Use these 5 powerful buying stimulators in your ads, web
pages and other sales messages to get more sales. They
produce immediate results without increasing your costs.
1. CONVERT BENEFITS INTO FEELINGS
People usually buy a product or service because they expect
to feel a certain way after the purchase. Keep this in mind
as you develop your ads, web pages and other sales tools.
Use vivid word pictures to dramatize the pleasant feeling
your customer will experience when enjoying the benefit
produced by your product or service. The following portion
of a business opportunity ad I saw recently illustrates
“No boss. No schedule. No debt. Money to buy what you want
and lots of time to have fun.”
2. DRAMATIZE THE FEELING OF LOSS
After telling your prospect what they will gain from buying
your product or service, tell them what they will lose if
they do not buy it. Most people fear loss more then they
Strengthen your selling appeals by reminding prospects of
what they will lose if they do not buy from you. For
example, the above business opportunity ad becomes more
powerful by adding the following:
“Or… continue building wealth for your boss while you
struggle month after month just to pay your bills.”
3. REDUCE PRODUCT CHOICES
Promote only 1 product or service each time you advertise.
Most people have difficulty selecting one product to buy
when their decision forces them to delay or reject buying
something else they also want. When prospects cannot make
an easy choice they often make no decision at all — and
you lose the sale.
TIP: Combine several products or services into one package
for one price. Eliminate the difficult decision of
selecting and rejecting items by not including an option to
buy any items separately. You will get more sales because
your prospect’s buying decision is limited to a simple
“yes” or “no”.
4. INCREASE THE BUYING OPTIONS
Offering choices of WHAT to buy reduces your sales. But
offering choices of HOW to buy increases your sales. Offer
many different ways for customers to buy from you. The same
method is not convenient for everybody. Prospective
customers are more likely to act immediately when their
favorite way of ordering is available.
For example, many online marketers only accept orders
online. They could easily increase the number of sales they
get by including options to order by phone, fax and postal
5. SIMPLIFY THE BUYING PROCEDURE
You get more sales when you make it easier for customers to
buy from you. Look for ways to make your buying procedure
easier and faster.
For example, many online marketers use a shopping cart to
process their orders — even when they offer only 1 or 2
items. Don’t force your customers to endure the complicated
process of a shopping cart just to order 1 item. Some will
abandon the process …each one a sale you lost needlessly.
Use a simple online order form instead of a shopping cart
when you offer only 1 or 2 items. It generates more sales.