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Will You Add? - The Law of Fence-Jumping
In today’s fast paced data-centric world of personal computers and consumer/business electronics (such as PDAs and digital media players) we have, as a society, developed a reliance on digital data. We have particularly developed a dependence on data stored on various magnetic media such as hard drives, removable disks, and magnetic tape. While some computer users may never ha
* make hollow promises
* over promise and under deliver
* charge too much
* don't have convenient payment terms
* no parking
* treat them like a number
* don't understand their needs
* do a poor quality job
* never ar
One amazing, but sadly true, fact of today's advances in communication tools is that we really don't communicate much better than in the past.Indeed one recent study determined the number one advancement in communication tools was the availability of cheap on-line airfares.The airline trip was needed to clarify some earlier communication sent out electronically!In a face-to-face sales presentation, prospects inevitably have certain objections or fears about buying a particular product or service, AND/OR about selecting the most qualified supplier.
A skilled salesperson is a master at overcoming these objections. The challenge is, when you write copy you don't have the luxury of knowing how people are feeling about your sales message. With that, it's important to overcome any objections in your copy, in advance, before they get to the end.
You see, as soon as someone starts reading your communications material that little voice inside their head becomes skeptical - skeptical of things like:
* the results promised
* not having enough equipment or tools to help them achieve their needs
* getting the order wrong
* always run out of stock
* no follow up service
* staff don't know what they are talking about
* always miss appointments
* late delivery
* product doesn't work
* poor quality finish
* never return phone calls
* always leave a mess behind
* make costly mistakes that cost clients money or inconvenience them
* suck in customers with false promises
* hide terms and conditions
* staff talk on the phone while you're waiting to be served
* make hollow promises
* over promise and under deliver
* charge too much
* don't have convenient payment terms
* no parking
* treat them like a number
* don't understand their needs
* do a poor quality job
* never arr
A few months ago, I received an assignment from an individual who had just acquired his third business. His first business was a retail store that was quite successful. He operated it for three years and then sold it for a profit. He took the proceeds from that sale and acquired a rental business. He operated that business for a number of years and even purchased the property it
You see, as soon as someone starts reading your communications material that little voice inside their head becomes skeptical - skeptical of things like:
* the results promised
* not having enough equipment or tools to help them achieve their needs
* getting the order wrong
* always run out of stock
* no follow up service
* staff don't know what they are talking about
* always miss appointments
* late delivery
* product doesn't work
* poor quality finish
* never return phone calls
* always leave a mess behind
* make costly mistakes that cost clients money or inconvenience them
* suck in customers with false promises
* hide terms and conditions
* staff talk on the phone while you're waiting to be served
* make hollow promises
* over promise and under deliver
* charge too much
* don't have convenient payment terms
* no parking
* treat them like a number
* don't understand their needs
* do a poor quality job
* never ar
You must become a business developer! Fall in love with learning how to carry and use your marbles at all times! Children under eleven years old ask first, then they tell because they are cute. Twelve years and older are not cute anymore. Now you have to give someone a reason first, then ask. Your tell & ask should not be more than 3
* the results promised
* not having enough equipment or tools to help them achieve their needs
* getting the order wrong
* always run out of stock
* no follow up service
* staff don't know what they are talking about
* always miss appointments
* late delivery
* product doesn't work
* poor quality finish
* never return phone calls
* always leave a mess behind
* make costly mistakes that cost clients money or inconvenience them
* suck in customers with false promises
* hide terms and conditions
* staff talk on the phone while you're waiting to be served
* make hollow promises
* over promise and under deliver
* charge too much
* don't have convenient payment terms
* no parking
* treat them like a number
* don't understand their needs
* do a poor quality job
* never ar
Promotional pens are advertising for your business and the best part about them is that they work for you for little cost. Promotional pens come in a wide variety of shapes, colors, types and sizes – there is certainly something to meet your needs and your budget. Promotional pens are an excellent addition to your advertising and promotional items – they are inexpensive yet effe
* product doesn't work
* poor quality finish
* never return phone calls
* always leave a mess behind
* make costly mistakes that cost clients money or inconvenience them
* suck in customers with false promises
* hide terms and conditions
* staff talk on the phone while you're waiting to be served
* make hollow promises
* over promise and under deliver
* charge too much
* don't have convenient payment terms
* no parking
* treat them like a number
* don't understand their needs
* do a poor quality job
* never ar
When it comes to Yellow Page Advertising Companies there is a complete double standard. You see, yellow page advertising sales wraps will come into a company or a business and demand to talk to the owner and immediately engage them in conversation. If they do not respond or if they are with a customer and say one minutes, often the yellow page advertising salesperson will say
* make hollow promises
* over promise and under deliver
* charge too much
* don't have convenient payment terms
* no parking
* treat them like a number
* don't understand their needs
* do a poor quality job
* never arrive on time
* product too hard to operate
* service is unreliable ... and the list goes on.
There are a variety of ways you can overcome objections ... the right solution depends on the type of copy you're writing.
For instance, in a proposal document or an online sales letter you might have a "Frequently Asked Questions" section to address objections. In a proposal document you might also have a section entitled ...
"xx Challenges Companies Face When Choosing a [service/product] Supplier"
OR
"xx Factors that Will Affect Your Results"
Then, next to each frustration or potential challenge explain what the potential impact is and then how your company ensures that won't happen to them.
Here's an example of how to wipe out a quality objection in a sales letter.
By now you may be thinking to yourself, 'how can they offer such great quality for the price'?
Quite simple really ...
Or, let's say they are looking for a plumber and their perception is that plumbers are unreliable.
On-time ... No waiting.
There's nothing worse than taking half a day off work to wait for a tradie and they just don't show up. Here at Perfect Plumbers we always give you an exact appointment
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