5 SELLING TIPS
TO INCREASE YOUR SALES
copyright 2003
Bob Leduc
Here are 5 selling tips to help you increase
your sales. All 5 work for any business. They're
effective for both online and traditional
offline marketing. And they won't cost you
anything to implement.
1. PROMOTE ONE THING AT A TIME
Promote only 1 product or service at a time.
It limits your prospect's buying decision
to either "yes" or "no".
Every "yes" answer produces an immediate
sale.
Avoid promotions requiring prospects to make
more choices after making the decision to
buy. Some won't be able to make a clear choice.
They'll avoid the risk of making a wrong choice
by making NO choice -- and you lose the sale
you already had.
You can develop separate promotions for each
product or service you sell. Or you can combine
several products and services into one package
for one price. But always make your prospective
customer's buying decision a simple "yes"
or "no". It produces the maximum
number of sales.
2. LEAD WITH YOUR BIGGEST BENEFIT
What's the biggest benefit you offer to customers?
That benefit is your strongest selling appeal.
Use it to attract prospects to your promotional
message.
State your biggest benefit in the headline
of your ads. Put it in the first sentence
of your sales letters. Include it in a title
at the top of your webpage. Use it as the
opening of your audio or audio-video promotions.
Leading immediately with your biggest benefit
captures your prospect's attention and provides
a compelling reason to continue reading or
listening to your message.
3. PERSONALIZE YOUR APPROACH
More people will buy from you when they feel
you are talking directly to them about their
individual needs. Develop customized versions
of your sales message to cater to the specific
interests of prospects in each market you
target. Use the language and style of prospects
in each market to communicate your message
to them.
It's easy to use different versions of your
sales message when you control who gets it.
But how can you personalize your web site
to appeal to prospects in one market without
losing your appeal to other prospects visiting
your site?
One way is to create special web pages for
prospects in each market you target. Customize
the content of each to appeal to prospects
in that group. Then add a link to each of
these special pages on your home page.
4. PROVIDE SPECIFICS
Marketers often describe their product or
service with words like, "It's fast,
easy and inexpensive". But a specific
description of how fast, how easy and how
inexpensive will generate more sales.
For example, a general statement like, "Our
clients get more sales", is dull. It
won't produce sales. Replace it with a specific
statement like, "Most of our new clients
enjoy at least a 17 percent sales increase
in the first month". This statement creates
excitement. It motivates prospects to sign
up now so they can start enjoying that 17
percent increase in THEIR sales.
5. DRAMATIZE FEELINGS
Customers usually buy on impulse, not logic.
They base their buying decision on how they
feel about your product or service. Get them
excited about using your product or service
and you'll increase your sales.
Revise your ads, sales letters and web pages
to dramatize the emotional rewards your customer
will experience when using your product or
service. Use vivid word pictures to help them
imagine themselves already enjoying those
benefits. For example, a financial planner
could describe what it feels like to enjoy
an affluent lifestyle without debt.
Each of these 5 selling tips will help you
increase your sales. They produce immediate
results. And they won't cost you anything
to implement.
Bob Leduc is a Sales Consultant with 30 years
experience in generating low-cost leads. He
recently wrote a manual for small business
owners, "How
to Build Your Small Business Fast With Simple
Postcards", and several other
publications to help small businesses grow
and prosper. For more info: mailto:BobLeduc@aol.com
•
