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May 21st, 2013 |

Why You Lose Sales Behind Closed Doors

Two cracks to fill so your website doesn’t leak any more potential sales

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Picture this…

Picture your ideal prospect…

…Slouching forward on the edge of their black swivel chair.

…carefully sipping their freshly brewed coffee… and checking out YOUR website.

They hover the cursor over your order button, ready to buy.

But something stops them.

A thought…

“It’s probably best I check with the “better-half” before I buy this”

They click off your page with full “intention” to go back and take action tomorrow morning.

Now comes the “Pillow-Talk”

One partner tries their best to convince the other partner why they should make the purchase and do business with you…

The other partner (with zero information about you or your business) throws up the usual objections.

–       That money can be used better elsewhere

–       We should pay more off the credit card first

–       Let’s look at buying it next month, not now

–       The last thing you bought like that was a waste of money

–       And so on…

So what happens?

Pillow talk cost you (another) sale. Gone.

Now let’s see how you could’ve saved it.

Look, there are potentially 101 possible reasons why the sale slipped through your fingers, but here are two BIG takeaways…

1.    Use an emotional story to turn your prospect into a mini-salesperson

Fact: People struggle to remember all the features and benefits of what you’re selling… But they remember a good story.

People enjoy re-telling a story.

You see, statements can be challenged – but stories are believed.

If you armed your prospect with an interesting and memorable story… and one that injects emotion… then you’ve just turned them into a powerful persuader of your cause.

Don’t have a story to tell? Come on… dig deeper… You could weave in a story about your product, a process of what you do, your own story, a customers story. Whatever the case, it’s worth exploring.

To go deeper on this (and how it can work for your business), check out this free content webinar replay right now

2.    Okay, second reason is (and like I said, there are boatloads more) you should add urgency to buy now.

Listen, you could’ve done everything right…

–       Powerful headline

–       Emotive conversational copy

–       Rich with benefits

–       Overcome objections

–       Heavy on proof and trust

–       Take away risk guarantee

In your eyes… your offer might’ve been brimming with compelling reasons to take action… but if there was no urgency to buy right at that time, then you’ve just reduced your chance of getting the sale.

With no urgency… You created “space”.

“Space” for your prospect to think.

Dangerous.

Typically, us humanoids will automatically fill up space with negative.

Don’t bother arguing with me on this… I’m holding the mic… so play along.

If you allow a void, they’ll go gathering. Gathering information to help them decide which way to go.

Friend, from that moment on – it’s out of your control – your influencing power has been stripped from you…

Powerless – you have become.

… And as every passing moment dissolves, your chances diminish.

So how can you fix this?

Can you put a time limit on your offer? Or maybe a special-bonus for the first 15 people to respond, or whatever, you get the idea…

Point is… like it or not… adding scarcity or urgency to your offer pulls on a primal-instinct chord of human behaviour… So use it when you can…

That way… if the situation were to crop us again… then the “Pillow-Talk” would go a lot differently…

They would be telling their partner why they bought… and not asking for permission.

Think big. Be different.

Bret Thomson

P.S. That’s only me scrapping the foam off the top of this thirst-quenching content webinar… For more usable insights to attract more leads, clients, customers and sales…

   Go ahead and check out the webinar replay now while I’ve still got it up

And let know your thoughts below – or even better – share it to your friends 🙂

 

 

 

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