Small Business Marketing: Little-known tricks to getting even MORE orders

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One of the most important rules of selling is, ‘perception is reality.’

And truth be told, that’s pretty much the cardinal rule of any relationship.  If your wife thinks you don’t pay attention to her, then you’re not paying attention to her.  Doesn’t matter what you think, it matters how she feels.

Right?

Of course.  And it’s the same thing in sales.  If your customer thinks you’re offering them a great deal, then it’s a great deal.

But people often forget this.  They focus on what they’re giving, instead of what your customer is receiving.  And while you may think these two things are one in the same, they’re not.

See, one has to do with looking at the equation from your side of the table (what you’re giving).  And the other (what your customer or client is getting)… has to do with how they’re looking at things – how they perceive what’s going on.

And which side of the coin do you think people base their buying decisions on?

You got it, they base them on what they’re getting, not what you’re giving.

Do you think, when people buy iPhones, they sit and consider the hundreds of thousands of man hours and technological envelope-pushing, that went into putting the thing together?

No way.  They think about how it looks, feels and works.  How it’s going to feel using it, and what it’s going to be like for them, when they’re hanging out with their friends.  THEIR perception of things, like I said before.

One way of creating a different perception of things is to structure your offer as a bargain.  In other words, instead of focusing on all the things you’re giving or including in your services, focus on the savings or the discount off normal pricing.

Show the savings, talk about the free bonuses you’re throwing in, compare what they’re getting to what it’s really worth.

Focus on your buyers perception of things and you’ll have a much more compelling offer to promote, and… much more loot to count.

Now go sell something, Craig Garber

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About the Author

Craig GarberAuthor of "How To Make Maximum Money With Minimum Customers, " and publisher of Seductive Selling - an offline marketing newsletter currently read in 15 countries, world-wide. In a nutshell, I do two things: 1. I show you how to attract a reliable, steady stream of pre-qualified leads who are ready to do business with you NOW... 2. And I increase your net profits and cash-flow, by increasing your customer, client, or patient value -- often, dramatically. How do I do this? By developing, and helping you implement, unique, personalized lead generation and marketing strategies... using compelling sales messages that push your customers emotional buy-buttons. I've worked with over 300 clients in more than 101 different industries, since March of 2000, and I really enjoy what I do. I'm a stable, reliable, happily married family guy with three kids who loves life and always follows through on my commitments and promises. I love to listen to music, workout, read, travel with my family, take pictures, and go bass fishing. I always say "Yes," when it comes to good cigars, good books, and good coffee :-)

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