Category: Target Market

Get Rid of Lackluster Sales Results Once and For All!

Many business owners struggle with sales. Perhaps you’re one of them?

Let’s face it, not all entrepreneurs realized when they started their business venture that selling would be such a critical skill for them to grow their business, agency, or practice. If you’ve recently encountered a sales slowdown, what should you do?  Should you start posting or advertising on the en-vogue social media platform of the month?  It’s safe to say that’s probably not going to be your long-term solution.

That being said, what are your options?

While many will likely steer you down one path or another (usually the social media and/or expensive advertising route) without really attempting to diagnose and understand the root cause of your current sales decline, I’d like to provide you with a time-tested 28 question framework to identify your sales process bottlenecks and substantially enhance your sales close rates.

Many of my small business clients come to me frustrated or stressed out over their sporadic lead flow and unsteady and even declining sales results.  Sometimes these business challenges are connected.  Sometimes they are not.  For instance, some entrepreneurs are tremendous at finding leads, but they struggle to convert them into sales.  Others are relatively great closers, but they lag behind on getting qualified leads into their pipeline.

To assess and elevate your sales performance, walk through the questionnaire below.  I assure you this is not an exercise that will immediately conclude that your only option to succeed is to be an aggressive, in-your-face by the book sales closer.  As you’ll soon see, this is quite the contrary.  Moreover, this framework does not favor more new-school tech-savvy entrepreneurs that can easily create high-converting sales funnels.  Nor was it created for old-school business owners who can sell with the best of ‘em in person, but are very hesitant to jump into the Digital Age.   Rather, this approach is predicated on my internationally proven and proprietary Client Connect!™  formula, which is all about cultivating deeper relationships with your prospects, clients, and strategic partners and mastering and leveraging your financials so you can work less and make more!

Let’s dive in and commence the diagnostic to address your lackluster sales results based on your unique situation:

Lead generation

How many outbound dials/emails/messages/connections do you make every month? – Leads and customers are the lifeblood of your business.  The lack of leads is a huge demoralizer for any business owner, especially the ones that are in their infant stages.  After all, leads don’t just magically appear.  You have to relentlessly take action every day to increase your lead flow and get your top prospects closer to becoming a client. 

How many leads per month do you generate and what is the source? – Don’t merely count your lead flow.  Also, be sure to rate the quality of each lead and track how they were obtained (e.g. website, landing page, social media site, referral, networking, cold call, etc.).  Having these insights will allow you to maximize your time and effort on the outreach activities with the biggest ROI.

How many lead qualification and discovery calls per month do you book? Unqualified leads are just that, unqualified.  It’s important to know and understand your numbers on how long it typically takes to qualify a lead and convert it into a prospect.                                 

How many demos, presentations, or proposals per month do you provide? As your leads become interested prospects, how many of them received demos, presentations, and/or official bids, and how many went on to become paying clients? 

How many sales per month do you close on average? More importantly, based on the preceding questions, what lead generation activity is needed to win a client?  Until you are in tune with this data, you will not have a reliable blueprint to create and forecast predictable, steady cash flow.  Saying you want to make $10k, $20k, or $50k per month is not sufficient.  You need to be aware of how many calls it takes to find a lead, and from there, how many more meetings and steps you need to go through in your sales funnel to eventually close the sale.  Know your numbers!

Lead qualification and nurturing

Have you clearly defined your target market? – A rapid-fire, yet thought-provoking discovery process is a great way to effectively and efficiently qualify your leads.  Remember, many markets are overlooked and underserved.  The deeper and more narrow your niche the better.  As much as you might not want to, particularly right after launching your startup, you have to be so crystal clear on your ideal target client that you are willing to disqualify and even walk away from some deals.  Doing so will separate tire-kickers from serious prospects, reduce “no decisions”, and speed up your sales cycle.

Do you have distinct nurturing automated email drip campaigns in place? It’s necessary to have separate campaigns consistently dripping on your new prospects, longer-term prospects, and existing clients.

