The best way to chase your prospects away is to show them that you really need them! This may appear strange at first but truth is sometimes stranger than fiction.
I've seen this repeatedly in cases where my website visitors would sometimes ask for some clarification on my offers. I noticed after a while that 99% of those who inquired by email or phone never made purchase. Frankly, this was quite puzzling to me.
First I thought that maybe my heavy Caribbean accent drove them away. But then again what of my emails? I doubt that you can hear an accent through written word.
Then I recalled saying:
"Follow love and it will flee, Flee from love and it will follow thee."
You see, sometimes you can appear so desperate to make sale that you drive customer away. The prospect senses this in your voice and `persuasive' emails and they shy away. It's a strange human phenomenon that people like to buy but they don't like to be `sold'. The customer frequently wants to feel as though he is in control of buying process.
Nobody wants to know that they were pressured into making any decision and this includes buying. This is where whole psychology of offering your products in different colors and versions comes in – you are giving customer a choice.
So here is a typical email that I would get from a prospect:
I was just at your website and think that I like your ebook. I've been burnt before by some useless junk that I've bought on web. So I have some questions that I hope you don't mind answering. (Questions about product follow ...)
You seem to be an honest person but I just want to know if you'll really refund my money if I didn't like your ebook. If I don't hear from you then I would just go and purchase another product. No hard feelings.
Now, originally an email like this would get me into high gear in `defending' my product and listing all virtues that were already stated on sales site. As I mentioned before I often never heard from these customers anymore and so I had wasted my time trying to close sale.
Sometimes I would just ignore these letters as I had labeled these people as just `doubters' or `freebie seekers' who would not have made a purchase anyway. This was until I got a really harsh anonymous email that blatantly accused me of just trying to trick people out of their money. Me? I take time to return shopping carts to their storage area in parking lot – you can't get any more honest than that!