3 Simple Selling Tactics

The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave. They work for any business - regardless of what you sell, how you sell or where you sell it.

1. Pay Attention to Getting Attention

Can you remember the last 3 advertising messages beamed at you? Can you remember even one of them? Most people can't ...including your prospective customers. That's because they automatically ignore the steady stream of advertising directed at them.

This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention - and get it fast - or your sales message will be ignored.

Here are 3 proven ways you can capture a prospect's attention quickly:

* Make a dramatic statement: Example: "Even My Doctor Uses These Health Products"

* Surprise your prospects with something unexpected: Example: "Try our service without charge for one month"

* Ask a provocative question: Example: "If you're such a smart business owner why aren't you making six figures?"

Tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away - unless something instantly catches their attention.

2. Emphasize the Human Relationship

Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:

...If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you.

...If you sell online or in some other way where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants.

Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise.

3. Trigger Your Customer's Imagination

Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits.

Be specific. If you sell financial products, describe what it feels like to enjoy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss.

Tip: Be sure your word pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit).

These 3 selling tactics produce sales by responding to normal human behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you.

Copyright 2004 Bob Leduc

Bob Leduc spent 20 years helping businesses like yours find new customers and increase sales. He just released a New Edition of his manual, How To Build Your Small Business Fast With Simple Postcards ...and launched *BizTips from Bob*, a newsletter to help small businesses grow and prosper. You'll find his low-cost marketing methods at: http://BobLeduc.com or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV

Renting Your Mailing Lists to Others

RESOLVING THE "PROPRIETARY" DILEMMA... SHOULD YOU RENT YOUR OWN MAILING... Read More

How to Successfully Promote your Business to an International Audience

Breaking into the international marketplace can catapult a company into... Read More

Marketing Lessons From TV?s The Apprentice

Can we actually learn a marketing lesson from reality TV?... Read More

A Questionnaire for Businesses

As best you can, answer the following twenty-five questions. There's... Read More

Seven Common Marketing Problems Solved by Marketing Operations

Corporate marketing groups - especially bandwidth-challenged small-to-mid-sized departments - can... Read More

Stop Searching - Joint Ventures are the Solution to Doubling Your Business

First, define the end user (or ideal client) of your... Read More

5 Steps for Developing a Marketing Tag Line for Your Product, Business, or Website

A marketing tag line is the one or two line... Read More

Design, Design, Design

You need only one card, but make it noticeable. Make... Read More

Free or Not Free ? That is the Question

You may be in business for yourself or as a... Read More

How to Use Flyers to Increase Your Business

What benefits will you get from flyers?Flyers are much different... Read More

How to Turn Your Marketing Into a Money-Making Machine - Setting The Stage For Successful Marketing

Powerful Marketing has become elusive to many companies seeking strong... Read More

Successful Non-for-Profit Fundraising Letters Share Eight Qualities

You'll be encouraged to know that the art of writing... Read More

Eliminate Your Competitors With 2 Simple Steps

In business, having competitors goes with the territory. There's almost... Read More

Where to Look for New Donors for Your Fundraising Letter Appeals

Have you ever studied your best donors and wished you... Read More

Are Your Prospects Walking Out on You?

After 11 years in sales, I've put together and delivered... Read More

A Complaint? It?s a Compliment! - 7 Tips for Dealing with Complaints at Trade Shows

A Complaint? It's a Compliment!What made you mad last week?In... Read More

10 Tips For Packaging That Sells Products To Boomers

Boomers are a prime and growing target audience. Does your... Read More

How to Magnetize Your Business

Do you ever wonder how some businesses always seem to... Read More

The Value of a Customer

The Driver of All Marketing EffortsYou need to determine what... Read More

Mortgage Marketing - Viral-Email, Referral Marketing Strategy

This is a devastatingly powerful way to extend your marketing... Read More

Five Cheap Tricks for Promoting Your Business

If you're like me, you're always looking for ways to... Read More

Business In 2010: A New Face of Marketing

The term "internet marketing" was virtually non-existent a short 8... Read More

Multicultural Marketing ? Taking Care of Business At Hand

Multicultural marketing mirrors the changed face of America and is... Read More

A Successful Solution: 10 Things to Consider

A provocation for the coming year, decade, century or millennium.By... Read More

Build A Successful Business By Staying Connected

Over the course of your business life you'll come in... Read More