Much of your marketing
program is probably geared towards attracting
prospective clients to your business.
Getting them in the door (or on the phone
or at your website), however, is just
the first step. What are you doing to
move your prospects along the sales process,
to make it easy for them to make the purchase
decision?
As always, please feel free to forward
this newsletter to anyone who may benefit
from it, and give me a call if I can help
you with any of your marketing writing
needs.
Linda Coss
949-699-2749
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Make
it Easy for Prospects to Say "Yes"
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Many
companies lose out on a lot of business
because they fail to recognize and remove
sales obstacles. Don't let this happen to
you. Here are six things you can do to make
it easy for prospects to say "yes":
1. Establish
Credibility - Provide helpful information
about company, product or expertise. Avoid
using "hype" in your marketing
materials. Share testimonials from previous,
happy customers.
2. Demonstrate Value - Make the benefits
and value of your product or service clear.
When possible, use specifics - such as "increase
your profit by X%," "save over
$80 per day," "keep your network
running 24/7," etc.
3. Offer a Free Taste - My food
allergy cookbooks website offers nine
free recipes. Why? Because nothing sells
cookbooks like sample recipes. People cook
up one or two, see that my recipes really
are easy and delicious, and then purchase
the books. What kind of a "free taste"
can you offer?
4. Give a Guarantee - Your prospective
customers want to know that you stand behind
your product or service. A money-back guarantee
can take the risk - or perceived risk -
out of a purchase.
5. Make Obtaining Results Look Easy
- Getting the desired results with your
product or service should appear as easy
as possible. People are busy, and they demand
simple solutions to their problems. If using
your product or dealing with your company
appears to be a hassle, you'll lose the
sale.
6. Examine Your Website - Is it easy
to navigate? Is your contact information
easy to find? Do you provide multiple ways
for customers to contact you (phone, fax,
email, snail mail)? If you're selling something
directly from your website, is your order
information easy to find and your shopping
cart simple to use?
Identify
and eliminate every sales obstacle you can,
and start closing more deals!
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| Customer
Spotlight: Healthy Cooking Company |
The Healthy
Cooking Company makes it easy for prospective
customers to start enjoying the benefits
of better health and tastier food. They
teach people how to cook healthy, delicious
meals and slash the time spent in the kitchen
by 50%. They even provide a "free sample"
in the form of a free healthy cooking class
and dinner. During this evening event they
show people why how you cook is as important
as what you cook, and they place a big emphasis
on how fast and easy their cooking system
is to implement.
Of course the website
that I wrote for them also helps establish
their credibility and demonstrate the value
of what they're offering. Take a look, and
feel free to give Jim Sweet a call to schedule
a free healthy cooking class and dinner
at your home.
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| ©
2009 Linda Marienhoff Coss |
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About Linda |
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Linda Coss is a freelance marketing writer who helps businesses become more profitable by writing persuasive, targeted and effective messages for their brochures, websites, letters, ads, fliers, press releases, newsletters and other written materials.
Whether you need something written "from scratch" or want a professional to edit what you've created, Linda is your on-call marketing writer.
For more information
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