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Do you hate to sell?


We are all sellers (zzz zzz - you've heard it before) but listen again. Selling is the transfer of goods and services, but also of ideas and opinions at the Monday morning meeting. You sell every day. The question is not if you want to sell - the question is whether you want to do it with or without success.

Even small children are amazing sellers (the problem with them is that they have no morals).

This is what I heard at home last week (note the traps my little son lures me into.)
- “Dad, do you want an ice cream? I can get one for you”. (Pretends to be nice, but has a hidden agenda).
- “No, thanks”,
- “But I can have one, can I?”
- ... “Yes”. (After all, he was so nice to me.)
- “How many can I have”? (Gotta try anyway.)
- (Rudely) – “One”!
He looks thoughtful.
- “Are you sure you don't want one”? (And he finds a solution.)
- “No”.
- Good, then I can have yours too!”(You never know.)

This time I was prepared. I let go of the remote and wrote down his techniques directly. He hasn't attended any sales seminars. Kids are just naturally good at concentrating on what the parents want to hear. And that's what marketing is all about too - focusing on what the client/boss/child/wife/husband/the angry neighbor who thinks that you play music too loud/or mother - want to hear and ignore everything else.

How good a seller are you really? We will find out today.


10 Tips on giving your customers an offer they can't refuse:

1. Spice up your offer
The first – and best – thing to do, is to give something extra with the purchase. There is usually no need to lower your rates if you can offer people something extra at purchase.
Added value is better than price cuts. Your value can consist of more service, extended warranty, a gift, a little more of your product, updates, a special newsletter with qualified information - anything that you think your customers might enjoy. You might have a stock of any items that are not sold anymore, but that you think may interest customers - offer theses as added value.


2. Show people the many wonderful benefits from your product or service
Today I walked past the same store again and yearned for that digital camera on display in the window - again.
But no matter how many times I go past, I can't see any obvious reason why I should go inside and buy it. They simply give me no reason to do it and I long for them to give me something to make me take that little final step – some kind of added value to the purchase would probably do the trick.
Give your customers an idea of ​​how they might have more fun and/or better with your product/service in your offer.


3. Set a deadline for the offer
Always ensure that there is a deadline for your favorable deal. It causes us to act NOW! Yesterday I received an offer from the magazine ”Science Illustrated”to subscribe to three numbers for a special price.
If I answer within ten days, I will also get a Mag Lite flashlight for free. The coupon is on my desk now and longs to be tucked into a mailbox. Will it be sent? Maybe. I think they could learn to do more to really kick-start the subscription requests. Say for example that the first 10 coupons received would be entered into a lottery with a chance to win something even grander - say a digital camera. That would certainly fire people up and make them hurry down to the mailbox with that coupon.
Ensure that there is a ”hurry” included in your offer.


4. Speak to our emotions
Let people know how boring or how hard life will be without your product, but also show them how good it will be if they decide to accept your offer.
Talk about all the common problems that people within your target are having – then let them know that you have the right solution to the problem and be as clear as you possibly can.

Have you thought about the way ads trying to make people quit smoking are designed? There is always someone who has black lungs and who is suffering. I don't know if I've missed something here, but wouldn't it be much more motivating to see what you get if you stop smoking?
Imagine an ad with nice pictures: A green summer meadow, sun, healthy lungs, a strong body, a kiss and a headline that says ”You can get all of this ...”
The text under the pictures could be:”... If you stop smoking!”
When you sell something - do it by appealing to our positive, life-affirming side.


5. Show confidence
Show people that you believe in what you do. Enthusiasm sells. Show that you know your products, that you are engaged and empathetic. If you are knowledgeable in your field and related fields, people want to trust that what you say is true.


6. Create new payment terms if you think it's necessary
If you sell expensive products - provide different payment options and terms of payment.
Can I choose to by installment?
Can I pay by credit card? Can I pay everything in six months?


7. Distinguish your offers from other offers
Don't worry about what it is that differentiates your offers from your competitor's offers.
If your offer is no different from other peoples, make sure that it is.
What you want your customers to say when they're about to commit to a deal, however small or large, is this:
We select ”Your company” because:
1. You're are always so nice.
2. You always keep in touch without trying to sell us more products.
3. You have three months longer service than others.
4. You don't press the “charge button” every time we talk to you.
5. You show interest in what we want to accomplish with our company.
6. You are the only one who can explain things so that we understand.
etc.


8. See what others are saying about your product
If people can see what others who bought your product or service liked about it, it'll become a very clear and solid argument for other customers to buy the same product/service. We trust all those who say nice things about a product without getting any personal gains for it from the company.

9. Give strong guarantees
Could you give strong guarantees for your product that allows the buyer to feel that you take responsibility even after the purchase?
I, for example, always worry when I buy things online from companies that haven't manufactured the product themselves.
What happens to the warranty if they stop selling this product?
Who will be responsible for it?
Can you answer these questions?
Don't worry about people systematically misusing your warranty, it won't happen. When someone buys your product, it's because they want it, not because they want to take advantage of the warranty. If your product is all what you have promised it to be, you will not have any problems. I have only good experiences from providing strong guarantees. My company has a strong guarantee when it comes to our books. If you are not satisfied with a book, you have 30 days to send it back. It makes our customers confident to dare to buy.


10. Make your own ten tips
Forgive me, but I have to keep pushing for you to make up 10 tips for your own line of business. Why do you think the newspapers are filled with 17 tips to getting a better sex life, 15 tax reductions that you can make and 5 tips on how to renovate your kitchen without spending a fortune? We like tips and we want your tips. In addition, if correctly performed, they will give your customers a good basis for a solid buying decision.
Say that a computer company published ten tips to help people determine which computer to buy – wouldn't that be great?
To me, it would feel like the company actually cares if I buy a computer that suits me rather than their own margins. Remember, with your knowledge you can help people save time and money, and when you have managed to convince us just that, we're all yours!
And you can use your tips in everything you do. You can share your tips in the store, send them to customers, distribute them in your neighborhood, print them on business cards, post them on the website and so on.
 




About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

230 000 prescribes to his free newsletter "The 5 minute marketer"
Every week some 230,000 prescribers gets his free newsletter about 5 minute marketing.

"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.