Sales lead generation: Why most sales never wind up working like you thought they would

First, I apologize for the mixup in yesterday’s e-mail.  I tried to correct the wacky characters that were in the original e-mail, but as you already know, it didn’t work.  So if you want to see the “Top 10 Superbowl Ads And Why They Work (Or Not)” posting, without all the extra characters, just check it out on my blog here.

Now let’s get busy with the present.  Lots of people have been trying to “move” inventory or other kinds of goods and services during this recession (which thankfully, seems to be on its way out, at least here in the U.S.), by offering a variety of discounts.

And while some of these promotions are no doubt successful, simply because of the sheer drop in prices, others… aren’t so successful.  And here’s why:

Remember that people are far more motivated to take action so they can avoid potential losses, rather than merely from the expectation of a gain.  It’s weird, but that’s just how it is.

For instance, think about how much you’ll go out of your way to avoid having the government take even $100 more in income tax money from you, versus how much you’ll go out of your way to make that same extra hundred.

If you’re like most people you’re willing to expend a lot more effort in the first scenario, right?

Like I said, it’s strange, but what’s important isn’t that this is strange or not.  What’s important is how you can take advantage of this quirk in our psychology, when it comes to you making a few bucks.

So for example, instead of emphasizing the sale and how much savings you are offering, one way to boost the response of your offers like this, is by emphasizing the limited nature of this deal.  And you do that by giving a reasonable and truthful explanation “why” this is so.

For example, “Between the recession and the fact that November and December are our slowest months, I can offer you this deal through the end of the year — but that’s it.  Come January 1st, these sale prices are null and void.  Your check will be sent back and the regular price of $300 will be back in place.”

Or, “We can keep these low prices in force only until our current supply of inventory is sold out.  Last time we offered this same exact deal, it took 21 days for stock to dwindle so figure you have at MOST, until March 3rd to take advantage of this offer, and that’s it.  Once our supplies are gone we simply have no “extra cushion” to work with.”

See, both of these examples create a sudden ‘surge’ in demand, simply because you’re letting your buyers know what they can’t have, instead of what they can have.  And for most of us, the grass is truly always greener… on the other side.

Now go sell something, Craig Garber

P.S.  Discover how to use this same strategy — leveraging human psychology by working with “scarcity,” in YOUR business in Chapter 10, “How To Become Number One In Your Industry” (and also on pages 318-319) inside “How To Make Maximum Money With Minimum Customers.”  Ships out today via US First Class Priority Mail, this 360-page manual comes with a LIFETIME guarantee!

Now yours: not one but TWO FREE issues of Seductive Selling, along with 18 free (REAL) gifts that get you more leads… increase your conversion rates… and give you literally dozens of easy to use, breakthrough new marketing strategies.  Watch them on this video, right NOW!

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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 104 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 :-)