How would you close more sales?

[Johnathan]

Hi,

Question to the experts

I have a $99 product, and many times I'll get questions like 'does it do this' or 'does it have this', etc, etc.

Many times -- yes it does -- and I'll respond to that effect -- but 'they' (the ones asking pre-sales questions) usually don't seem to go buy it... They *seem* interested enough, I have the 30-day money back guarantee, the sales letter, etc, etc... But usually (the ones who ask questions) -- don't seem to actually go through with purchasing it...

It *seems* that they've made enough an effort to ask about it -- so do you have any idea what I could add in the response which basically says "Yes, it does x,y, & z" to close the sales?

Thanks!

[ccmusicman]

Offer them a coupon for taking the time to email you.

Tell them it will only last for 1 day or something.

It can be a small amount off, too - like 10 dollars off or something.

Rob

[Scott Woodside]

Answer all questions that you can in the sales letter. What this is telling me, is that you haven't added everything in the sales copy, so they still have questions.

Without seeing your page, I can't say much more, but make sure that you ask for the order. Sign up now! Click the link now and sign up before its too late, blah, etc.

[GavinStephenson]

Can I see your sales process. Sales Page Etc.. It would help a bundle

[Kevin-VirtualProfitCenter]

Originally Posted by ccmusicman

Offer them a coupon for taking the time to email you.

Tell them it will only last for 1 day or something.

It can be a small amount off, too - like 10 dollars off or something.

Rob

This is good advice.

When someone is asking you questions they are often on the verge of buying. While I agree with those who encourage you to update your sales page (good advice all around) I also think you need to encourage your "tire kickers" to take action.

We created a special "extra bonus" that we offered to everyone who emailed us about one of our products and was almost ready to buy. We found we went from about 1 in 10 buying within 24 hours to 5 in 10. A huge improvement.

The key here is to make sure you give them a "time sensitive" bonus--something that expires within the next 24 hours. "Look, since you wrote in, we have a coupon code that is expiring some time tomorrow. At checkout if you put in XX907097 you will get a $25 discount..."

That moves people to act.

You also can give them other reasons to act:

Tell them you will personally email them next week to see how the product is working.

Tell them you will be holding a special customer teleseminar (that is not on the sales page) and would love for them to attend.

Ask them how your product will help them achieve their goals.

When people see you are a real person they will buy from you.

[DyLan Lee]

One time offer also known as special offer.

This is how it works: One time offer gives the buyer time pressure for decision making. If they leave the product and come back later, they won't be able to see this product anymore or this product already sold at a higher price.

This strategy will encourage people to take action immediately or they will lose the offer.

[Johnathan]

Hi,

Thanks for the feedback.

ccmusicman: Ok, I just sent off about 15 e-mails to people who were making inquiries, I'll see how the coupon idea works

Scott Woodside: thanks, good point I'll have to revisit my sales page (thing is the take so long to WRITE! :P)

Kevin-VirtualProfitCenter: Thanks, good ideas

Everyone else, good ideas too, thanks for your feedback!



A

[Kirk Ward]

Originally Posted by Scott Woodside

Answer all questions that you can in the sales letter. What this is telling me, is that you haven't added everything in the sales copy, so they still have questions.

Without seeing your page, I can't say much more, but make sure that you ask for the order. Sign up now! Click the link now and sign up before its too late, blah, etc.

I have to agree. If someone is contacting you for information you have omitted, then you need to add it. If they are contacting you for information that is in there, they haven't read the copy and either your copy is bad, or they're merely "tire kickers."

Kirk

[Randy Bheites]

Instead of saying "yes it has XYZ" or "no, XYZ is not on the feature list", ask them why they ask, and then speak to that.

Them: Does it have a left-handed widget?

You: Why do you ask?

Them: My cousin got one once, it was very cool and he made great doilies with it.

You: Many left-handers love how easy it is to use our widget, it's very cool.

Them: Really? Because I'm not really sure I'll be able to use the widget right, it looks complicated.

You: Not at all, my dear old granny could use this widget. Give it a shot, I know you'll be making knock-out doilies in no time!

Etc.

Usually a question is an objection, you just need to uncover the real objection under the question and answer that directly.

[MikeHumphreys]

Originally Posted by DyLan Lee

One time offer also known as special offer.

This is how it works: One time offer gives the buyer time pressure for decision making. If they leave the product and come back later, they won't be able to see this product anymore or this product already sold at a higher price.

This strategy will encourage people to take action immediately or they will lose the offer.

I think you mean a limited time offer using an exit pop-up. Most IMers refer to a One Time Offer (OTO) as an offer made after the initial sale.

Without seeing your sales letter, it's pure guessing why you're not making more sales. If your sales letter was doing it's job, then you wouldn't have to worry about closing prospects that contact you by email.

[JeffMitchell]

Originally Posted by JustinHart

as a general rule: you should ask THEM questions that get them saying "YES" over and over...

in other words, answer their question with a question that they will likely respond with in the affirmative... then answer their question in more detail... YESes are contageous... and if you get them on the "YES" train, you'll close more sales

That is the answer right there....you need to almost force them to make the sale themselves....focus on the benefits and intertwine them into the reason that they wanted to buy the product in the first place.

You need to use the qualification process as a way to get the answers and objective before they have the ability to ask you. Use their answers and turn them into more positive reasons for inquiring about the product instead of the negatives of paying for the product.


Jeff Mitchell

[wordofmouthmagic]

2 bits...

1. I assume you have a guarantee that can help these people make that decision to go ahead without asking you.

2. You could always try an FAQ page link on your sales letter (test if it helps or not) and then add in the answers as you go so that it's no hassle to add further answers. It might also give Google another page to index if it's a single page sales letter site. You can then later hand it to a copywriter to add in all at once.