Remember this? A couple of days ago, I wrote the following:
People Like to Buy,
But They Hate Being Sold To
In other words, there's a very good chance that your customers want, or even need, your product or service.
They just don't want you "selling" them.
They don't want to feel like you're doing the hard-sell and simply trying to extract money from their wallet. They want your stuff but they'd prefer to feel like they're the ones making
the decision to buy on their own...
Even though, in actuality, YOU'RE the one leading them to the buying decision.
So, the question becomes...
How Do You Sell Without Selling?
I had several people ask me if I had some examples.
Yes, there are quite a few ways of doing that. Here are some quick tips:
1. Give the buyer two viable buying options and let them choose one. This is known as the A/B close. This will BOOST your closing rate.
2. Give the buyer information on how to make their own selection or purchase (even though you have curated the info for them).
3. Use EDUCATIONAL methods -- brochures, websites, special reports, articles, pamphlets, etc. -- that help lead them to the right buying decision.
4. Interact with the buyer regularly through social media,
providing great content, sharing links and articles that eventually lead to you as the most qualified seller.
5. Conduct webinars, seminars, phone conferences, and informational sessions that showcase your expertise and provide ordering information if they choose to buy.
6. Use testimonials/reviews/success stories to sell for you. This is
a BIGGIE! It's as simple as sharing the testimonial and adding language in the end like: "If you'd like to see what we can do for you, click here and you'll see what we offer."
7. Get your best customers to recommend your business to others and send you referrals. You'd be surprised -- this is likely easier than you think because people LIKE sharing good buying experiences with their friends and family.
8. Share any type of media coverage you receive that showcases your dominance in the market. This proves your expertise and makes buyers more likely to want to work with you.
These are just 8 simple ways of selling without selling. Surely there are some other ways you can think of to jack up your sales.
I hope
you don't wait to use these -- start implementing them today!
As Far As COPTIC-CON Goes...
If you have NOT yet booked a room at the Hilton Meadowlands, E. Rutherford (and would like to), you have until the Oct. 4th deadline to receive our
reduced Coptic Chamber rate (while rooms last).
To make a reservation, you must call the Hilton Meadowlands at: (201) 896-0500. Tell them you're with the Coptic Chamber group and the code is: 91M
