The Easiest Way To Convince A Prospect

by Steven Wagenheim 29 replies
You may or may not be doing this. I don't know. But I have found that the
easiest way to convince a prospect to try YOUR solution to his problem is
to simply show him exactly what he's doing wrong.

And when I mean show him, I mean that literally.You have to be a mind
reader and be able to tell the prospect exactly what he is doing and what
results he's getting.

For example, with one of my products, I mention 3 common mistakes that
people are making in this area. I know, after years of researching the market,
that these are the most common mistakes people make in this area. So I
know that most, if not all prospects, when they read these common mistakes,
they'll finish with a shake of the head "yes" and agree with my conclusions
because they HAVE done these things and they HAVE brought JUST the
results that I said they would bring.

The key to making this work is that you REALLY have to know what you're
talking about. You have to be 100% sure that these mistakes are indeed
mistakes. Sure, not everybody will have the same experience, especially
if they haven't even started trying to solve their problem, but those who
have started, almost all of them WILL have run into these same problems.

This is the first step to showing your credibility as a source for their
solution.

The second step is showing proof. It doesn't matter what it is you're
selling. If it's an acne cure, show before and after photos of your face. If
it's a way to make money, show videos of your PayPal and Clickbank
accounts. If it's how to write copy, show samples of your sales letters
that are raking in the big bucks.

The final step is with your guarantee. Now if you go with Clickbank, you're
screwed because they only allow 60 days. But if you're going with another
source, you can make the guarantee as long as you like in most cases.

Lately, I've been moving to 6 month or even 1 year guarantees. When you
stand behind your product with this kind of conviction, you'll make sales.

Lots of them.

If this process seems easy, it is. You have to show your prospect that
you truly understand their problem by pointing out the obvious to them.
Once you've done that, you simply present the solution, provide proof and
back it up with a killer guarantee.

Yeah, people make this business way too complicated sometimes.
#main internet marketing discussion forum #convince #easiest #prospect
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  • Profile picture of the author Shane N
    Excellent Points Steven!

    I think your first point and last point are the most important ones.

    The second step -- (being the before and after pictures and income proof )
    DO work wonders on some customers, but nowadays a lot of people (even customers) know about photoshop tricks for clearing up acne and falsifying income proof. I sometimes feel it's almost better to leave the income proof out.

    But maybe not the before and after photos...I never was involved in a niche that would call for that so I wouldn't be able to share any experience.
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    • Profile picture of the author Internet Income
      Brilliant Steven, you hit the nail on the head.
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    • Profile picture of the author lakshaybehl
      A Question for you Steven...

      What payment processors are you using? You are offering pretty long guarantees... And I know that is a refund reducer and sales booster... but you know my trouble...
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      • Profile picture of the author Steven Wagenheim
        Originally Posted by lakshaybehl View Post

        A Question for you Steven...

        What payment processors are you using? You are offering pretty long guarantees... And I know that is a refund reducer and sales booster... but you know my trouble...
        I use PayPal. I'm slowly getting away from Clickbank, which I used to use
        exclusively. Those days are gone.
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        • Profile picture of the author lakshaybehl
          Originally Posted by Steven Wagenheim View Post

          I use PayPal. I'm slowly getting away from Clickbank, which I used to use
          exclusively. Those days are gone.

          Thanks for the info, Steven but... =>

          Paypal has a two month or so refund period, isn't it?

          And sure I can see the reasons why you are moving from CB to PP> Are you using RAP? If not, then what split commmission script are you using?

          I am actually launching something new in the upcoming weeks, so lets see if I change models this time.

          The only reason why I like CB is obvious... affiliates. Though I am a strong proponent of turning my customers into affiliates eve in niches outside IM. I have my ways to do that successfully...
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          • Profile picture of the author jhongren
            I like the guarantee part. The longer the better. Sometimes, even life time guarantee works best. People are thinking they still have time to ask for refund and eventually they forget about what they bought as another distraction comes along.

            John
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            • Profile picture of the author lakshaybehl
              Originally Posted by jhongren View Post

              I like the guarantee part. The longer the better. Sometimes, even life time guarantee works best. People are thinking they still have time to ask for refund and eventually they forget about what they bought as another distraction comes along.

              John
              John... its not just the fact that many forget, its the facvt that there is not tension in their minds about getting the refund... there are larger time frames, and then people tend to become cool about it. There is no big enough reason WHy they need to get the refund right NOW, and eventually it settles down in their heads.. You know what I mean... they subconsciously become the owners of the product.
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              • Profile picture of the author DavidPreston
                Absolutely I agree with the longer guarantees, for ALL
                of those reasons.

                In my experience most refunds will occur within a very
                short time frame. 7-10 days usually. By offering a much
                longer guarantee it instantly creates "peace of mind" for
                the buyer.

                Which leads to credibility

                Which leads to trust

                Which leads to more sales. :-)

                If you're new to IM print that post and
                tape it to your computer!

                Steven knows what he's doing...

                David
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                • Profile picture of the author Mary Gallivan
                  Hi Steven

                  That's excellent information. I learn something new from each of your posts.

