Sales are produced by people. It doesn't matter if you're
selling lemonade to tourists or airplanes to governments.
Even on the Internet, every sale is the result of a live
person or group of people deciding to buy from you.
Unfortunately, many decide NOT to buy from you.
Would you like to increase the number of sales you get? It's
easier than you think. There are only 4 reasons why people
decide not to buy from you. Once you understand the
psychology behind each of them you can implement proven
strategies to neutralize their impact and get a higher
percentage of sales.
REASON #1: NO NEED
People in our modern society rarely buy something because
they need it. They buy something because they want it. When
prospective customers say, "I don't need your product" they
really mean, "I don't want it". How can you avoid losing
these sales? Target your marketing. Promote your business
only among people likely to have a strong desire for the
benefits provided by your product or service.
EXAMPLE: A network marketer will lose money by advertising a
business opportunity in the local newspaper. Most readers
aren't interested in a business opportunity. Instead, she
can generate a lot of business by advertising in trade
magazines, newsletters or ezines read by opportunity
seekers.
REASON #2: NO MONEY
Consumers and businesses rarely avoid buying something
because they don't have (or can't get) the money needed to
make the purchase. They avoid buying what you offer because
they place a higher priority on spending money for something
else.
You can get these sales by making YOUR product or service
their priority. What is the most pressing problem you can
solve for prospects in your targeted market? Dramatize how
they'll feel when your product or service eliminates that
problem. Make it so important they'll move your offer to the
top of their priority list.
TIP: You can demonstrate a low cost for your product or
service by breaking down the price to its lowest time
increment. For example, "Enjoy all of this for less than 90
cents a day" (for something priced at $325 a year).
REASON #3: NO HURRY
Many people tend to procrastinate after they decide to buy
something. As time passes some will forget why your product
or service is so important. They'll be distracted by other
priorities and forget all about you. You'll lose the
business.
You can avoid losing sales because of "no hurry" by
rewarding customers for taking immediate action and
penalizing those who don't. For example, offer a special
discount price or a special bonus for ordering before a
deadline.
REASON #4: NO TRUST
Most people fear losing something they have more than they
desire gaining something they want. This fear causes many
people to avoid buying something they really want. They're
reluctant to buy because they might not get what they expect
from your product or service and they'll lose their money.
You have to remove this perceived risk to avoid losing
business because of "no trust". Here are 3 way I've found
effective for any business...
1. Eliminate the risk with an unconditional money back
guarantee.
2. Provide reassurance with testimonials from satisfied
customers.
3. Increase your credibility by allowing customers to
communicate directly with you. For example, give them your
direct phone number. You'll only get calls from serious
prospects who want the reassurance of dealing with a real
person.
There are only 4 reasons why people decide not to buy from
you. You can increase your sales and profits by
understanding the thinking behind each reason and
implementing proven strategies to neutralize their impact.
About the Author
Bob Leduc retired from a 30 year career of recruiting sales
personnel and developing sales leads. For more information...
mailto:BobLeduc@aol.com. Phone: (702) 658-1707 (After 10 AM Pacific time)
Or write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133