Future experience now!

Posted on: June 9, 2010

Steve Mills

Why don’t people buy?  The ‘Institute of Sales and Marketing’ of which I am a fellow, states that the number one reason is – The fear of making a mistake.

And the larger the sale, the bigger the fear!

So the next questions is – how can you reduce the fear of buying your products, or services?

There are many ways including:
  • Guarantees
  • Better than rish free guarantees
  • Risk reversal
  • Easy refunds
  • 30 day trial
  • Free sample
  • Free taster session
  • 50% off your first order
  • Bring a freind and get in free
  • Etc, etc
However today I am going to focus on one very powerful question.

“How can you give your customer an experience of the effect that they are going to get when they are a client, before they become a client?”

Again there are many answers to this question.  Some of the ideas I have used include:
  • Offering a free one hour meeting where I actually help people with their marketing
  • Provide someone with a free e-Book
  • Provide someone with a free CD of me talking at an event
  • Offering a free seminar
  • Offering to carry out a review of a certain element of their sales and marketing
My point is that there are lots of opportunities and the more you can lower the barrier to entry, the more sales you will make.

What can you do to make it easier for someone to buy your services?

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