Sales conversions

Do you document and maintain an inventory of the most common sales objections that you receive? – This is one of the best exercises you can ever do as an entrepreneur, particularly when you are just starting out!  Practice really does make perfect in this case.  Put in the reps and simulate the objection handling conversation so you don’t sound robotic (and rehearsed).  If you view objections as buying signals rather than frustrating, insurmountable boulders, you’ll find that you’ll welcome them, and, in turn, have more informed, productive discussions that lead to more sales. After all, that’s what you want, right?

Do you have a consistent sales conversion and follow-up playbook and do you quickly pivot to an efficient client onboarding process? – The best way to get off to a good start with your clientele is to immediately welcome them aboard and promptly explain and execute the next steps for them to receive and benefit from your product or be able to take advantage of your services and see the money they just invested begin paying off for them. Any delay in the onboarding process will result in the emergence of buyer’s remorse and lead to unnecessary client conflict and tension from the outset.  Don’t let this happen to you!  Once you win a deal, express your gratitude, over-communicate, and aggressively service their account so that they will not just be a customer but rather a client for life!

What do you do that very few or no one else is doing to make you stand out during the sales cycle? – For example, do you mail hand-written thank you notes or educational articles with personalized messages to your clients?  Or do you record and send quick Loom or Dubb video messages to help you bond and connect more deeply with your prospects?

Sales opportunity pipeline tracking and analytics

Do you diligently track and analyze your sales opportunity pipeline? – Leveraging a CRM can save you time, streamline and automate your sales processes, and deliver actionable insights on the health of your pipeline, your client/stakeholder relationships, and your business overall.

Do you forecast your sales opportunity revenue amounts and probability to close? – Even if you’re a solopreneur, do this activity at the same time every week and emulate being the Global Sales Director of a Fortune 500 company.  Contrary to what many entrepreneurs think, there are advantages to the corporate world, including many of their rigorous and recurring sales pipeline review meetings.  Stop playing small ball!  Put structure in your days, be on top of your numbers, commit to data analytics, and better position yourself for reliable, recurring revenue streams.

Do you track your month-to-date (MTD), quarter-to-date (QTD), and year-to-date (YTD) sales target to goal results? – Don’t stop there, though.  Go next level and also track month-over-month (MOM), quarter-over-quarter (QOQ), and year-over-year (YOY) trends as well.

What is the duration of your typical sales cycle? – Through your analysis, you may notice that there is a certain segment you serve that usually has a shorter sales cycle compared to others.  If so, and assuming you’re not sacrificing profits to achieve this result, go all-in on that segment!  What are you waiting for?  Do it now!

Who are your most profitable strategic partners? – It’s critical to spend as much time as you should with the referral sources that repeatedly send you leads exactly matching your ideal target customer and that convert into clients that pay, stay, and refer.

Do you know why you win deals? – Over time, as more sales come in, you will discover the one result or outcome that your customers are looking for when they purchase your products, enroll in your program, or invest in your services.  This key finding should be leveraged to drive and refine future marketing messaging and sales efforts to amplify your sales results even more.

Do you know why you lose deals? – Be sure to track which competitors you lose deals to and the reason(s) why so you can be more prepared to compete with them and prevent their erosion of your market share.

Have you ever thought about how your product/service/solution may actually complement your competitors’ offerings? Very few do this.  Keep in mind you probably are not the only one that lacks bandwidth or is overworked, struggling to come up for air, and operating at capacity.  As odd as it sounds, strategic alliances can be formed in which larger companies pass along deals to smaller competitors in the same space.  Plus, a prospect may express that what you offer is redundant or identical to what they are already using and paying.  In reality, if you probe and dig deeper, you’ll often find that is not the case.

How many of your sales come from online vs. offline? – Industry leaders have a blend of both and are not solely dependent on one over the other. Are you?

