1. Let Them Procrastinate
Procrastination has stolen millions of dollars from the pockets of business people.
Here’s how it works… First, the customer leaves your store without closing the sale. Second, time causes the desire for the product to fade, and distracts them from making their way back. Finally, your customer forgets about buying anything.
Don’t let it happen to you! Make deals so irresistible they can’t say no, and set an end date. Yes, put a little pressure on them to buy TODAY! Reward them for complying, and make sure they lose the deal if they don’t. Don’t lose out on “almost sales”. Close the deal and make REAL profits!
2. Stay Off The Top Of Their Priority List
Sometimes you must remind customers exactly what is and what isn’t important in life. Where they spend our money indicates its level of importance. Are your customers telling you that your product isn’t significant to them?
Promote your business with dramatic word pictures. Evoke the emotions that drive purchases. Are you selling water skis? Get them on the water in the hot summer sun with the wind blowing their hair and water spraying around them. Let them FEEL the importance of the decision.
You CAN motivate buyers to put a high priority on your product!
3. Don’t Build Trust
Are your customers confident that your company will provide the promised services? How many times have you raised an eyebrow at an offer that makes big promises? If you don’t already know the company is reputable, you’re likely to take claims with a grain of salt.
Unconditional guarantees give credence to your desire to please customers. Testimonials are evidence that you have a proven track record. Put some facts in front of your “almost customers.” Let them know a little bit about you and your staff. It’s always easier to trust a person, than a business.
Internet customers especially may feel a legitimate amount of distrust. After all, anyone can make grand claims, but who upholds them? A personal photo, a little information, and a phone number for contact can help building trust on the Web.
How many “almost customers” have slipped through your fingers? You can turn them into loyal customers who frequent your place of business. Use the insights we’ve talked about in this article.