How To Show the Honesty and Build The Trust
and Make Your Business More Believable???
By Dennise Ryder, Marketing Coach
http://www.profitspace.com/coach
You are racking your brain trying to figure out, even after writing
a sales letter that pulls, why people still aren”t buying from you.
You check your sales letter and see that you have followed the
checklist to a “T.”
You have:
1. An attention grabbing headline
2. You have an extensive list of bullets highlighting all the incredible
benefits your service/product offers.
3. You have included a few FANTASTIC bonuses just to sweeten the
deal and make sure that your customers are getting more in “use” value
then they are giving in “money” value.
4. You have EVEN created the best guarantee every seen of the face
of the earth that gives your customer “nothing to lose.”
ALL the things that the components are there for a successful sales
letter…and yet…
You still are not making the sales…what gives???
I can probably tell you “what gives.” Your customer doesn”t believe
you and if they don”t believe you they won”t buy.
Think about doing business online. There is never any chance for
these customers to meet you. They have never seen or even touched
your product. They don”t know how long you have been in business.
They can”t really tell how credible your are, let alone if you are for
real.
This is a challenge, no doubt, however, there are some things that you
can do to help make yourself more believable. With believing comes trust
and trust leads to profits. So let”s look at a few things that you can work
into your web site”s homepage to hit home this issue of believing you.
Suggestion #1: Tell me your story…
Help me build a relationship with you by telling me who you are and what
prompted you to offer this particular product/service.
What is your story…
If you are into health products then tell me why you take these particular
products. What were your symptoms or conditions that lead you to taking
these products and then share with me the results you have gotten as a
result.
If you are a car mechanic, then tell me why you decided to go out on your
own. What did you see that you perhaps didn”t like in car mechanics out
there and your story in setting to change it.
If you are a offering a service like accounting, marketing, legal, why did
you spend the years it took to obtain your degree. What was it that drove
you to this particular discipline and then tell me why you are targeting my
kind of business. What did you find that was missing and what do you offer
that fills that gap.
It boils down to relationships here and again the fact that people do business
with people they; know, like and trust. If you let them get to know you, they
hear a little bit about you they start to see that “hey he/she is just like me!”
from there they tend to let their guard down and the trust starts to build.
Suggestion #2: Don”t talk to me in generalities…give me specifics…
When you tell me what your product/service does for me, or why I need
it in my life…then be specific.
Don”t tell me I could lose 10 pounds in 30 days, when in actual fact I will
lose 9 pounds in 26 days. If that is the case then tell me that.
Don”t tell me that I will get my ad sent to 1700+ safelist members, when
in actual fact my ad is going to 1743. Again, if it is going to 1723 members
then be specific.
Specifics are more believable.
You tell me…If I told you I sent an article out with a resource to an ebook
and sold 24 copies in 3 days. Or that I almost made $350.00 which do you
believe?
When in doubt…actually there should be no doubt. ALWAYS be specific.
Suggestion #3: Prove It To Me…
If you are promoting a weight loss product that you have used then show
be the before and after photos. If you have won 35 awards, then show me
the pictures. If you are making money through a given program then show
me the money…or I mean your checks or statements.
The proof is in the pudding…so show me the pudding ;o)
>Pictures – before and after
>Bank Statements (Clickbank, Paypal…etc)
Suggestion #4: Testimonials…
It”s one thing to show or explain the results you are getting by using a
product/service, but when you show me there are others, again like me,
also getting results..then “Hey, put me in coach!”
Testimonials prove that others besides you are getting results, that if you
can do it, others can do it too. However, there is a key to using testimonials
and here it is.
Use a wide variety of testimonials. See the thing here is that one of the things you
have to prove is that THEY (your prospect) can do it. If you use a variety of
testimonials then there will be some from people who they can relate and identify
with. Which shows them again, these guys are just like me and yes, if they can
do it, then so can I.
Word of advice…when you ask for your testimonials make sure they follow the
same suggestions that I have given you above. Make sure they are specific and
the testimonial provider tells their story.
Suggestion #5: How Come??
Tell your customers why you are making such a great offer.
No one believes that you have slashed your price because you are such a
great person. However, if you say you want to get your product in the hands
of another bunch of customers to gather more proven testimonials, then, that
would work.
When you are making an incredible offer then state why, give a reason for
doing it and be honest. It truly is a big credibility/trust booster.
Again, it boils down to people NOT wanting to be SOLD they WANT to BUILD
a RELATIONSHIP. Business is about relationships. The one you have with your
customer is of prime importance because once it has developed you”ll reap the
benefits of profits…and even repeat profits.
How cool is that!!
If you don”t have a checklist to follow about how to write a good profit-pulling
sales letter, then take the time out and get your hands on Turning Browsers Into
Buyers. It will take you step-by-step through all the elements which make a good
sales letter and don”t forget to add in the tips above
http://www.profitspace.com/tbib
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