                  I've just been working on a salespage and was about to reduce the refund period from 90 to 30 days. By the look of responses here it seems I should go back to the 90 day guarantee.

                  Mary
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                  • Profile picture of the author lakshaybehl
                    Originally Posted by Mary Gallivan View Post

                    Hi Steven

                    That's excellent information. I learn something new from each of your posts.

                    I've just been working on a salespage and was about to reduce the refund period from 90 to 30 days. By the look of responses here it seems I should go back to the 90 day guarantee.

                    Mary
                    Mary... what Payment processor are you using?
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                  • Profile picture of the author logocheckout
                    Originally Posted by Mary Gallivan View Post

                    Hi Steven

                    That's excellent information. I learn something new from each of your posts.

                    I've just been working on a salespage and was about to reduce the refund period from 90 to 30 days. By the look of responses here it seems I should go back to the 90 day guarantee.

                    Mary
                    It does not matter how long the guarantee. A lousy product is a lousy product. Those that give long guarantee make it impossible to get a refund in the first place because the buyer forgets about the guarantee. Their credit card refund is too late, paypal is too late. It is a gimmick I am glad to find out about.
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                    • Profile picture of the author Steven Wagenheim
                      Originally Posted by logocheckout View Post

                      It does not matter how long the guarantee. A lousy product is a lousy product. Those that give long guarantee make it impossible to get a refund in the first place because the buyer forgets about the guarantee. Their credit card refund is too late, paypal is too late. It is a gimmick I am glad to find out about.
                      Based on your last 2 posts, I detect somebody who is bitter and jaded
                      towards this industry. Well, that is certainly your right to be. I'm never going
                      to tell somebody how to feel about Internet marketing.

                      However, if you want to have any kind of success in this field (which I
                      assume you do since you are here) then you might want to take what good
                      you can out of my post and use it.

                      Or not...It's your choice.
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                      • Profile picture of the author grumpyjacksa
                        way back when i learnt about offline sales, they taught us to get the customer to nod. every question u ask must have a "yes" answer. if you keep this trend in the conversation, it becomes "logical" to answer yes when the punchline comes.

                        as for the guessing game, it's true. the fact that you "know what the client is going through", is a connection point, and inspires confidence.

                        as 4 the PP, someone mentioned a while ago that his chargebacks dropped by almost 80 % after switching from CB to paypal, simply because the client now faces confrontation with a real person, not a system.

                        makes sense 2 me.

                        just my 0.02......
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                        • Profile picture of the author Paul Buckley
                          I stopped using CB long ago. I use PP exclusively now and I just started using e-junkie.com to do the processing and delivery.
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                          • Profile picture of the author Roy Carter
                            It's the affiliates that keep people putting their products through CB, same for me I must say. Although I changed to trying Paypal for my membership club this time. It was a toss-up between Paypal and CB recurring payments. Just thought i'd try a change.

                            Miss the affiliates though for sure.

                            Roy
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                            • Profile picture of the author George Wright
                              Hi Roy,

                              You can use PayPal to run an affiliate program if you use e-junkie for the aff program.

                              George Wright

                              Originally Posted by Roy Carter View Post

                              It's the affiliates that keep people putting their products through CB, same for me I must say. Although I changed to trying Paypal for my membership club this time. It was a toss-up between Paypal and CB recurring payments. Just thought i'd try a change.

                              Miss the affiliates though for sure.

                              Roy
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                              • Profile picture of the author logocheckout
                                Originally Posted by George Wright View Post

                                Hi Roy,

                                You can use PayPal to run an affiliate program if you use e-junkie for the aff program.

                                George Wright
                                Thanks for this information. How is the traffic? How do you get traffic to that site?
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                                • Profile picture of the author Mary Gallivan
                                  For those who asked - I'm using Paypal

                                  Mary
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                                • Profile picture of the author George Wright
                                  Hi Roy,

                                  e-junkie is just the payment processor. You create the pay now buttons using them instead of PayPal and the customer makes payments directly to your PayPal account (or googlepay or many others)

                                  As far as traffic, that comes from however you already get it. If you mean how do you get affiliates, that's a whole other post left better to more knowlageble Warriors.

                                  George Wright

                                  Originally Posted by logocheckout View Post

                                  Thanks for this information. How is the traffic? How do you get traffic to that site?
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                                  • Profile picture of the author logocheckout
                                    Originally Posted by George Wright View Post

                                    Hi Roy,

                                    e-junkie is just the payment processor. You create the pay now buttons using them instead of PayPal and the customer makes payments directly to your PayPal account (or googlepay or many others)

                                    As far as traffic, that comes from however you already get it. If you mean how do you get affiliates, that's a whole other post left better to more knowlageble Warriors.

                                    George Wright
                                    I do not get traffic right now that is why I am asking. Thanks.
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                                    • Profile picture of the author Mike Hill
                                      Originally Posted by logocheckout View Post

                                      I do not get traffic right now that is why I am asking. Thanks.


