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Will You Add? - Triple Your Sales By Turning Objections and Flaws Into Powerful Benefits!
If you sell goods or services to commercial or government accounts you are very familiar with the fact that you have to offer your clients 30 to 60 days to pay their invoices. However, offering 30 day payment terms can be very challenging for business owners who must cover all the business’s expenses while they wait to get paid. This quickly eats up any cash reserves and puts the business in a challenging position. Unfortunately, when it comes to getting paid, hurry up and wait seems to be the name of the game.But there is a solution to this problem that you won’t find at your local bank. It’s called accounts receivable factoring. It has the following benefits:1. It gets your invoices paid in 24 hours, eliminating long payment waits2. Factoring is easy to obtain3. Setting up an account takes just a couple of daysAlthough factoring provides your business with working capital, it is not a business loan. It is an advance on your outstanding invoices. Because of this, factoring invoices is easy to obtain provided that you do bu
It may be impossible to predict the outcome, but one thing is for sure: if you fail to examine your costs and pricing periodically, you could be cheating yourself and your employees of financial security. As you consider a price increase, take some time to examine the marketplace, your industry norms and the quality of your products and services to make an intelligent decision.Manage Your Business Efficiently Raising prices is only one way to increase profitability. Consider management improvements that may boost the bottom line immediately. Look for inaccurate billing, high accounts receivable, workflow bottlenecks, high employee turnover, and poor cash flow predictions With improvement in these areas, it may be possible to minimize the need for a price increase.Be Mindful of Your costs and Price Accordingly The price of your products or services must reflect a realistic calculation of your costs. If your costs have gone up but your prices haven’t, obviously you are working just as hard but making less money. Examine the cos
People are skeptical !
One of the main reasons many readers don't buy is because they have many objections, concerns and questions that go unanswered, well after they have finished reading the sales letter.
"Unanswered questions and unresolved concerns sabotage sales letters!" -- Dan Kennedy
The purpose of a sales letter is simple: to get the reader to take action! And while listing all the juicy benefits of your offer is an absolute must in creating a powerful sales letter, sometimes benefits alone are not enough!
People are generally very skeptical, and for good reason. They've been disappointed, lied to, and even ripped off in the past. If there is anything at all about your offer or product that could cause the reader to be skeptical, hesitant, or concerned in any way, it will get in the way of your sales.
An easy and effective way to dramatically increase your sales is to air those concerns/questions out and address them directly. Including any flaws or limitations that your offer/product may have (and most products do.)
If you're wondering why you should bring up something "negative" about your offer/product when there is a chance that the customer may not ever think about them, let me just say this...
If an objection or flaw exists, your readers will find it! If there's an unanswered question, they will most definitely think of it. It is better to address these negatives and use that opportunity to turn those negatives into benefits ...instead of hoping that the readers will not think of them. Buyers are becoming more and more skeptical
Although it is crucially important, Brand is one of the most confusing and misunderstood words used in business. Much of this confusion and misunderstanding comes from the fact that there are three distinct meanings associated with this word.There is the widespread use of the word used to refer to a particular product. This is the common use of the word. Then there is the use of the word to refer to certain signs, such as brand names, logos, symbols, colors and sounds that typically 'belong' to the business that markets the product. This is the formal use of the word. And then there is the use of the word to refer to the accumulating cluster of concepts around the brand signs. This is the functional use of the word.We have to be very alert in order to identify which usage of the word is intended whenever the word Brand is used. So we are going to provide a visual device to distinguish the three usages of the word from one another. It is critical that managers who are responsible for building business are able to do so, if only to ensure
The purpose of a sales letter is simple: to get the reader to take action! And while listing all the juicy benefits of your offer is an absolute must in creating a powerful sales letter, sometimes benefits alone are not enough!
People are generally very skeptical, and for good reason. They've been disappointed, lied to, and even ripped off in the past. If there is anything at all about your offer or product that could cause the reader to be skeptical, hesitant, or concerned in any way, it will get in the way of your sales.
An easy and effective way to dramatically increase your sales is to air those concerns/questions out and address them directly. Including any flaws or limitations that your offer/product may have (and most products do.)
If you're wondering why you should bring up something "negative" about your offer/product when there is a chance that the customer may not ever think about them, let me just say this...
