote it as a Special Offer.
TIP: Don't complicate your package offer by including an option to buy any items separately. Limiting customers to a simple "yes" or "no" decision generates more sales than confusing them with a "yes", "no" or "which one" decision.
2. TONE DOWN YOUR CLAIMS
Avoid making any claim about your product or service that sounds exaggerated ...even if it is true. When your claim sounds too good to be true, your prospective customers will assume it's not true -- and they won't buy. Reduce any bold claims to a more believable level.
TIP: Express numerical claims as odd numbers with fractions or decimals. For example, "Our clients save 17.7 percent" sounds more believable than "Our clients save 20 percent" ...even if 20 percent is accurate number.
3. TRIVIALIZE YOUR PRICE
Demonstrate a low cost for your product or service by breaking down price to its lowest time increment. For example, "$349 per year" frightens many customers away. But presenting it as "Enjoy all of this for less than 96 cents a day" attracts them to low cost.
4. REVEAL WHO YOU ARE
Prospective customers are more likely to buy a product or service from a business when they can reach person responsible for operating business.
Make it easy for prospects and customers to reach you. Publicize your real name and personal contact information. Include your name, address and phone number on everything you use to promote business ...including your web pages and email messages. Few prospects will actually contact you. But more will buy because they know they CAN contact you if they have a problem.
5. PROVIDE FAST ANSWERS
Answer inquiries and questions from prospective customers quickly ...while their level of interest is high.