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Casual Articles - How To Get Past The Number One Hurdle In Sales
Once you've determined that buying a franchise is the right choice for you, your next decision will be to decide exactly which service or product you want to invest in.And this decision had be harder than it seems. One of the biggest decisions a would-be entrepreneur has to make is choosing the right franchise system for them. After all, owning and operating a business is a large commitment–-in time, money, and energy-–and nobody wants to be stuck running a business that they don’t li
To increase reward appeal to ego
Link taking action to superiority. Appeal to your prospect’s ego with offers that say, “This is only for those who have the foresight to take action,” or, “This is a product only the most savvy buyer will appreciate.” Let your prospect know, that taking action sets him or her
When you're new to the responsibility of buying industrial furniture - whether you need a portable stage, drafting table, modular desks, school furniture, or office partitions - it's difficult to quickly get a grasp of the range of products available, and even harder to determine which products will work best for your needs. Here's a quick rundown to get you started: Portable Stage: Portable stages come in a variety of heights, typically 8 inches, 16 inches, 24 inches, 32 inches, a
"Thinking is easy, acting is difficult, and to put one's thoughts into action is the most difficult thing in the world."
- Johann Wolfgang von Goethe
The answer is customer inertia. It’s relatively easy to convince a prospect of the value of your product or service (assuming your product offers a genuine value to customers). Tell your story, give the facts, present the benefits and you’ll soon have your prospect thinking. “This is a good product.” You might even have you prospect thinking “It’s worth the cost.”
Now get your prospect to act. Not so easy. And no matter how convinced your prospect may be, he or she isn’t a customer until he or she takes action.
There are many reasons for customer inertia: fear of making a wrong decision, complacency, hope that a better product will come along. People resist change; people resist taking action. Whatever the reason for the inertia, your prospect will only take action when you overcome his or her resistance.
What's the best way to create urgency and influence people to take action?
The answer is to increase the pain of inaction and increase the rewards of taking action.
There are two ways to increase the pain and two ways to increase the reward, and one way that combines both.
To increase pain limit time
Set a time limit to create urgency. Send a clear message that says, 'You must act NOW.” State a specific deadline, such as, “This offer will expire on July 20, 2007” or, “This offer will expire at midnight on June 15th,” or, “This offer will expire in 7 days.” And be honest about it; once you set a time limit stick to it.
To increase pain limit quantity
Give your product additional value by advertising that only a limited number of them are available. Again, be specific. State, “Only 200 will be sold,” or, “only 25 people will be admitted to this event”
Add a little financial incentive to your limited quantity offer: “Only a 50 of these thingamajigs will be sold at this special 32%-off discount price,” or, “ FREE bonus to the first 50 who respond.”
To increase reward appeal to ego
Link taking action to superiority. Appeal to your prospect’s ego with offers that say, “This is only for those who have the foresight to take action,” or, “This is a product only the most savvy buyer will appreciate.” Let your prospect know, that taking action sets him or her a
I just collected my mail. As usual, more than 80% of it was junk. Marketing junk.What did I do with it? Threw it in the garbage without reading it. Same as you do. Only it made me think about this article, which I guess might be of some use, unintended by the morons who send me all that useless direct mail.When I open a local newspaper, the first thing I do is chuck away all the god-awful leaflets and flyers hidden inside it. Same with anything people put in my mailbox or
Now get your prospect to act. Not so easy. And no matter how convinced your prospect may be, he or she isn’t a customer until he or she takes action.
There are many reasons for customer inertia: fear of making a wrong decision, complacency, hope that a better product will come along. People resist change; people resist taking action. Whatever the reason for the inertia, your prospect will only take action when you overcome his or her resistance.
What's the best way to create urgency and influence people to take action?
The answer is to increase the pain of inaction and increase the rewards of taking action.
There are two ways to increase the pain and two ways to increase the reward, and one way that combines both.
To increase pain limit time
Set a time limit to create urgency. Send a clear message that says, 'You must act NOW.” State a specific deadline, such as, “This offer will expire on July 20, 2007” or, “This offer will expire at midnight on June 15th,” or, “This offer will expire in 7 days.” And be honest about it; once you set a time limit stick to it.
To increase pain limit quantity
Give your product additional value by advertising that only a limited number of them are available. Again, be specific. State, “Only 200 will be sold,” or, “only 25 people will be admitted to this event”
Add a little financial incentive to your limited quantity offer: “Only a 50 of these thingamajigs will be sold at this special 32%-off discount price,” or, “ FREE bonus to the first 50 who respond.”
