Action

October 22nd, 2009 Posted in Close Sales, Creating Sales Opportunities, Increasing Sale Value, Making Sale, Offline Marketing

Action

When you’re telling your prospects what to do to order your product or
service, you must be specific . . . you must take them by the hand and lead them
down the path. You must tell them precisely what actions they have to take to buy
what you’re selling. Remind them that taking this action will get them the
benefits they want to enjoy from your product or service. You can’t afford to
assume that your prospects know that they need to pick up the ‘phone, dial the
numbers, come into your store, and have their credit card handy. You must tell
them!

Tell your prospects what to do. People are silently begging for you to lead
them – so do it! People love it when they are being told what to do. Why?
Because they don’t have to think! And during this “closing” process, you want to
make the whole process as “think-less” as possible.. . .

Here are some tips that will make your prospect’s job of buying easier:

Don’t just tell them to order – tell them …

          “In order for you to start getting this benefit, and this benefit, and this
benefit, pick up the ‘phone and dial 1234567890.”

In other words, as you’re telling them to order, remind them of the benefits
they get from ordering . . . tell them WIIFM— what’s in it for me?

Tell them to:

“Simply complete the enclosed ‘Trial Certificate’ to begin your 90-day
evaluation of the product.”

Make it as easy as possible to order by having the prospect’s name and
shipping address already printed on the order form. If you must use labels on the
order form, do so, but it’s best to have their name directly printed onto it. Many
mailing houses can do this with ease, as long as you have your list on computer
disk.

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