What is your top producing sales channel? –  It’s imperative to constantly monitor and analyze the percentage of overall sales that come from each channel or medium.  Again, a diversified revenue stream is the go-to model for best-in-class companies.

Sales renewals and repurchases

How long on average does your client stay with you? – Increasing your average client lifetime value (CLV) should be at the heart of all your customer-driven growth strategies.

How many products/services do your client family members typically own? – Note that the higher the number, the longer they stay with you!

Do you know what the next best product/service is for your client? – Everyone on your staff should know this, not just you as the business owner.

What percentage of your revenue comes from new clients vs. existing clients vs. former clients? – A great way to better serve your client base, deepen those relationships, and ultimately aggressively grow revenues is to implement a formalized cross-sell and upsell program.  Another highly effective, yet underutilized way to revitalize your sales and get some quick wins is via a “former customer reactivation program.”  Provided they left you previously on good terms, any stale or prior customer relationships can be reactivated and even expanded much more easily, quickly, and cost-effectively than trying to find a new client.

Do you segment your opportunities and clients and focus most of your time cultivating relationships and exceeding the expectations of your most profitable ‘tier 1’ accounts and deal pursuits? – Prioritize your to-do’s that bring in new clients or preserve existing clients, particularly the more profitable ones. Follow this guiding principle if you want to scale your business.

Do you proactively forecast and prepare for client renewals? – If you don’t, your competitors are ready to pounce and poach your beloved clients. Don’t let this happen to you!

Sales enablement and simplification

Do you invest in sales training? – It’s vital that your sales team adheres to the same sales methodology.  Your sales operating model and process needs to not only be standardized but also as simple as possible for all parties involved from sales support to inside sales to outside sales to sales management.  Compared to twenty years ago, it’s much easier to coach up and train your sales force.  Always encourage underperformers to read books or watch videos on how to improve their selling skills and sales delivery.

Have you ever had an independent business growth advisor assess your current state marketing, sales, and client service process? He or she can share leading practices for your industry to standardize and simplify your workflows and improve your business performance.

So how did you do?

Did you identify immediate areas of improvement? If so, which of these breakthroughs will you act on to boost your sales and ignite the launch and expansion of your business?

Contact RevSherpas to help turn around your sales, accelerate your revenue growth, and elevate your small business to the next level TODAY!

Image by Gerd Altmann from Pixabay

Is Your Target Customer Crystal Clear?

The purpose of today’s blog is to expound upon why it’s so important for your business to clearly identify your target customer, and how it will enable you to build the business you’ve always dreamed of having.

Image by QuinceCreative via Pixabay

Your target customer is the customer who shares your passion for your product or service. These are customers who want what you offer… instead of just need what you offer. They don’t just use your product or service, they love it. They don’t just purchase what you sell; they actually feel they couldn’t live without it.

Your target customer will result in fewer returns and complaints. They’re thrilled with you and your business. They buy from you today, and they’ll keep buying from you tomorrow. They’ll demand you create additional products and services for them to buy… since they trust you and know you have their best interests at heart. They’ll tell their friends and family all about you and encourage them to do business with you.

Perhaps best of all, they’ll spend more money with you over their lifetime than your average customer will. Your target customers will provide your business with tons of referrals… and they’ll offer you unsolicited testimonials. They’ll post their praise about you and your business on social networking sites… which garners you free publicity.

When you identify your target customer, you find yourself loving what you do. The end result is you begin to work less and start earning more—a lot more. This exponentially impacts your business long term. It positively impacts all future products or services you develop. It impacts the customer service that your clients receive. Plus, it impacts all of your marketing and sales efforts, especially when you begin to develop your marketing materials and sales scripts.

In closing, knowing and understanding exactly who your target market and target customer are plays a vital role in building a successful business.

For even more proven small business marketing and sale tips and insights, be sure to also connect and stay in touch with us on LinkedIn and Twitter.

