When I recently read that phrase, it literally
jumped off the page at me. There is so much power in
those words!
Why do I feel they're so powerful? Because
when you're trying to sell a product or service, you must instill optimism -- good feelings, positive thoughts,
confidence, hopefulness -- in your prospective customers or
you will not make the sale.
It's natural for people to be skeptical -- doubtful,
disbelieving, uncertain, pessimistic -- in the buying process.
Even if you have the most power-packed, energetic headline
... the most benefit-filled, motivating, persuasive message
... the most forceful, compelling close -- they will still
'hold back' if you haven't given them optimism.
When skepticism is still present, prospects
will find excuses not to make a purchase. "It's
too expensive." "It isn't really the color I wanted."
"The dishwasher/ computer/ gardening service/ automobile
I'm using now works just fine -- I don't need a new one."
So how do you instill optimism in your prospective
customers? You take them a little farther down the selling
path and ...
Make sure they are fully aware of how your product
or service will make their life better by restating or mentioning additional benefits.
Provide 'proof' -- facts and figures that back up any claims or promises you have made.
Offer testimonials so they will know that others have experienced 'good things' from your product or service.
Ensure that they see the value of your offering
("Other products like this are selling for $150, but
you can get this one for $99.95")
Present a "you have nothing to lose" guarantee.
Create a sense ofurgency ("There's
only a limited supply left").
Keep this dynamic phrase in the back of your
mind as you talk or write your next sales pitch and increased
sales are practically guaranteed!
Nan Yielding has nearly 10 years experience as an online business owner. She is the owner of Writing-Etc.com and offers internet marketing services and assistance to help website owners attract more customers and increase sales.
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