How To Get Immediate Response to Your Sales Pitch
Simply because your prospects are convinced that your product is best thing since slice bread, doesn't mean that they'll buy right away.
In fact, most people will want to think about it for a little while. There is that little voice in all of us that resists being sold. We think that if we caved in to that salesman then we aren't really strong. We feel almost like a sucker to fall for his pitch.
This adage is a meaningful one: 'People love to buy but hate to be sold'.
Even after we've bought that item that we must have, there is still some mental dissonance (referred to as 'buyers remorse') that torments us. This is one of major reasons for refund requests.
So you have to provide as much urgency and incentives as possible for your prospect to make that purchase right away. Here are seven of most effective strategies to push them over decisional edge.
1. Make a Limited Offer
This is probably one of more popular strategies to get people to buy now. Don't let its popularity of use fool you though. Once you can show that your offer is limited in availability then perceived value instantly quadruples. Limited quantity offers work much better than limited time offers because you don't know when items will run out.
2. Offer Bonuses
This is another popular tool used to get buying decisions. The bonuses should be related and complimentary to main product. This increases value of your primary product and makes price appear much less for value customer gets. You should try and avoid offering rebates or discounts if you can; offer a bonus instead.
3. Give a deadline
If you give a deadline by which offer will close or price will be raised, then this will build real urgency and increased sales. You should make sure that deadline is kept, or if you extend offer you should give a reason why you did this. There are many websites that use a script that continually changes deadline. But this method can really backfire as you can lose credibility with your customers. When customers buy right away only to see same price after deadline is gone, they feel cheated and tricked.
4. Offer a 'surprise bonus'
We've already said that bonuses are great decision helpers. Well, 'mystery gift' or 'surprise bonus' also increases sales because of suspense element injected by this unknown. There are many people who will buy just to find out what surprise gift it. This reminds me of Cracker Jack boxes of candied popcorn I'll buy as a child just to get surprise gift inside. It still works, even with adults.