The Key Missing Ingredient in Your Marketing Messaging

Every business needs what is known as a “USP.” That stands for Unique Selling Proposition and it represents the single biggest benefit your business offers that your competition doesn’t. If you don’t have a USP, or you don’t articulate the one you do have, then you’re lucky if you get any business at all.

In fact, most businesses don’t communicate ANY benefits that differentiate themselves from their competitors. This is a HUGE mistake when they attempt any sort of marketing! When they’re trying to attract new customers, by not stating their distinctive advantage, they’re indirectly saying, “Give me your business instead of to my competitors, even though I have nothing special to offer you.” Why would businesses do that? If you cannot give your prospects a better reason to buy from you, they’re likely not going to transfer their business over to you.

Once you create your USP, it becomes the centerpiece for all of your marketing initiatives. It helps you stay passionate and focused on the objectives of your business, and, in the process, separates you from all others in your industry. When you can identify your target customers, understand how they think before they think it, create a compelling message that resonates with them on an emotional level, and compels them to take a specific action, you will be able to instantly increase the number of leads you attract to your business. And not just any leads, but highly qualified leads ready to buy what you sell.

You will attract these targeted prospects in droves, and begin to make more money than ever before. And maybe best of all, you’ll work fewer hours in the process. This is how you work smarter, not harder!  Now, I bet the lightbulbs are really going off and I have your complete, undivided attention, right?

Image by mohamed Hassan from Pixabay

The great thing about creating compelling messages is they come with a host of benefits for your business. It communicates to your target customer exactly what you do, and how you do it, in a highly enticing and more relatable way. Your message now emphasizes the benefits of your product or service instead of its features. Plus, your message now resonates with your prospects on an emotional level. And you immediately begin to attract highly qualified leads that convert easily into new customers who remain loyal to you FOREVER.

So what are you and your business known for? What makes your business and your products/services unique? Please share in the comments.

Lastly, and as always, please CONTACT US if you would like to have an exploratory chat on how we can help you devise or refine your USP and transform and turnaround your underperforming and copy-cat marketing messaging.

The Three Most Important Business Fundamentals to Thrive

“Forget about the crowds, the size of the school, their fancy uniforms, and remember what got you here. Focus on the fundamentals that we’ve gone over time and time again.”  – “Hoosiers” Coach Norman Dale played by Gene Hackman.

In the small business arena, there are three fundamentals every business MUST have in place to not only survive but also THRIVE.

First, your business must stand out from the crowd, and it must be “unique.” You MUST establish an all-important market-dominating position.

Second, your business must offer extraordinary and exceptional value. Your prospects, no matter who they are or what they’re buying, always want the best deal. However, that doesn’t mean the lowest price.  Again, that doesn’t mean the lowest price.  Rather, it means the most value for the price they pay. That is, they will gladly pay a higher price, as long as the perceived value is greater than the price. The keywords here, of course, are “perceived value.”

The third and final fundamental may be the most important of the three. You must have a compelling message that confidently communicates the first two fundamentals. You must be able to explain to someone quickly and succinctly what it is you do, and how your product or service will benefit them.

With these three fundamentals firmly in place, you instantly separate your business from your competition and immediately position yourself as the dominant player in your market. Your prospects will literally be thinking to themselves that they would be absolute fools if they bought your product or service from anyone else but you. These three fundamentals are absolutely crucial when you need to generate more leads, attract more clients, and make more money.

Is your business fundamentally sound and predicated upon these core business-building principles?

If not, and you’re serious about recovering, regrowing, and revitalizing your small business, please CONTACT US to schedule an initial strategy consultation.

It’s your time!  Focus on the fundamentals and reach new heights TODAY!

 

Get Your Business Back On Track With RevSherpas!

Has the recent prolonged uncertainty from economic volatility stalled or veered your business off course?

In today’s turbulent conditions, elevating to the top and reaching your target destination can definitely be nerve-wracking and exhausting.  Trying to navigate such treacherous terrain by yourself is no longer a winning formula.

