Get out of your own way…

You want to buy it. But you don’t! Whatever the goods or services might be, why is that you didn’t go for it?

In some shape or form I’m pretty confident you can track your doubts to one or more of three primary risk factors; financial, psychological or emotional.

Now ask yourself this question… what are you doing to provide some form of risk reversal to help your prospects purchase your goods and services? What financial incentives do you offer? Do you use empathetic sales staff with the ability to ’step into the client’s shoes’? How does your range of offerings connect with your prospects emotions?

Jay Abraham, www.abraham.com, one of America’s highest paid business advisors and author of ‘Getting Everything You Can Out of All You’ve Got‘ tells us most businesses make it far too hard for clients to start a relationship with them. They do this by ignoring the financial, psychological and emotional risk factors associated with any buying decision.

Which means if you lower or totally eliminate the hurdle in starting a relationship, far more people will begin one with you! And the good news is that the solutions are not rocket science. I’ve listed a few tried and tested examples for you to begin to use immediately. Each of them addresses one or more of the factors that prevent relationship building and none of them involve cutting your margins!:

* Offer a money back guarantee. We trust that you believe in your product or service so much that you’re willing to give such a guarantee! This is a psychologically powerful sales technique that significantly reduces the the chances of ‘buyer’s remorse’, because it provides the prospect with a sense of security by giving them an ‘out’ should they feel they’ve made a poor decision.

* Let your prospects try before they buy. This allows your customer to experience the product and immediately integrate it into their current system or usage. As long as you offer quality products and services, customers will be far more reluctant to say no once they have enjoyed receiving some of it’s benefits.

* Appeal to the senses. Our society is trained to sniff out a hard sell. Don’t scream at potential customers with loud fonts, sky high promises, and generalized endorsements. Clearly lay out the benefits, projected results, and credible endorsements and carefully match them to your prospects emotional drivers.

Here’s another tip: Take some time out this week to do a solid review of your sales conversion pathway.  Only then will you really know if it is you who is blocking your door to success.

Once again. it’s not rocket science. You don’t have to fundamentally reinvent your system. By all means, make the most of technology that is available to maximize your reach, but remember there is a human on the other end of that sale. Humans are are emotional creatures.

Connect with their hearts and minds, create a solution for a problem in their life or business, then get out of your own way and let them buy!

Colin