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How to
Put Your Sales on Steroids…
Particularly Internet Sales
Before you dismiss what I
am going to say here, read on and hear me out. If you have been hanging
around my stuff for the last 10 years or even the last 2 days you’ll
know that the number one barrier to business is “LACK OF TRUST”. There
IS an invisible barrier between you and your prospects.
After all, I expect this is no surprise, what with the daily procession
of lies fed to us by politicians and big business alike, and everything
in between, it seems we spend a good portion of our time disseminating
fact from fiction. When it comes to sales, you are confronted with this
same obstacle. In the sales and marketing process, I choose to be a
tactician and not a victim of this fact and do all I can to break down
the invisible barrier of “LACK OF TRUST”.
The Internet in particular, above all other media, is where you must do
everything possible to convince the prospect that you can be trusted. So
here’s what you should put on all your websites as a part of being a
tactician.
I can best describe it by giving you a sample here of what is actually
on mine:
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Here's
Five Easy Ways To Order!
To get
all the FREE bonuses you must order before
.
You can't
afford to wait. You need to take immediate action by doing
one of the following:
1)
Order On Line...The fastest way to order is directly
online -
ORDER ONLINE WITH OUR
SECURE SERVER SHOPPING CART
2)
By Fax . . . Or, you can print out the
order form and
fax your order to (08) 9201
2133. We accept orders 24 hours a day, 7
days a week.
3)
24 Hour Order Hotline...Alternatively you can ring
with your credit
card details to our 24 hour order line on (08)
9201 2122. If the lines are unattended please
leave a message and we will get back to you the same day
or you can leave details of the product you want to order,
your name, address, credit details, don't forget the expiry
date and please speak clearly to avoid any delays.
4)
Snail Mail...The fourth option is to print out the order
form and mail it to PO Box 83
Mount Hawthorn Perth, Western Australia, 6915.
Your order will be processed the same day we receive and
sent to you immediately. Please allow 7 - 10 days for
postage within Australia, and 14-21 days for International
Orders.
5)
Pick Up In Person...You can of course, if you wish, visit
my office to collect your order. We are easy to find and can
be found just ten minutes from Perth Central GPO. The
address is 39 Scarborough Beach Road, North Perth, cnr of
Pennant St. (the Charles St end of Scarborough Beach Rd, in
fact only 300 metres from the corner).
It's normal office hours, 9-5 Monday to Friday. However
please avoid coming between 12 -1 we like to enjoy our lunch
break uninterrupted.
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This information appears
on every product website I have. Something similar, virtually identical,
appears on all the products I sell through snail mail. It’s generally
the last thing before I sign off and just before the P.S.’s
It’s designed to give the prospect any number of methods for doing
business with you, and more importantly, designed to break down that
number 1 barrier… LACK OF TRUST.
Things to note:
1. It’s all very conversation-like, as if we are speaking on the phone,
like we are friends and know each other.
2. There’s multiple means of response for the prospect, every
conceivable way of ordering is encouraged.
3. Response method #5 is particularly important. Although I don’t
encourage or in fact want anyone to come to my office (and believe it or
not virtually no-one does) it sets out to create a visual impression in
the prospects mind of our “retail” store. After all, if there is a
problem, they know which door to knock on. Don’t get me wrong, this is
my actual business address and that’s where you can find us, it’s just
that it’s not the type of business that I choose to encourage. As I
said, it’s there to show that we do actually exist, we do actually have
a “retail” address where you can talk to a live person and be served and
satisfied.
Here’s an argument I am prepared to present that I haven’t fully tested
but on review it makes sense. On your websites, remove the option to
click to order online and only offer from number 2 to 5 in the
response mechanisms. It’s not been tested by me but I am being told by a
very reliable and enormously successful Internet Guru who is the king of
testing that removing this option actually increases sales.
Here’s a couple of reasons why:
1. The prospect has to fill out a lot of info. Stands to reason no-one
likes doing it.
2. Get one thing wrong and the order is rejected. This in turn creates
an enormous amount of frustration and I myself have had numerous
occasions where I have asked my staff to order things for me and days
later we are still trying to order. In fact people have had the same
problem with us.
3. You can’t trust technology. It’s unreliable and frustrating and has
the potential to upset the prospect even more. Credit cards and payment
gateways can be another frustration.
Anyway, if you get to test without the option to order online, let me
know how you go. What I did is cover all my bases instead of removing an
option in preference to all of the others… I figured I’d include every
response mechanism available. You might like to mimic mine whether it’s
online or offline, either way, it will put your sales on steroids!
Committed to Multiplying Your Profits and Guilty of Conspiracy to
Committing Capitalism
By the way, I’m heading to the Gold Coast for my 3 Day Inner Circle
Mastermind Closed Door Session. While I’m there, I’ll be doing an
evening seminar and sharing the stage with Internet Success Story Andrew
and Daryl Grant. If the Internet interests you, and it should, Andrew
and Daryl are going to show you how to identify and create a hot selling
product for peanuts, get someone else to make it for you and how to find
hungry buyers eager to buy it from you.
They’ll even show you a really neat way to do it without creating your
own product at all. All proven and tested for less than a $200 on the
Internet Information Superhighway $$$.
If you are interested, head to
www.malemery.com/malandgrants.html
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***********************Business Tool of the Week************************
To People sick of the "Bulldust" who want to make serious money on
the Internet...starting immediately But don't have a clue how to
actually get started...Discover how my sites turn over 100's of
thousands of dollars each year fully automated by visiting
here
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Magnetic Marketing & Publications 2006 Apart from any use permitted
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