Whenever you ask for a sale, run an ad, or have a salesperson make a proposition to a customer or prospect, always tell the customer or prospect the reason why.

If you have a product or service that you can offer at a lower price than your competitor, tell the customer/prospect the reason why.  It could be because you have lower overhead or you purchase in volume.

If your price is high, tell your customer or prospect why.  You could have a far superior product than the competition. Your product could be made with better materials, or your product could last or perform ten times longer than your competitors.

It could also be three times as durable or with three times the personal stitching of similar products.

If the price of your package gives an especially appealing value, tell them why you are making the offer to them.  It could be because they are ordering from you for the first time and you want to reward them for becoming your customer, or because it’s an exclusive offer to first-time customers.

Whenever any business owner needs quick profit, I tell them to say something like: “I’m overstocked with goods and I need to get my capital out of slower moving inventory, so I’m able and willing to sell you this product this one time only at an actual loss—far less, in fact, than what any other company could or would offer this product or service for.”

Always tell the “Reason Why”.  Why should they patronize you instead of your competitors?  Tell me what you are doing, will do, or will avoid doing that makes favoring your business better for me than dealing with your competition.

Tell the customer/prospect all the reasons why.  I’ve just listed a few, but if you keep your mind on it, you can come up with many, many more.

The more factual, believable, credible and plausible the reasons you give your customers/prospects for dealing with your business, the more compelled they will be to favor you with their business.

Let me know what you think.

Technorati Tags: acquire customers, grow revenues, grow sales

Here’s an interesting question:

“I’m a personal lines insurance agent, and I would like to be able to have a 95% closing ratio, high retention, and a great system for getting my clients to give me referrals.”

All I can say is WOW.  When I was in the insurance business, I created ways to prospect that were not normally done within the industry.  Of course, back then, we also did not have compliance departments breathing down our necks, as most of the insurance agents have today.

Any of my readers can massage the suggestions I’m going to give here to fit their own industry or business.

The first thing I did was to create a prospect list.  I started with 100, and then increased it to 1000 individuals whom I wanted as clients.

Then I accumulated articles and any other free information I could locate, and kept in touch with them over a period of at least one year.  My thoughts were that if after one year, they still didn’t want to do business with me, then color me gone and out of their life.

By doing this, I developed a relationship with them.  Of course I also created unique letters to send them with various forms of GRABBERS.

For instance, I created a letter like the following where I sent a shoe with the letter.

Jeff…Now You Can Increase Your
Net Worth By $1,000,000.   Effortlessly!
            (Include one Right shoe with your Letter)

Dear Jeff,

As you can see, I’ve sent you a “right” shoe with this letter.

I did it for two reasons:

First, because what I have to share with you is so important, I needed some way to make sure this letter got your attention.

Second, because I want us to start off on the right foot, I thought sending you the shoe was a good way for me to get my foot in your door.

Anyway, here is what this is all about…

(Continue with the rest of your offer)

Think of ways to adapt this letter to the product or service you are selling.

Another thing you can use is to offer my book, “10 Marketing Mistakes That Steal Your Cash” to your prospect and clients. Go to www.kenvarga.com/report.php and take advantage of the free book offer.  It’s free and will bond you with your customer.

In prior blog posts, I gave you suggestions to the last two items of your question…high retention and a referral system.  Refer back especially to the last post on “How To Create Lifelong Customers”, and to the post on April 26, 2008, “Growing Through Referrals”.

Technorati Tags: Closing Ratio, Getting Referrals, growing referrals, Referrals, retention, retention rate