How To Melt The Resistance Of Even The Most Stubborn, Skeptical
Prospect!
by Dan Lok
Published on this site: June 10th, 2005 - See
more articles from this month...
Question: Dan, how to deal with ultra skeptical offline
or be it Internet surfers in order to reassure them and get them
to happily open up their wallets?
I like that "happily open up their wallets"! Your customer
should be happy to open his/her wallet. When business is done right,
everybody wins and nobody loses. You're happy to make a sale and
your customer is happy to be getting a good value for the money.
Here're a "small" list of things you can do to remove
skepticism.
- Use testimonials
- Show a photo of yourself
- Show a photo of your products
- Show a photo of your office
- State your complete address and contact information
- Use testimonials (Again!)
- Use flash audio buttons on your website
- Do an audio introduction
- Speak their language. (This goes back to understanding
of your target market.
- If you're selling to golfer, there are buzzwords and 'in-speak'
that is specific to their game. Use those in your sales letter.)
- Understand their hot buttons and push them hard. When
you hit them on the right spots, a lot of them will simply
ignore the skepticism.
- If you're selling moneymaking stuff, see if you can prove your
claims by showing bank statements, checks... etc.
- Write down every single possible objection your prospects
might have, and address, confront, and annihilate EACH one
of the objections in your sales letter. (Common objections
include: I don't need your stuff, I don't have money, I
don't have to act now, etc)
- Offer a money-back guarantee and HONOR it
- Use testimonials (This is not a joke, you can never have
too many testimonials)
- Tell a story in your sales letter. (People may mistrust a sales
pitch, but they never doubt a story.)
- Create a killer order form. When they should be pushing
hard to close, most copywriters weaken in the order form.
You need to sell as hard on your order form as throughout
your sales letter.
Dan Lok is known as "The World's #1 Website Conversion
Expert", with a proven track record of selling over $25.7 million
dollars of merchandise and services. Dan has resuscitated copy that
was previously in "critical condition" and helped his
clients to double and triple their conversion rates… some as
much as 417%!!! More than 200 websites have been "Lok-ed"
and loaded for Internet action. Go to: http://www.WebsiteConversionExpert.com
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