HOW TO OVERCOME THE 4 REASONS PEOPLE DON'T BUY FROM YOU
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.