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How
To Convert More Of Your Prospects Into Customers
By Bob
Leduc
An
obvious way to increase sales is to attract more prospects to
your business. But it's easier and less expensive to increase
sales by converting more of the prospects you're already getting
into customers.
Here
are two proven tactics you can use to convert a higher
percentage of your prospects into customers. Both are simple
procedures any business can implement quickly for little or no
cost.
1.
Dramatically Improve Your Offer
Most prospects who take the time to consider your product or
service would like to buy from you. But they decided other
things they want are either more important or more urgent. One
way to capture many of these sales is to dramatically improve
your offer. Create a "good deal" that's so enticing it
becomes their first choice.
You
don't have to reduce your price to improve your offer. Instead,
simply load your offer with bonuses. Whatever you offer as a
bonus must have a high perceived value to your customers -- even
if it costs you little or nothing. Loading your offer with
bonuses is an effective motivator even when you increase the
price of your offer to cover the additional cost.
Important:
Always include an expiration date for your special offer. Give
prospects the choice to either accept your offer within a short
time or forfeit it. This will motivate many prospects to delay
some other purchase so they can buy your product or service now.
Tip:
To create an absolutely irresistible offer -- include a special
discount price AND a set of valuable bonuses in your offer.
2.
Develop A Follow-Up System
Most prospects won't buy the first time they hear about your
product or service. You can increase your total sales by 50
percent or more if you periodically follow up with them.
Your
follow up procedure can be as simple as contacting previous
prospects every month or two with a new offer. Or it can be more
elaborate such as publishing a weekly newsletter with
information and articles related to your product or service.
Problem
For Internet Marketers: Many visitors to your web site want
what you offer -- but they're not ready to buy right now. You
can't follow up with them if they click away from your site
before you find out who they are and how to contact them.
The
Solution: Post a free offer on your site for something
valuable to prospects in your targeted market. Deliver it ONLY
by email. This enables you to capture the email address of each
visitor who requests it. For example, offer a free subscription
to your email newsletter if you publish one. Otherwise, offer a
special report, a source list or other valuable information they
cannot get anywhere else.
Tip:
Try to get each prospect's first name too. Use it to personalize
your follow up messages. People can't resist reading something
that's personally addressed to them.
You'll
never be able to convert every prospect into a customer. But you
can convert more of them than you do now by implementing these
two procedures. And... these additional sales will be very
profitable because you don't have to spend more money on
advertising to get them.
Copyright
2001 By Bob Leduc
Bob
Leduc retired from a 30 year career of recruiting sales
personnel and developing sales leads. He is now a Sales
Consultant. Bob recently wrote a manual for small business
owners titled "How to Build Your Small Business Fast With
Simple Postcards" and several other publications to help
small businesses grow and prosper. For more information...
Email:
BobLeduc@aol.com
Phone: (702) 658-1707 (After 10 AM Pacific time)
Or write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133
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