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SIX WAYS TO INCREASE $ALES BY
HELPING PEOPLE BUY
©2006 By Charlie Cook
with prospects and earning their business by staying in
touch overtime is a great way to gradually ramp up revenue.
But what do you do if you want to make the sale today?
Depending on your business, you may not have the luxury of
time to sell a prospect or you may want to increase
immediate ca$h flow to complement long-term salŽs.
Barry recently self-published a salŽs training manual and
needs to ramp up salŽs. George is opening an exercise
facility and wants customers right away so he can pay the
rent. Martha helps corporations cut costs improving
manufacturing processes and needs more clients this month,
and canít wait until next year.
Do you need to increase your income this week, and this
What can you do today to attract more clients and increase
HerŽ are six ways you can help prospects become clients and
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1. Improve Your Marketing Message
Most people talk about their work and advertise their
products and services with marketing messages that donít
pull in new prospects. Whether you are selling services or
products, the most effective way to attract prospects is by
telling them how you can help them.
When you tell people you are a salŽs agent for a real estate
firm, youíre only talking about yourself, not what you do
for your clients. Ditto when you tell people youíve got a
salŽs training manual for sale. To get your prospects
attention you need to talk about what you do and your
products in terms of solutions and benefits.
If youíre selling oranges, which is most likely to get a
a. ďThe best oranges anywhere.Ē
b. ďQuench your thirst right n0w with this organic and
satisfying source of vitamin C.Ē
A good marketing message helps prospects understand what you
do and why they should contact you. Whether you are selling
oranges, real estate, salŽs training or fitness, write your
marketing message from your prospectsí perspective.
2. Give People a Reason to Contact You
Whether you want prospects to email you, call you or come to
your exercise facility, your objective is to get them to
contact you. When they do, you can go to work and start
converting them to client status. How can you prompt a
prospect to contact you?
Everyone loves the chance to get something for frŽŽ. Offer a
frŽŽ report, workshop or consultation. Make sure its
something related to what youíre selling and that your
target market loves. In the last year my frŽŽ marketing
guide has prompted over eleven thousand people to contact
3. Establish Your Pricing in Terms of Value Several years
ago I paid a lawyer over thirty-five thousand dollars to
write a salŽs contract. Why? Because it helped me make
almost a million dollars. When the company I was dealing
with had financial problems, thanks to my lawyerís work, I
still received every penny I was owed.
Whether your product or service sells for nineteen dollars
or nineteen thousand dollars, your clients buy because they
have a clear understanding of how your product can help them
and the value it provides. Use your copy, quŽstions and
video clips to help people understand how much better off
they will be when they use your products and services. When
prospects are confident they will get what they want and
expect, price becomes far less important.
4. Build Credibility
People buy from those they know and trust. How can you get
prospects to know and trust you?
Whether you have been in business for one month or one
hundred years, endorsements from others are the most
effective way to establish your credibility. Place
testimonials prominently in your marketing materials,
demonstrate to prospects that you know what youíre doing and
that your products and services work.
5. Start a Conversation to Create Opportunities One of
the key steps to helping prospects buy is to find out what
they need and want. Once you know what their interests are,
you can show them the service or product thatís the best
solution and youíre on your way to completing a sale.
How can you get the conversation going even if youíre not
face-to-face with a prospect?
Ask quŽstions. Ask prospects what they need and want and
give them a chance to tell you. Even if youíre not
face-to-face with a client you can use your web site to
generate a steady stream of qualified leads by using
response forms. Often all thatís needed to close the sale is
a follow up ph0ne call.
6. Instill a Sense of Urgency
Have you ever put off buying something that you needed or
wanted? How can you get your prospects to avoid this black
hole of procrastination?
Give prospects clear directions. Tell them what to do when
and why. If you want them to fill in a f0rm, tell them how
and why to do so. If you want them to buy your book, tell
them how and why. If you want them to give you information
about themselves, give them a reason. If you want people to
make a purchase right away, motivate them with an impeding
Not every prospect will purchase your products or services
today, but you can help them along. Use these six marketing
strategies to attract more prospects and be more successful.
ABOUT THE AUTHOR:
Charlie Cook, helps service professionals and
small business owners attract more clients and
be more successful. Sign up for the FrŽe
Marketing Plan eBook,
'7 Steps to get more clients and grow your