3 Buying Motivators You Can Use to Increase Your Sales

copyright 2003 Bob Leduc

Below are 3 powerful buying motivators you can use to increase your sales without increasing your expenses. They work for any business and apply to every marketing method including the Internet.

1. PROMOTE "SIMPLE, FAST AND EASY"

Your customers want your product or service to provide a simple solution to their problem. They also want to see fast results and they want those results to be easy to get.

Give them what they want. Promote the characteristics of your product or service that are simple and easy -- and those that provide fast results. These are often more important to customers than price.

Also make your buying process simple, fast and easy for EACH customer so you don't lose potential sales. For example...

Many internet marketers offer only one way for customers to order -- online at a secure server. That may be the easiest way for YOU to buy something but it's not the easiest way for all of your customers. That's why many online orders get abandoned before they're completed.

One online marketer told me her sales increased almost 20 percent when she added the options of ordering by phone, fax or postal mail.

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2. STOP SELLING AND LET THEM BUY

People love to buy things but they hate the feeling of being sold something.

I recently read about a survey conducted among new car buyers. Every participant rated the helpful attitude of the salesperson as one of the major reasons they bought their car. None felt like a persuasive salesperson SOLD them a car. Instead, they felt like they BOUGHT the car.

Most of those survey participants were probably ready to buy a car when they walked into the dealership. The salesperson didn't have to persuade them to buy. He just needed to find a car with the features they wanted and a price they could afford.

How can you create the same atmosphere in your business? Target your advertising to prospects most likely to be interested in what you're selling. They won't require much persuasion to buy.

IMPORTANT: Prospects in a narrowly defined target market will immediately recognize how your product or service can benefit them. You don't have to persuade them of its value. But you do have to persuade them to take immediate action and buy NOW.

3. ELIMINATE THE RISK

Prospects often avoid buying from you because they don't want to risk the chance of getting unsatisfactory results from your product or service.

One way you can eliminate that risk is to guarantee their satisfaction. A money back guarantee with few or no conditions is a powerful risk eliminator if you sell a product.

But a money back guarantee may not be practical if you sell a service. You can't recover any of the time and labor you already invested. Instead of a money back guarantee, you can guarantee to perform additional services at no cost until your customer is satisfied with the results.

Another way to reduce your customer's risk is to provide testimonials from satisfied customers. They prove you can deliver what you promise. (You do ask your customers for testimonials, don't you?)

The most effective testimonial describes a specific benefit your customer gained by using your product or service. For example, "I already lost 9 pounds in just 3 weeks".

TIP: Get permission to include your customer's name and address with each testimonial. Personal testimonials from real people are more believable than anonymous testimonials.

Spend some time today applying these 3 buying motivators to promote your business. You'll be amazed by how quickly they increase your sales without increasing your expenses.

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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