Photo by Lucas Clara on Unsplash

So there has to be a better way, right?

That’s where RevSherpas comes in!

As your Trusted Advisor or Sherpa, we promise to:

  1. Steer you in the right direction.
  2. Lead you up faster, smoother, and less bumpy paths.
  3. Better insulate you from unexpected disruptions.
  4. Help you quickly adapt and course-correct as needed.

Our seasoned revenue growth acceleration coaches and customer experience strategy consultants will guide and support you to achieve your goals swiftly and safely en route to taking your business to new heights!

Onward…Upward…Forward!

RevSherpas. Client Focused. Elevated Results.

Schedule your initial strategy consultation to get your business off shaky ground here.

P.S. If your business is struggling and you would like assistance in securing additional funding, training, and support to get back on track, ask us about our new Small Business Grant Program to see if you qualify.

Stop Wasting Your Marketing Budget!

Today you’re going to learn how to find a target market of potential customers so you aren’t wasting precious resources on blitz marketing. So, the two questions you have to ask yourself are:

  • What do people really want to buy from me?
  • What related products are they already buying?

Once you figure this out you will know who is more predisposed to purchase your products/services. Then, you find other businesses with the same customer base who you can customer share with. Come up with an incentive and great arrangement to encourage both of your customer bases to shop at both of your stores.

The basic concept is this:

You want to find existing businesses who have the customer profile that you are looking for to market your products/services to.

Then strike up a relationship with those business owners to work out an incentive for customers to purchase from both businesses.

As a result, you have an audience to market to and they generate an added value from their current base.

So, how do you figure this out? There is a great formula from Jay Abraham you can follow with great success.

LV = (P x F) x N – MC

Here’s what it all means:

  • LV is the lifetime value of a customer
  • P is the average profit margin from each sale
  • F is the number of times a customer buys each year
  • N is the number of years customers stay with you
  • MC is the marketing cost per customer (total costs/number of customers)

Once you know how much you need to spend to attract a new customer, you will know how much of an incentive you can offer to a business to help attract new customers.

So, here’s your step-by-step process:

  1. Find companies who already have the customer base you are looking for.
  2. Negotiate an incentive for them to share that customer base with you.
  3. Focus your marketing resources to this group of predisposed customers.

If you need help working through this process, check out our FREE test drive for the most comprehensive system of small business marketing tools and resources.

5 Keys to Mesmerizing Marketing Campaigns

We’re going to go through the 5 essential keys to a successful and reusable marketing campaign launch. Once you have these basics down, you can use them over and over again.

The 5 essential keys are:

  1. Define your Unique Selling Proposition (USP)
  2. Put an effective sales offer to work
  3. Avoid the marketing pitfalls
  4. Use a world-class marketing perspective
  5. Get results!

We’ll go through each one of these, so you can see exactly how to use them and how they all affect the overall outcome of your marketing campaign.

Define Your Unique Selling Proposition (USP)

Take the time to ask yourself some questions from the perspective of the customers/clients. What would it take to get your attention? What needs do you have that need to be met? What are the promises you want fulfilled?

Once you know the answers to these questions you can start putting together a plan to meet these needs. Then take a look at what USP your competitors are using to help you develop your own USP. Your USP is what you are “promising” your customers/clients. This is what’s going to set you apart from your competition.

Put An Effective Sales Offer To Work

To develop an effective sales plan, you need to:

  1. Put together a headline that gets immediate attention.
  2. Share benefits of your products/services speaking from the customers’ perspective.
  3. Identify the specific needs met by your products/services.
  4. Make it easy to do business with you by offer guarantees.
  5. Share your specific sales proposition.
  6. Walk your customers/clients through how they should respond and act.
  7. Motivate with a call to action.

