2. Easy Procedures
Customers want products that are easy to use and services that produce
results without disturbing their daily routine. You can increase your
sales by stressing the "easy to use" characteristics of your
product or service in all your promotions. Convenience and ease of use are
often more important to customers than price.
Simplify your buying procedure too. Make it easier for customers to buy
from you and you will get more sales.
For example, many online shoppers are impatient and won't tolerate a
lengthy ordering process. Minimize the number of times your customer has
to click to another screen when ordering online. Use a simple order form
instead of a shopping cart if you only offer 1 or 2 items. And don't ask
them to give you more information than you need to process their order.
3. Personal Attention
Every prospect and customer wants personal attention. One way you can
provide it is by giving them an opportunity to ask questions.
Only interested prospects will take the time to ask questions. Many
will buy from you if they get valuable information from your answer. You
can often include a promotion for your product or service as part of your
answer.
Answering questions is not time consuming. The same questions will be
repeated over and over again. But you only have to answer each question
once if you save your answer to a permanent file. Copy it into your reply
whenever you get that same question again ...and revise it slightly to
personalize your response. You can answer questions quickly and your
prospects will appreciate your personal attention.
Tip: If you find yourself personally answering a lot of
questions, add a Questions and Answers page to your web site. Post the
answers to your most frequently asked questions. It will reduce the number
of questions you have to answer individually. But remember, it also
deprives you of an opportunity to impress prospects with your personal
attention.
Every customer wants fast results, easy procedures and personal
attention. Most won't ask for these benefits. But they won't buy from you
unless they get them. Make sure you provide all 3 of these special
benefits ...and look for ways to improve the quality of each. Then watch
how quickly your sales increase.
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?subject=Postcards
Phone: (702) 658-1707 (After 10 AM Pacific time)
Write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133