Anal Retentives Will Love This One (Ouch!)
Today I’m going to reveal something that’s going to be able to increase your sales almost instantly, and the more organized and anal retentive you are, the more you’ll love this technique.
In fact, if you’re anal and have OCD, you might be working on this one for the next several weeks until you get it right (which is never if you’re anal and have OCD, right?)
Anyway, here’s the deal: I first got exposed to this many years ago when I was living in New York City, and before CD’s came out, I used to go to a record store in the West Village, just a few blocks away from the NYU campus, called Tower Records.
This was one of Tower’s flagship stores on West 4th street and Broadway. It was open almost all night long, and had a COLOSSAL record collection that was unmatched, and selling at really competitive prices.
(Sadly, Tower has recently gone into bankruptcy, a victim of the web and not-so-competitive pricing nowadays.)
Tower had a magazine you could get for free at their stores, called Pulse! And in the magazine (which you could also get a paid mail subscription to), they had a column called “DID”. “DID” stood for Desert Island Discs, and what the column consisted of, was people would send in lists of the 10 albums (and later CD’s) they would want with them if they were stranded on a desert island.
What would happen is, you’d go through some of these lists, and if you saw someone who liked the same music you did, but there were some records in the list you didn’t own or some groups you weren’t familiar with, you’d go out and buy some of those records on the list.
This was a good way of finding new music you would like, based on an affinity for certain music you already liked.
And therein lies your selling tip — the power of a list.
You see, most of your prospects either don’t know what to buy… or they want some guidance about what to buy. And most sales people are FAR too timid to take that responsibility to show it to them, but for those who aren’t afraid, using a list is a slam-dunk way of doing this.
For instance, let’s say you’re selling soccer uniforms and accessories, like Jeff Pettitt who’s in my Mastermind and Mentoring Group, and who recently acquired world-wide distribution rights to the largest soccer equipment company in the world, Umbro.
Jeff has several different packages for his customers, based on what each one would need. So perhaps in the starter package it would say something like:
Shoes — entry level
Trousers (they don’t call them “pants” over there in the U.K.)
Membership To Renegade Referee Magazine
And then he would have different, or more advanced items in the next level up, and so on and so on.
(Oh, and as a side note, the next Mastermind Meeting is taking place on April 26th and 27th — see http://www.kingofcopy.com/maverickmarketer for more info.)
See, lists are a GREAT way of firmly soft-selling your prospects, and a great way to let them know you care about them enough to give them guidance on the things they need to know about.
Also, similar to the list is the “Mother Of All Offers” or the “bundle” of products — which we can talk about some other time, but you get the gist of what I’m saying here, right?
Good, so hop to it and get busy making your lists bubba.
Only FOUR Days left to get your hands on this month’s OFFLINE Newsletter, which includes:
* Some VERY personal info about me — and about the brother I have few people know about! (on page 8)
* Secrets of selling a $23,225 Dollar bicycle… (page 3)
* Discover what people with money REALLY want to spend it on!…
* And much much more!
Test-drive it for free and get $1,391 Dollars worth of instant money-making bonuses at: http://www.kingofcopy.com/ssnl
Now go sell something, Craig Garber
P.S. Downloads of my radio show are now available on iTunes broadcasts, (enter Seductive Selling), and at http://www.kingofcopy.com/radio
P.P.S. Check out “22 Ways” at http://www.kingofcopy.com/22ways