What this all means is, you need to put together what makes your products/services special and compel customers to buy. If they don’t feel like they NEED your product, they won’t buy. You need to answer a question, solve a problem or feed an obsession. You need to provide them with all the information they require to make an informed and confident decision. Buyer’s remorse is one of the worst things that can happen.

Avoid The Marketing Pitfalls

There are 5 major marketing pitfalls many businesses fall into and you should avoid:

  1. Ignore market testing and push on with an inaccurate plan.
  2. Offer an incomplete case, or reasons, throughout their marketing plan.
  3. Fail to notice the needs of their prospective customers/clients.
  4. Fail to diversify their marketing options.
  5. Fail to get market opinions on their offers.

These are all areas to avoid. If you’ve been working through these lessons, avoiding these pitfalls should be easy and natural.

Use A World-Class Marketing Perspective

World-Class marketing perspective is important, especially if you want to attract customers/clients from all over the world. You can do this via a number of different techniques and activities:

  1. Keep a marketing journal and scribble down anything innovative you see.
  2. Keep encouraging your marketing department, or yourself, to try new things and dump the ones that aren’t working.
  3. Order from your own company under a different name and analyze the process of ordering, shipping, online store, customer service and the product itself. This will show you where the areas for improvement in the customer experience.
  4. Read every quality ad you can find and keep a file for future ideas to consider.
  5. When out in public, watch how consumers behave in different situations and how they consider their purchases.
  6. Step down a notch or two and work on the front lines with your sales and customer service staff.
  7. Continuously acknowledge your staff, vendors and customers. Everyone works and shops better when they feel appreciated.
  8. Always listen to feedback from employees and customers.
  9. Continuously test markets, ads, and marketing techniques. This is the only way to stay successful and know what’s working and, more importantly, what’s not.
  10. Offer more information in your marketing than anyone else. The more information you offer, the more products/services you’ll sell.
  11. A great marketing plan can only get better. Continue to fine tune and refine your marketing plan based on testing results and feedback.
  12. Be classy in your marketing. Make sure your marketing and advertising fits your company image, products/service and quality.
  13. Improve your best marketing areas and drop those that aren’t working.
  14. Focus on what you say, not how you say it. The best marketing ideas turn into the best marketing naturally.
  15. Develop all your ads, campaigns and sales materials with an attention to compelling and factual information.

By using these techniques you can put your name out there to the world and become one of the top brands in your industry.

Get Results!

The last area we are going to talk about is the best-satisfied customers. If your customers aren’t satisfied, you’ve wasted all your marketing resources and all chance of receiving positive word-of-mouth advertising. You can satisfy your customers by:

  1. Providing quality products/services
  2. Providing high quality customer service
  3. Providing a low-pressure, highly informative sales experience
  4. Taking all the risk away with a great guarantee

To generate more business, there are a couple of simple techniques that work every time:

  1. Build your database with a contest.
  2. Do regular mailings with sales, discounts, or other incentives.
  3. Find other creative ways to keep your current customers coming back for more.

It is so simple! So, why aren’t you starting today? We can help you put together a great marketing plan that will get you results. Try our GUIDED TOUR and find the tools and resources you need built by some of the biggest, brightest, and most creative names in the marketing world.

Telemarketing is NOT a Four-Letter Word

Today you’ll learn how to use direct mail marketing and, yes, telemarketing to your full advantage. I know, the word “telemarketing” might as well be four letters, but there is a way to help customers feel like they are getting personal attention and keep them from blocking your number!

With the success direct mail marketing has had and the availability of computers, these can be used as a powerful marketing tool for your success. Telemarketing is best for high priced, high margin products/services.

Here are the key steps to putting together a highly effective direct mail marketing program:

  1. List all benefits customers will get from the purchase of your products and services.
  2. Pick the single most powerful benefit out of that list.
  3. Build an attention-getting headline around that benefit. Remember to use emotion – fulfill the desire to be young, wealthy, desired, popular, or successful.
  4. Develop a sales letter using the headline you created to grab attention, provide information, and motivate customers to act.
  5. Put together supplementary items, such as a brochure, order form, reply envelope, or note that encourages them to read the letter.
  6. Rent or purchase a mailing list.
  7. Compare cost of mailing vs. cost per order.
  8. Continue to test and refine your direct mail marketing plan.

