INCREASE YOUR SALES WITH THESE 5 BUYING STIMULATORS
Use these 5 powerful buying stimulators in your ads, web pages
and other sales messages to get more sales. They produce
immediate results without increasing your costs.
1. CONVERT BENEFITS INTO FEELINGS
People usually buy a product or service because they expect to
feel a certain way after the purchase. Keep this in mind as you
develop your ads, web pages and other sales tools.
Use vivid word pictures to dramatize the pleasant feeling your
customer will experience when enjoying the benefit produced by
your product or service. The following portion of a business
opportunity ad I saw recently illustrates this concept:
"No boss. No schedule. No debt. Money to buy what you want and
lots of time to have fun."
2. DRAMATIZE THE FEELING OF LOSS
After telling your prospect what they will gain from buying your
product or service, tell them what they will lose if they do not
buy it. Most people fear loss more then they desire gain.
Strengthen your selling appeals by reminding prospects of what
they will lose if they do not buy from you. For example, the
above business opportunity ad becomes more powerful by adding
the following:
"Or... continue building wealth for your boss while you struggle
month after month just to pay your bills."
3. REDUCE PRODUCT CHOICES
Promote only 1 product or service each time you advertise. Most
people have difficulty selecting one product to buy when their
decision forces them to delay or reject buying something else
they also want. When prospects cannot make an easy choice they
often make no decision at all -- and you lose the sale.
TIP: Combine several products or services into one package for
one price. Eliminate the difficult decision of selecting and
rejecting items by not including an option to buy any items
separately. You will get more sales because your prospect's
buying decision is limited to a simple "yes" or "no".
4. INCREASE THE BUYING OPTIONS
Offering choices of WHAT to buy reduces your sales. But offering
choices of HOW to buy increases your sales. Offer many different
ways for customers to buy from you. The same method is not
convenient for everybody. Prospective customers are more likely
to act immediately when their favorite way of ordering is
available.
For example, many online marketers only accept orders online.
They could easily increase the number of sales they get by
including options to order by phone, fax and postal mail.
5. SIMPLIFY THE BUYING PROCEDURE
You get more sales when you make it easier for customers to buy
from you. Look for ways to make your buying procedure easier and
faster.
For example, many online marketers use a shopping cart to
process their orders -- even when they offer only 1 or 2 items.
Don't force your customers to endure the complicated process of
a shopping cart just to order 1 item. Some will abandon the
process ...each one a sale you lost needlessly.
Use a simple online order form instead of a shopping cart when
you offer only 1 or 2 items. It generates more sales.
Each of these buying stimulators will increase your sales. Start
using them now in your ads, web pages and other sales messages.
They will produce immediate results without increasing your
costs.