If an objection or flaw exists, your readers will find it! If there's an unanswered question, they will most definitely think of it. It is better to address these negatives and use that opportunity to turn those negatives into benefits ...instead of hoping that the readers will not think of them. Buyers are becoming more and more skeptical
The price of a newspaper would be beyond the reach of the average wage earner if it were not for advertising. The major portion of production costs is covered by the fee charged for advertising, thus making newspapers affordable to the public.The cost of advertising is alarmingly high but the charge varies according to the publications circulation figures, its size and the complexity of the advertisment.Every newspaper carries a smalls section, so called because the adverts in this section are very short and to the point. The smalls columns are also known as classified adverts because the items advertised are grouped into classes. An alphabetical index is included at the start of the section to help you find the advert easily. If you have a look at the classified aderts in any daily newspaper, you will see that they cater for a variety of sectors.Newspapers charge for every word in a classified advertisment, so it pays us to be concise in our wording. Also, as space is limited, only the basic and most important information is given in wh
An easy and effective way to dramatically increase your sales is to air those concerns/questions out and address them directly. Including any flaws or limitations that your offer/product may have (and most products do.)
If you're wondering why you should bring up something "negative" about your offer/product when there is a chance that the customer may not ever think about them, let me just say this...
If an objection or flaw exists, your readers will find it! If there's an unanswered question, they will most definitely think of it. It is better to address these negatives and use that opportunity to turn those negatives into benefits ...instead of hoping that the readers will not think of them. Buyers are becoming more and more skeptical
1. You'll brand your web site, business and yourself by submitting articles to e-zines. You could include your name, business name, your credentials, web site address and e-mail address in your resource box.2. You will become known as an expert on the topics you write about. This will give you and your business extra credibility which will help you compete against your competition.3. Your article might also be placed on the publisher's home page. If they publish each issue on their home page this will give you some extra exposure.4. You might get extra exposure if the e-zine publisher archives their e-zine on their site. People might want to read the back issues before they make the decision to subscribe.5. You will get free advertising. This will allow you to spend your profits on other forms of advertising. You could buy advertisements in other e-zines that don't publish your articles.6. You might get extra income from people wanting to hire you to write other articles, books, or ev
If you're wondering why you should bring up something "negative" about your offer/product when there is a chance that the customer may not ever think about them, let me just say this...
If an objection or flaw exists, your readers will find it! If there's an unanswered question, they will most definitely think of it. It is better to address these negatives and use that opportunity to turn those negatives into benefits ...instead of hoping that the readers will not think of them. Buyers are becoming more and more skeptical
Converting your visitors into your customers is hard. Website conversion strategies can be hard to implement. I know of people who ask me,"Is there something wrong with the sales letter or advertisement?""Is the design of the website affecting my sales?"However, from what i have learnt from certain Marketing Sherpa case studies, it is just the little additions and tweaking here and there into your website that can actually increase website conversions as much as 30%.Some of the tactics that websites use to increase their website conversion rate are:1.Product ImageIt has been proven that images play a part in making the customer judge if the product is in good condition or not. The larger the image, the better. Provide a thumbnail of our product next to your product description or advertisement. What you can do is to make sure that when your customers click on your thumbnail, they will have access to look at a larger image of the product.If your product is a digital product, like a e-book, you can create visual
In fact, customers will often times think of the negatives even if you haven't thought of them yet! For this reason, it's a good idea to have a few people read your sales copy before you start using it. It's an effective way to spot those negatives that you may have missed. Find the most skeptical person you can and ask him/her to point out anything in your sales letter that may cause concern, doubt, and/or skepticism.
Once you find out what they are, address them in the sales letter... and turn them into benefits! Provided you are still being honest. In the marketing business, this is called a "damaging admission."
Here are a few examples of how to use the above strategy...
If the product is expensive, the letter could simply say...
"Don't be fooled by cheap imitations! At our store, we only offer the best!"
...OR...
"I realize that our calculators costs more than other brands. But let's face it, you get what you pay for."
Simple and effective!
If the product is unbelievably inexpensive (and may cause the reader to question the quality of the product), the letter could say...
"Why pay twice as much at an expensive restaurant, when you can get the same great meal - without the snobby waiters - at our family-own
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