| re a lot of excuses floating around about why people | | | | women, young mothers, retirees, etc. |
| don't buy. Maybe you've heard some of them: it's too | | | | " Dig in, do a little research and figure out exactly |
| expensive, it's not at the top of my "must have" list | | | | how your product relates to the special needs of |
| right now, or even when a deals too good to be | | | | these niche groups. |
| true... it's too good to be true. Customer objections | | | | " Speak to them as someone in the know. Revise |
| are more easily overcome than you might imagine. | | | | your sales materials to address the specific needs of |
| Let's take a look at 3 simple ways to wipe out those | | | | each group. Let them know you understand what |
| objections. | | | | they want and need, and watch your profits |
| 1. It's Too Expensive. | | | | skyrocket. |
| Don't be fooled! Most of your customers can get the | | | | 2. I Have More Important Things To Get Right Now. |
| money to buy the product... it's not a matter of | | | | Yeah, buying now doesn't seem too important until... |
| having enough. Let's face it... what they're really | | | | the deal's too sweet to pass up, and you have to |
| saying is that they can get a better deal somewhere | | | | get it today to get the deal. |
| else, or a deal that gives them a better value for | | | | What I'm talking about is banning the option of |
| their buck. | | | | procrastination. Really what your customer is saying is |
| Now, don't give in to the temptation to drop your | | | | ... I have no reason to buy today. Make the deal |
| prices to "rock bottom" just because you hear them | | | | irresistible, and put a deadline on it. It'll spur them into |
| say it's too expensive. There are ways to wipe out | | | | making the purchase a priority, NOW. |
| these objections without wiping out your profits! | | | | 3. I'm Skeptical... It's Too Good To Be True. |
| Make it look like a better deal. I mean, take a really | | | | Most customers have been burnt by deals that seem |
| good look at your product. How can you increase the | | | | too good to be true... they ended up costing more |
| perceived value? Maybe you can add a manual, a CD, | | | | than they were worth. The only way you'll ever |
| or a downloadable book full of information about the | | | | overcome the skepticism is to build a relationship of |
| product. Let them think they are getting more for | | | | trust. |
| their buck, and the deal seems a lot sweeter to | | | | Unconditional money back guarantees eliminate the |
| them. | | | | risk of loss, and show the customer that you are |
| Think about this... we all expect to pay more when | | | | truly concerned with their satisfaction. |
| we visit a specialist. Sure, Wal-Mart is great if we're | | | | Let testimonials speak for you. Evidence that you've |
| looking for a generic product, but when we want | | | | delivered and gained customer satisfaction in the past |
| something from someone who knows what they're | | | | goes a long way toward banning customer fears. |
| talking about we head for a market "specialist"... and | | | | Be available. Customers feel like everything is okay if |
| expect to pay a little more as part of the deal. | | | | they can pick up the phone or send an email and get |
| How can you become a specialist who demands | | | | quick answers to their questions. |
| respect, and can get away with slightly higher prices? | | | | It really doesn't take a lot of rocket science to get |
| " Find niches within your market to address. Hey, if | | | | through the shell of hard core customers. These 3 |
| you look closesly you'll discover groups within your | | | | tips will get you off to a good start. |
| market that stand out... businessness men and | | | | |