Here’s one of the most important ideas you can use to explode your sales. No one talks about it, either because they don’t know about it or because they don’t know how to do it.
The simplest way to get more people calling you and buying from you is to increase their motivation to buy. The more people who really want what you sell, the more sales you’ll make.
Imagine that you have a thousand prospects. You send out a mailing and on average 5 people pick up the phone and call you. How frustrating is this, when you know that over 50% of the people you mailed to would be better off with your product or services?
The problem isn’t that you’re not great at what you do, or that people don’t need your products and services. The problem is that you aren’t motivating people to buy from you.
What’s the easiest way to get more people to really want your products and services?
Your Small Business Marketing Can Create A Desire To Buy
People are always seeking better solutions to their problems. It’s human nature. Show your prospects how much better off they will be and you’ll increase their desire to buy.
Here’s how it works. You’re thumbing through a magazine and you see an ad that gets your attention by promising a 10% higher return on your savings account. Or you’re in the grocery store and you see a package of cookies that promises more chunky chocolate pieces and you start salivating.
For each product or service that you market, there is a set of ‘hot buttons’. These hot buttons are the key benefits and descriptors that create a burning desire in your prospects to purchase your product or services.
Hot buttons for small business owners are ways to generate more leads, attract the right clients and close more sales. If you knew of a better way to attract more clients with your web site and grow your business, you’d take advantage of it, wouldn’t you?
Want more examples of hot buttons?
Landlords, hot buttons include: making more money, filling empty apartments, managing paperwork, and reducing maintenance costs. Hit these buttons with your marketing and landlords respond in droves.
Use your prospects’ hot buttons in your marketing, make them crave the solution you provide, and they won’t be satisfied until they’ve bought it from you. It’s like waving a chocolate bar in front of a chocoholic.
Each time you use one or more of your prospects’ hot buttons you begin to change their minds. They start to think they could be better off with your products or services. Like turning up the heat on ice cubes, it melts their resistance and moves them from prospects to clients.
If you want to generate a flood of sales, your marketing needs to do more than just generate awareness; it needs to transform your prospects’ thinking. Move your prospects from thinking they can live without your product or your service, to thinking they can’t live without it and need it today.
If your business marketing isn’t getting immediate and ongoing results you can bank on, then it’s time to change the way you think about small business marketing. Being patient isn’t the answer.