Archive for the ‘Close Sales’ Category


Impress Your Customer

Impress Your Customer

By sending Thank You Letters or Simple Follow Up Notes.

 It doesn’t really matter how or why you communicate to your customer, if you want to keep an existing customer or Impress a new customer or make your existing customer step up and become an “A” Customer you need to let them know that you want them.  Every one wants to be needed and appreciated yet hardly any business adds the personal touch. Don’t wait for Christmas to thank them, do it all year.

There are many reasons to keep in touch with your customer and these are just a few:

  • Birthday cards or notes: usually get this date off their account application forms etc, but it always nice to receive a surprise birthday card.
  • Aniversary note: Just gives a gentle reminder thats its been a year since they had their last massage or 2 years since they bought their car from you and perhaps they may wish to trade it in Read More Here…

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Scarcity

Scarcity

This is where you “take away” your prospect’s chance to get your product or
service. You may have heard of the “take-away close” which is used in selling.
It’s very effective. You present your case to the prospect and when he begins to
slobber so bad because he’s got to have what you’re selling, then you let him
know that there’s really not that many left — or, he’ll have to wait 6 weeks to get
it unless he orders today, or any number of other techniques for “taking away”
the benefits that he so badly desires.

In your ad or letter tell your prospect that what you’re selling:

  • is available only for a limited time;
  • is available at a discounted price for a limited time;
  • is available with all these free bonuses for a limited time;
  • was produced in small quantity . . . “We’ll be out of ‘em by the end of this week”;
  • there are only 15 seats available at the workshop;
  • there were only 150 copies printed, and if they want one they’d better act now, etc.

By creating scarcity, your prospect begins to think, “Gee, I’d better buy this
before it’s too late!”, which is exactly what you want them to think.

Read More Here…

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Benefits

Benefits

Once you have an incredibly powerful, no-risk offer that motivates your
prospect to take action, you should make a strong guarantee that removes all of the
risk (this will only work if your product is good). Then you add in some
scarcity . . . the scarcity will hopefully motivate them to act now. Don’t beat
around the bush with this either. You’ve got to come right out and tell them to take
action now. Tell them to:
“Take the action right now that’s going to allow you to live the life you’ve
only dreamed of up ‘til now! This is your chance to learn how to … blah blah
blah — and by learning how to do it, you’re going to get this benefit and this, and
this and this! And guess what? You won’t get any of it unless you take action right
this minute.”
The fact is, you must compel your prospect to take action now. And you must
tell them in no uncertain terms that if they don’t act now, their chance to get the
benefits you’re offering them may be gone forever.
Couple this tactic with scarcity and a warning . . . and now you’ve practically
got them smackin’ themselves and kickin’ themselves if they don’t order, or don’t
come into your store, or whatever.
Try it, this really works!

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Action

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:

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Restaurant Client’s Profit Is Up By 150%

I Made 15 Calls and Got 3 Clients

“I only work part time while I work on my Engineering Company and Hair Salon”

 

“One client took on 15 more clients by sending out Birthday and Half Birthday Letters to their database”

Ian Simonsen – BBI Business Consultant

 

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Warning

Warning

 Warn them what will happen if they choose not to take action. Tell them
very clearly, and in no uncertain terms, what benefits they’ll be missing out on if
they choose not to take action. This tactic is incredibly emotional and, when
used correctly, will really get your prospect to “feel” the pain of remaining in
“status quo” . . . and that’s exactly what it’s supposed to do. Let me give you a
couple of examples here to show you how powerful this can be in motivating
your prospect to take action now.

Let’s say you’re looking at ordering something from the “Peter Sun
Marketing Catalogue”, and you’re acutely aware of the fact that you’ve either
got to hire someone to write your ads, or you’ve got to learn to do it yourself.
You rang around and learned that for some really good writing, you’re going to
have to pay $5,000 or more. Being the frugal person you are, you throw that idea
out the window, and decide to check into the Peter Sun Marketing Catalogue, the
close in the sales letter you would receive would read something like this …

Read More Here…

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Creating A Sales Letter or Ad That Works

Creating A Sales
Letter or Ad That Works

There are a few things you must do before you sit down and create your
‘silent salesperson’, which is what a great sales letter is — a truly efficient and
loyal salesperson. One that never sleeps in, takes sick days or forgets to turn up
for work.

There are 3 steps you must take before you can start writing:

Step 1: Define the result you want from your letter. Is it an order or an
appointment for further follow up? Never try to do both. Either sell your
product or service or simply sell the reader on why they need to ask for more
information.

Step 2: Define you target market. Who are your hottest prospects? Yes,
that’s right. Your existing customers, people who have already bought from you!
If you are spending money on any format advertising and you aren’t mailing your
existing customers . . . you are committing a crime against your profitability.
Your cheque book should be seized and impounded until you come to your
senses.

Listen to this story:

Read More Here…

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How To Write A Sales Letter That Will Make You Rich

 

How To Write A
Sales Letter That Will Make You Rich

Firstly, you and I already know that your letter is like a salesperson. Therefore it
must sell something . . . and it must sell it well. The line of thought you should
follow is the same as you would use if you were describing your proposition to
someone face-to-face . . . so here’s what to do before you start writing.

Audio-tape yourself or your best sales people whilst making a sale or answering
a customer query about the business and its products.

Have these tapes transcribed and highlight all the great phrases, selling points,
reasons why and benefits the customer will get, and number them in order of
importance.

Next you pull out all the letters from your sample file which relate most closely
to what you are going to write about and the first thing you write is . . .
the Headline!

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Closing The Sale

Closing The Sale

So, how do you end your letter? The one thing you must always do is ask
the person to take some sort of action:

  • Pick up the phone and call
  • Fill in the coupon and mail it
  • Come into the store
  • Ask them to buy
  • Ask them to call you

Just make sure you ask them to do something!

So finally you’ve written your headline, you’ve “adapted” successful bits
and pieces into your letter, you’ve listed lots of bullets (benefits) and you’ve
added some exciting bonuses to make your prospects keen as mustard to buy,
and you’ve also guaranteed your whole proposal.

You asked them to call you and order (and you even included your private
phone number), and you then signed your letter.
Now all that remains to do is to send it, right? Wrong!

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Bullets For Profits

Bullets For
Profits

What are they? They are like those little headlines you often see on the
cover of magazines. You know the ones I mean. In Cleo you’ll see . . .

  •  7 tell tale signs to find out if he’s cheating on you
  •  How to lose weight and keep it off this summer – without giving up the foods you like
  •  7 hot young guys reveal what they really want from a woman

A health magazine will say . . .

  •  I survived Aids—a true story
  •  How to keep out those winter flu’s – without going to the doctor
  • 8 vitamins and herbs that’ll give you a younger look, keep you slimmer and give you more energy
  • A business opportunity magazine will say …
  •  Quit your day job— 5 signs it’s time to be your own boss
  •  Where to get great business ideas – for FREE!
  •  How to make $1,000 a weekend in hottest fast food craze.

How To Make Your Own Bullets

Using the samples given above, you simply substitute your product and
business instead. For example if you were a menswear retailer, the bullet:

  • “7 tell tale signs to find out if he’s cheating” could become:
  • 7 tell tale signs to find out if your new suit will still look great after 6 months of wear!

Or try this one …

  •  ‘How to lose weight and keep it off this summer — without giving up the foods you like!’ becomes:
  • How to buy a complete outfit and look like a million dollars – without spending a fortune!

And so it goes. All it takes is a little (or a lot if you want to be a real expert)
practice and a few examples to get you started.

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