To increase reward appeal to ego
Link taking action to superiority. Appeal to your prospect’s ego with offers that say, “This is only for those who have the foresight to take action,” or, “This is a product only the most savvy buyer will appreciate.” Let your prospect know, that taking action sets him or her
What is your time tempo? Are you impatient when people who use the express lane have one item over the limit? Do you leave for a destination with just enough time to arrive? Then maybe your time tempo is faster than many people who are in your life. We live in a world with different time zones, but what we don’t realize is that the tempo of time is different around the world. Culture shapes the way we approach time and spend time. Our inner clocks dance to the tempo that we are raised with. A
What's the best way to create urgency and influence people to take action?
The answer is to increase the pain of inaction and increase the rewards of taking action.
There are two ways to increase the pain and two ways to increase the reward, and one way that combines both.
To increase pain limit time
Set a time limit to create urgency. Send a clear message that says, 'You must act NOW.” State a specific deadline, such as, “This offer will expire on July 20, 2007” or, “This offer will expire at midnight on June 15th,” or, “This offer will expire in 7 days.” And be honest about it; once you set a time limit stick to it.
To increase pain limit quantity
Give your product additional value by advertising that only a limited number of them are available. Again, be specific. State, “Only 200 will be sold,” or, “only 25 people will be admitted to this event”
Add a little financial incentive to your limited quantity offer: “Only a 50 of these thingamajigs will be sold at this special 32%-off discount price,” or, “ FREE bonus to the first 50 who respond.”
To increase reward appeal to ego
Link taking action to superiority. Appeal to your prospect’s ego with offers that say, “This is only for those who have the foresight to take action,” or, “This is a product only the most savvy buyer will appreciate.” Let your prospect know, that taking action sets him or her
Few building owners enjoy speaking to a salesperson. However, some of these same owners make the ordeal a financial and professional nightmare by going into the process unprepared.Keep in mind that the salesperson is paid on commission. If you don’t hire their company, they aren’t paid. So, many salespeople will say and do almost anything to get your business. Basically, they are the ‘hunter’ and you are the ‘hunted’.And, to make matters worse, the ‘hunted’ (you) often times
To increase pain limit quantity
Give your product additional value by advertising that only a limited number of them are available. Again, be specific. State, “Only 200 will be sold,” or, “only 25 people will be admitted to this event”
Add a little financial incentive to your limited quantity offer: “Only a 50 of these thingamajigs will be sold at this special 32%-off discount price,” or, “ FREE bonus to the first 50 who respond.”
To increase reward appeal to ego
Link taking action to superiority. Appeal to your prospect’s ego with offers that say, “This is only for those who have the foresight to take action,” or, “This is a product only the most savvy buyer will appreciate.” Let your prospect know, that taking action sets him or her
You can SO measure return-on-investment for a public relations program!Try this.Accept the fact that people act on their own perceptions of the facts, and that this leads to predictable behaviors about which something can be done.When public relations creates, changes or reinforces those perceptions by reaching, persuading and moving-to-desired-action those people whose behaviors affect the organization, the public relations effort is successful.This mea
To increase reward appeal to ego
Link taking action to superiority. Appeal to your prospect’s ego with offers that say, “This is only for those who have the foresight to take action,” or, “This is a product only the most savvy buyer will appreciate.” Let your prospect know, that taking action sets him or her apart from the pack.
To increase reward appeal to desire to belong
Even though people like to feel above the pack they don’t want to be separate from it. People like things that are popular and they trust what other people like. Social psychologists call this “social proof”
People want to be part of the “in crowd” and they also don't want to experience the pain of being on the outside looking in. Use testimonials. Let your prospect know that taking action puts them with the “in crowd”.
To increase both pain and reward appeal to exclusivity
The effect of the above strategies is that they create a sense of exclusivity. People want to feel special and like they're getting something that other people aren't. Only those who act now will be part of an exclusive group. Those who do not act will feel the pain of being left out.
Another way to appeal to the desire for exclusivity is to make offers that are limited to a select few. “For current customers only, “ or, “admission by invitation only,” and similar offers appeal to the desire for exclusivity.
Overcoming resistance is the finally step and biggest obstacle to making sales. Increasing the pain of inaction and increasing the rewards of action are two things you can do to help a customer take that difficult step. Again assuming that what you offer provides genuine value, it’s a service to your customer that pays off for you.
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