Your Customers Want Proof! Prove It & Sell More.
December 23rd, 2009 @ MsMedia // No Comments
Proof has been called the most important tool for exceptional success in selling. We are going to list 3 ways you can do just that, but first things first.
As you probably know, FTC now requires that all your testimonials are as transparent as possible.
If you are posting a testimonial claiming results in figures, ‘results not typical’ on the disclaimer will not work anymore. You have to tell your viewers what your ‘Typical results are’. Just wanted to clarify that.
The story is told of a little meeting arranged by a famous, very successful attorney. They were discussing a trial that was to begin shortly. The client had the risk of serving 20 years or more, should these lawyers fail.
The attorney asked his associates for their comments, and a young lawyer said the following: “I’m confident that we have gathered enough proof for you to prove his innocence.”
The attorney rose up, grabbed his young associate by the neck and said in an almost threatening voice: “Don’t ever send me into a courtroom with enough’ proof. I want a preponderance of proof.”
Make sure that you have an overwhelming amount of proof that what you are selling is a great deal, and you will be able to close sales like a champion. A lot of businesses either fail to use proof at all, or use it poorly.
Here are 3 great ways you can prove your worth to your customers and close a lot more sales in the process.
1. Let Them Say It for You! The Power of Testimonials.
Dan Kennedy once gave a sign to his coaching clients with the following message: “Let THEM say it for you!” That’s how important he thought it was, in order to increase sales. Savvy consumers are skeptical to whatever comes out of the mouth of a sales person. Their guard comes up right away, but here’s the great news:
If you decide to let your existing clients say it for you instead, that skepticism and sales resistance will melt away like ice in the sun. Consumers are likely to believe testimonials from customers who are already using the product or service. So make sure you collect testimonials and display them on your site, in emails and promotional literature.
Testimonials can be your best friend, and it will definitely hurt your profits if you neglect this important part of the sales process. Remember that what others say about your product or service is at least 1,000 times more convincing, than what you say.
2. Use Statistics If Possible.
When meeting a new audience, a well known marketer often displays the results from a survey made among his existing clients. 98% reported satisfaction. 83% reported improved sales. 87% made additional purchases. Do you think this can work as a clincher for people on the verge of buying his product? You bet! That’s why he’s using statistics.
You can do the same. Perform a survey among existing clients, and display the results to help you sell more of your product or service.
3. A Picture Is Worth a Thousand Words.
The cliche is true: A picture is worth a thousand words. Perhaps you’ve noticed that a lot of ClickBank products in the “make money”-niche show one or more screenshots of earnings to prove they know what they’re doing. Pictorial proof is both interesting and convincing for the consumer.
The following story illustrates how testimonials in the form of pictures can take care of the selling for you: Back when the cash register was a brand new invention, the late top salesman Ira Hayes made sure he carried with him a black fabric panel. On that panel were thousands of pictures of happy customers standing next to their new cash register.
Because the proof was overwhelming the sale was made before the selling had even started.
Let me add in closing that there are lots of other things you can use to boost the credibility of your business: The length of time in business, numbers of customers served, past credentials etc. Whatever you decide to use, make sure to use proof extensively. You already know your business is great. Let your future customers know it as well.
Proof is, without a doubt, the best way to clinch the deal for your future clients.
About The Author: Charles Jahren is a content manager for Multiple Stream Media - a company dedicated to helping online businesses Attract More Customers the Easy Way. To get more low or no cost advertising tips from Charles and the Multiple Streams Media staff, visit www.weeklytips.com
Category : Abe Cherian &Charles Jahren &Tactics
