How To Put Your Sales On Steroids

How To Put Your Sales On Steroids

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:

Here’s Five Easy Ways To Order!

To get all the FREE bonuses you must order before Sunday, December 5, 2010Wednesday, March 12, 2008 .

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.

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 $$$.

 

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