7 Secrets of Getting Customers to Buy Now
Copyright 2006 Joseph Farinaccio
These sales letter motivation techniques will get your prospects
ordering without delay. If you don't give your potential buyers
a reason to order... or call... or inquire... RIGHT NOW...
... they won't!
It's that simple.
Your offer must include reason why your prospect needs to
respond immediately. If not, your sales copy lacks motivation.
Just make sure it's an honest reason.
Using response mechanisms in ads and sales letters is the heart
of direct response marketing.
You can also think of it this way. Great copy tries to prevent
procrastination. People love buying things. So give them reasons
to buy.
Here are the common sales letter motivation methods:
1) Add a time-deadline
If they don't order by a certain date they won't be able to
either get the product, or get the product at the special price.
Give a logical explanation to justify the time limit on your
offer. If you don't have one your offer will be disingenuous.
And it will lack credibility.
2) Limit the Quantity
This works if the product is limited. It even works for service
suppliers if their time is limited (... they only have enough
room on the schedule to serve a certain number of clients).
Give a logical reason again. Is your offer a "liquidation sale?"
A "fire sale?" A "damaged goods sale?" A "make way for new
inventory sale?" An "only can serve so many clients this month"
special offer?
3) Make the offer special by taking one product and bundling it
with others for a limited time. This gives your customer more
value for less money.
4) Include a premium or other bonuses if they buy early. A
special gift or "freebies" of some sort often motivates folks to
buy before a certain date.
5) Let prospects know you're about to raise prices soon so they
can save if they buy now. If you're planning to raise your
prices then let customers know beforehand, and give buyers a
chance to save before you do it. Many of them will respond if
your products / service is in demand.
6) Tell people you'd like them to try out your product and
you'll reward them with free shipping ( or a bonus, or free
product support, or ...) if they buy now. Free shipping is a
real value these days with transport costs rising. Savvy
customers know this.
Remember, the reasons you use to justify your offer must be
credible. Your prospect must have a valid reason. Sometimes this
is referred to as "reasons-why" advertising.
Use the word "because" in your copy too. Say something like, "we
are letting these go at such a great price because the covers
were damaged in shipping and we can't sell them in the store."
Remember, your reason to buy now should be honestly presented in
your sales copy. If you do this it won't have any problem being
believable. Credibility is key.