How To Make The Sale AND Get The Girl!
Dear Friend,
It pays to NOT be selfish -- really, it does.
Here, let me give you a very basic example of this.
You know, I’m a very lucky guy. I’m even more in love with my wife today than I was when I first fell in love with her, 13 + years ago.
We've shared a lot of experiences together and we're best friends -- what more can a man ask for?
And believe me, a pain-in-the neck average looking Joe like me, couldn’t have landed a gorgeous... incredible... sharp gal like my wife... if I was a selfish lout!
No doubt!
My wife's attracted to me because I'm a genuine person who's truly interested in her. I want to make her life better -- simply "because". In other words...
She TRUSTS me.
And see, the one thing... above all other things your prospect wants from you, before they give you their money... is trust.
That’s not unreasonable, is it?
After all, that’s what you want in every relationship, right?
And what’s the very best way to let someone know -- even a complete stranger like a new prospect -- that you’re “one of the good guys,” and you’re NOT looking to rob them blind?
Easy, try...
Giving Them Something First!
That’s why the “2-Step” lead-generation selling process works so well.
At my upcoming Information Marketing Expo, in London -- http://www.kingofcopy.com/informationmarketingexpo -- we'll be spending quite a lot of time on this subject, but basically, you use the 2-Step selling process NOT to sell directly, but to generate leads.
What you do is offer your prospects FREE (or very low-priced) information so you can capture their name and personal information.
By responding to your ad, these prospects are qualified, “valid” leads -- meaning, someone who’s interested enough in what you’re selling, they’re willing to take the time out of their very busy lives, and give you their personal information in the first place.
See, by "giving" something away first -- as opposed to chasing someone down trying to sell them something -- , not only are you making it very easy for your prospects to approach you, but you’re giving them a way to see “who you really are”, by expressing yourself in words, and by the quality of the information you’re telling them in your give-away.
Plus, you’re “attracting” prospects instead of “pursuing” them. And if you’ve ever tried to sell anything at all, you already know, it’s a lot more fun to be in the “attracting” business, then it is to be in the “pursuing” business.
And what kinds of information do your prospects want to know?
Well, if you don’t already know this yourself, the easiest way to find out, is by asking them. You can do this by sending them a letter... calling them... or if you’re online, you can even run a survey.
Me personally, I find I get the most information from talking on the phone, or in person face-to-face. I like that best -- but what do I know?
Anyway, mostly your prospects are going to want behind-the-scenes “inside secrets” about what you do.
They want to be educated about their buying decision, so they can feel SAFER when they eventually DO make a purchase, and they want to know how to make their buying process easier.
Here’s a few examples to show you what I mean:
- If you’re an electronics distributor, give away: “17 Ways Any Electronics Retailer Can Save Over 55% On Their Wholesale Orders... Eliminate Obsolete Inventory... And Avoid Customer Returns!”
- If you’re a roofer, hand these out: “5 Ways To Avoid Getting Ripped Off By Your Local Roofer: What To Look For... And Even More Important... What To Look Out For!”
- And if you’re a financial planner, drop this booklet on your prospects:: “FREE Report Reveals How To Completely Avoid Stock Market Losses... While Consistently Participating In All The Stock Market Gains!”
Lead generation is ALWAYS great to use, but it's especially important, and you MUST use it, if you find yourself selling in any one of 3 VERY specific situations, and I will be going over each one of them in great detail at the Information Marketing Expo in London, on October 1st and 2nd -- http://www.kingofcopy.com/informationmarketingexpo
You see, not only does “giving before you get” position you as an expert, and establish your credibility with your prospects -- and therefore your trust as well -- it also dramatically differentiates you from your competition.
And in my case, whaddya know -- it even got me the girl.
See, when it comes right down to it, selling really isn’t that difficult if... you just put things into perspective and if you just keep in mind, a few... basic... rules.
Now go sell something,
Craig Garber
Any comments?
Send them to me by scooting over to the contact form on my "Here's How To Contact Craig" page, and maybe I'll publish them -- I appreciate your feedback!
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| “Craig Garber is America's top direct-response copywriter. Join the ranks of Garber's swelling list of global VIP's who subscribe to his unconventional weekly marketing moments, and discover how to dramatically boost your sales and improve the response to your sales copy, on his website at http://www.kingofcopy.com. Copyright © Craig Garber. All rights reserved.” |