Web Site Marketing - stuff I don;t do. Interesting article.
How To Melt The Resistance Of Even The Most Stubborn,
Skeptical Prospect!
Copyright © 2006 Quick Turn Marketing International,
Ltd.
Question: Dan, how to deal with ultra skeptical
offline or be it Internet surfers in order to reassure
them and get them to happily open up their wallets?
I like that “happily open up their wallets”! Your
customer should be happy to open his/her wallet. When
business is done right, everybody wins and nobody
loses. You’re happy to make a sale and your customer
is happy to be getting a good value for the money.
Here’re a “small” list of things you can do to remove
skepticism.
* Use testimonials
* Show a photo of yourself
* Show a photo of your products
* Show a photo of your office
* State your complete address and contact information
* Use testimonials (Again!)
* Use flash audio buttons on your website
* Do an audio introduction
* Speak their language. (This goes back to
understanding of your target market.
* If you’re selling to golfer, there are buzzwords and
‘in-speak’ that is specific to their game. Use those
in your sales letter.)
* Understand their hot buttons and push them hard.
When you hit them on the right spots, a lot of them
will simply ignore the skepticism.
* If you’re selling moneymaking staff, see if you can
prove your claims by showing bank statements,
checks… etc.
* Write down every single possible objection your
prospects might have, and address, confront, and
annihilate EACH one of the objections in your sales
letter. (Common objections include: I don’t need your
stuff, I don’t have money, I don’t have to act now,
etc)
* Offer a money-back guarantee and HONOR it
* Use testimonials (This is not a joke, you can never
have too many testimonials)
* Tell a story in your sales letter. (People may
mistrust a sales pitch, but they never doubt a story.)
* Create a killer order form. When they should be
pushing hard to close, most copywriters weaken in the
order form. You need to sell as hard on your order
form as throughout your sales letter.
= = = = = = = = = = = = = = = = = = = = = =
A former college dropout, Dan Lok transformed himself
from a grocery bagger in a local supermarket to a
multi-millionaire. Dan came to North America with
little knowledge of the English language and few contacts.
Today, Dan is one of the most sought-after business
mentors on the Web, as well as a best-selling author.
His reputation includes his title as the World’s #1
Website Conversion Expert. To find out what Dan is
up to now, visit him at: