How,Ethically,Sell,Your,Prospe marketing How To Ethically Sell To Your Prospect, Even If They Say No.

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How To Ethically Sell To Your Prospect, Even If They Say No.-------------------------------------------------------------(c) 2004 Charles KangetheWhat you are about to read... is a closing technique Ilearnt many years ago whilst working as a sales rep.Too many marketers let go on the first no.If you really believe in the value and benefit of yourproduct or service to your prospect, then you need to learnabout "Pre-emptive Marketing."Tip #1 - Learn To Differentiate Prospects-----------------------------------------There are three groups of prospect 1) Those to whom you will never sell because they have noneed for your product or service. - Vast majority2) Those to whom you might sell, if only you can overcomeinitial objections. - Majority of the rest.3) Those to whom you sell automatically, because of yourreputation and the quality of your products and services.Very small minority.Your marketing should focus on the second group. There isnothing you can do about the first and the third largelytake care of themselves.Once you understand this you will be less fearful ofalienating prospects which is the reason most marketers giveup on a sale too soon.Tip #2 - Why Do Prospects Not Buy From You ?--------------------------------------------There are four broad reasons why prospects will not buy fromyou.* Money - The product is priced too high, or too low eitherin absolute terms or in comparison to the competition.* Functionality - The product has too much functionality ortoo little. In the first case it is too complex orcomplicated to operate in the second it provides littlebenefit to the prospect.* Timing - Your prospect has just bought a competitorsproduct, or they are just window shopping in anticipation ofa future purchase.* Competition - Your competition has a powerful brandpresence in the market place that makes it difficult for youto compete.Tip #3 - What Is Pre-Emptive Marketing ?----------------------------------------In order to apply Pre-emptive Marketing Tactics go throughthese stages.Phase 1 - Understand your prospect in detail. What motivatesthem ? What are their problems and issues ? What solutionsare they looking for ? What value do they place on thesolution ?Phase 2 - Brainstorm ALL of your prospect's possiblepurchasing objections. Use the objection groups in step #2to help you.Phase 3 - For each objection, decide on credible andpersuasive responses.Phase 4 - Using pop-up technology and / or autorespondersdeliver the responses to prospects who did not click on "BuyNow" after reading your copy.Tip #4 - Examples Of Credible Responses---------------------------------------Here are some example Credible Responses to FrequentPurchasing Objections* Too Expensive - Ask your prospect to make you an offer - If your product hassunk costs that you have covered, then any offer is probablyacceptable. If you still need to cover the production costs,give the prospect a floor price you are willing to acceptand ask them to bid, above the floor.* Too Cheap- Tell your prospect they can have the product at a discountto the already cheap price ! If they like the product thenthey can send another payment for what they think theproduct is really worth.* Product Too Complicated- Offer a discount on standard price and offer to train theprospect for F'ree in how to use the added functionality.- When you design your products, do so in a modular fashion sofunctionality can be added or removed to the core product.* Product Too Simple- Offer a discount with a guarantee of F'ree upgrades when thefunctionality is added.- Ask your prospect to make you a reduced offer based on theirevaluation of the functionality.* Prospect Was Window Shopping- Offer your prospect a discount for buying before a date youset in the future. Make sure the discounts are removed whenthat date is reached, else the tactic loses credibility.* Prospect Bought A Similar Product From Elsewhere - Offer your prospect a discounted price and an extendedreturns period during which they can compare your productagainst the previously purchased one.* Competitor Brand Is Dominant- Do a "warts and all" comparison of your product against themarket leader. Line them up and let your prospect make thebuying decision based on information rather than "brandawareness"- Brand your own product, service and business with your USP.Tip #5 - Practical Pre-emptive Marketing----------------------------------------Armed with your list of objections and a response for each,create your sales pages and apply an exit popup toeverything except the "Buy Now" or "Opt-In" buttons.You also need to set up an autoresponder with the responsesto the objections as the topics for your mails.The use of exit pop-ups and autoresponders in this way isnothing new. However, what is different in this tactic isthe detail of objections to which you respond.You must have answers to the entire range of objections yourprospect may have to make this work. The way you present the information on your "Pre-emptiveResponses" Pop-up and autoresponder is also critical to thesuccess of this tactic.The objection must be headlined in an attention grabbingway, so that if that objection applies to your prospect theywill be drawn into your response.Relevant Resources------------------Quick Tactics To Brand Your Businesshttp://www.simplyeasier.com/ownarticles.htmlArticle by Bob Leduc Neutralize Unspoken Objections To Increase Sales available from http://www.sbishere.com/article.html/598When Objections Get In The Wayhttp://common.ppmg.net/NEWS-ltc/02-1108.htmThe Psychology Of Closinghttp://common.ppmg.net/NEWS-ltc/02-1101.htmConclusion----------Make it a business philosophy of yours not to let the salego on the first no !Use Pre-emptive Marketing tactics to persuade warm prospectsthat they can and should make the purchase despite theirinitial objections.These tactics will not appeal to people who would never havebought from you, but a few of those who read your copy andare still undecided may convert - much to their own and yourbenefit. Article Tags: Ethically Sell, Prospect Even, Pre-emptive Marketing