                                      If you need help just ask... I live close to Toronto (Kitchener) so if you need help I can see what my schedule is like and talk with you for a while to get you past your hurdles... No charge of course!

                                      PM me and let me know if you're interested...

                                      Mike Hill
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                                      • Profile picture of the author logocheckout
                                        Originally Posted by Mike Hill View Post

                                        If you need help just ask... I live close to Toronto (Kitchener) so if you need help I can see what my schedule is like and talk with you for a while to get you past your hurdles... No charge of course!

                                        PM me and let me know if you're interested...

                                        Mike Hill
                                        Thanks I will.
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                      • Profile picture of the author logocheckout
                        Originally Posted by Steven Wagenheim View Post

                        Based on your last 2 posts, I detect somebody who is bitter and jaded
                        towards this industry. Well, that is certainly your right to be. I'm never going
                        to tell somebody how to feel about Internet marketing.

                        However, if you want to have any kind of success in this field (which I
                        assume you do since you are here) then you might want to take what good
                        you can out of my post and use it.

                        Or not...It's your choice.
                        I do not trust paypal. I do not trust these long guarantees because people relax and end up with useless products. Getting refunds are not that easy.
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                        • Profile picture of the author Michael Ellis
                          Originally Posted by logocheckout View Post

                          I do not trust paypal. I do not trust these long guarantees because people relax and end up with useless products. Getting refunds are not that easy.
                          Not that easy with CB??? Very untrue. Getting refunds couldn't be any easier with CB. It's so easy, some people take advantage of it and abuse it.
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                          • Profile picture of the author logocheckout
                            Why is paypal better than CB? I understand CB has an easy refund policy. What is CB's refund policy? What is paypal's refund policy?
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                            • Originally Posted by logocheckout View Post

                              Why is paypal better than CB? I understand CB has an easy refund policy. What is CB's refund policy? What is paypal's refund policy?
                              CB's refund policy = Give everybody their money back instantly and without question, irrelevent of whether they are a bunch of scamming blood suckers.

                              Paypal works on a dispute basis generally speaking, you will be notified and given a chance to put your case across.
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                            • Profile picture of the author Mike Hill
                              Originally Posted by logocheckout View Post

                              Why is paypal better than CB? I understand CB has an easy refund policy. What is CB's refund policy? What is paypal's refund policy?
                              [EDIT] Changed my mind...
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                        • Profile picture of the author Zach Booker
                          True guarantees are hard to get sometimes, that's why you have to trust who you buy from.
                          But look at it this way.
                          Would you rather have a guarantee or a promise of one or not have one at all?

                          Conclusion is you should trust who you buy from...if you trust the seller than you won't have a problem getting a refund or you know the product will be great...right?
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                          • Profile picture of the author DavidPreston
                            As I said in my prior post, I agree with Steven.

                            The few refunds I've ever had were always from
                            the people who bought the product, and then
                            realized that would actually have to DO something. :confused:

                            I try very hard to explain exactly what they're
                            buying on the salespage.

                            I find that it helps them and in turn it helps me.

                            It's okay to use strong sales copy but keep it
                            real and your refunds will diminish.

                            You may not get as many sales but you'll make
                            up for it the long run from your list of buyers.

                            David
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                          • Profile picture of the author logocheckout
                            Originally Posted by Zach Booker View Post

                            True guarantees are hard to get sometimes, that's why you have to trust who you buy from.
                            But look at it this way.
                            Would you rather have a guarantee or a promise of one or not have one at all?

                            Conclusion is you should trust who you buy from...if you trust the seller than you won't have a problem getting a refund or you know the product will be great...right?
                            You are 100% correct, but via the Internet, it is really hard to know the sellers sometimes especially when you are new to the games.
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  • Profile picture of the author logocheckout
    Originally Posted by Steven Wagenheim View Post


    The second step is showing proof. It doesn't matter what it is you're
    selling. If it's an acne cure, show before and after photos of your face. If
    it's a way to make money, show videos of your PayPal and Clickbank
    accounts. If it's how to write copy, show samples of your sales letters
    that are raking in the big bucks.
    I do not trust those clickbank and paypal screenshots. Major distrust for me. I always think that it is stand procedure that they all do and copy from one another. They are usually a year old anyways and is not current. It should be a screenshot that is up to date every time that you are reading the sales. It should be live.
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    • Originally Posted by logocheckout View Post

      I do not trust those clickbank and paypal screenshots. Major distrust for me. I always think that it is stand procedure that they all do and copy from one another. They are usually a year old anyways and is not current. It should be a screenshot that is up to date every time that you are reading the sales. It should be live.
      Just for the record, while it is easy to fake a Clickbank payment screen in a video or similar, believe it or not if you use Clickbank screen shots on your pitch page, Clickbank will verify them before approving your site. I posed this exact question to somebody using them in a big product launch they did and I then confirmed it with CB and it's absolutely true.

      Of course I'll bet anything they don't go back and check in a months time to see if you changed them for different screen shots but they really do check the CB screen shots you use match your account earnings.
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