You can see how direct mail marketing can help you find a local or even country-wide target market to send letters or postcards to and draw in new clientele and customers.  Fine-tuning your marketing campaign will bring better results and therefore lower the overall cost of the campaign.

To be successful in telemarketing you need to:

  • Put together a plan, so you know exactly what you want to accomplish during the call.
  • Develop a list of topics to discuss and the questions you want to present around these topics.
  • Input verbiage checking to see if you are calling at a good time.
  • Include enough questions to keep the conversation interesting, but not too many to sound like you are interrogating.
  • Start with broad questions and narrow your focus as the conversation continues.
  • Offer feedback to show them you are paying attention and appreciate their time.
  • Don’t insult their intelligence or manipulate them.
  • Listen first, talk second.
  • Be relaxed and conversational.

Telemarketing doesn’t have to be the trauma it’s made out to be. You can put together an honest, personal and effective telemarketing campaign that is endearing, informative and gets the job done. Think of how you would want to be treated on a marketing call.

Ask your friends and family what they hate most about the telemarketing calls they get and work hard to craft your plan in a better way.

“When selling by telephone, you have approximately thirty seconds to convince the customer to listen to you. You need an opening statement that captures their attention, conveys who you are, what you want and why the prospect should listen.” Jay Abraham

It’s easy to see how direct mail marketing and telemarketing can positively affect your business by bringing in new customers and increasing the level of awareness about your products, services and company branding. Our GUIDED TOUR offers the resources and tools you need to work through these processes and put together the best marketing plan you can.

Convert Prospects into Clients Overnight!

Today I’d like to talk about how to turn prospects into customers and retain them for life.  There are a few key approaches to draw in your suspects and eventually your qualified prospects and seal the deal. You need to be:

  • Inviting
  • Informative
  • Enjoyable

The biggest fear of most new customers is the dreaded buyer’s remorse. You want to avoid this at all costs and this should be mitigated if you’ve provided a quality product/service that delivers on the marketing claims you’ve made.  However, this can still occur. There are two ways to deal with this:

  • Offer to refund money-no questions asked.
  • Offer a bonus they can keep even if they return the product.

These offers alone will also mitigate buyer’s remorse because the customer will trust you more, just for offering these things.  There are number of other ways to turn a prospect into a customer:

  1. Offer a special price as an opportunity for you to test the market.
  2. Offer a lower price with the reason of pushing inventory to pay a tax bill, for your kid’s’ braces, or another tangible reason. Customers love that this makes you feel so much more human.
  3. Offer a referral incentive.
  4. Offer a smaller, more inexpensive product first to build trust.
  5. Offer package deals.
  6. Offer to charge less for their first purchase if they become a repeat customer.
  7. Offer extra incentives-longer warranties, free bonuses if ordered by a set date.
  8. Offer financing options, if applicable.
  9. Offer a bonus if they pay in full.
  10. Offer special packaging or delivery.
  11. Offer “name your own price” incentives.
  12. Offer comparative data or other comparison tools.
  13. Offer a trade-up or upgrade to something they already have.
  14. Offer additional, educational information to help them make the decision.

The options really are as limitless as you make it. You can use these or other ideas to find what works the best for your business, products/service and target market.  Remember this…

“By making it inviting, easy, informative, non-threatening, educational, inspiring and fun to do business with you, you’ll loft your company above the competition.” Jay Abraham

Need help with figuring out the best strategy for converting prospects into customers?  Our GUIDED TOUR gives you exclusive access to a mountain of innovative, proven, and ready-to-use resources and tools, along with information from some of the greatest marketing minds on Earth (besides me, of course 😊).