eBusiness Help
Reach Millions of Job Seekers
Post a job now and save $50.
Real-time monitoring with Co-Browse for your website
Proactively interact with website visitors

WebProWorld Marketing Forum

GOOGLE TO Launch Ad Campaign?
January 4, 2005 -- As rumors persist that Google is seeking an ad agency for a traditional marketing campaign, it appears that hot creative shop Crispin Porter + Bogusky may have the inside track.
Click to

With Readership Growth, Blogs Continue Marketability
Since blog readership continues to climb, blogs are steadily solidifying their position as viable advertising real estate. Not only are traditional web advertising methods effective...
Click to

MicroStartups, For Publishers Blogger Makes Them Easy
I've been rattling this thought around my head for the past few months but just decided to make it publicly accessible.
Click to

Recent Articles

How Win/Loss Analysis Can Improve Your Sales Performance
Win/loss analysis, the process of differentiating why one sales effort wins and others fall short of the mark, has long been a basic tool in the competitive intelligence toolbox. Most companies conducting win/loss analysis make some changes in the way they go to market based on findings.

7 Ways to Stop "Selling" & Start Building Relationships
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

Advanced Landing Page Strategy
What you are about to read is the strategy for an advanced landing page concept called the Baxter Grabber. You will read what elements comprise the landing page as well as the one element that allows the Baxter Grabber to excel above and beyond any other landing page concept in existence today.

How A Change in Perspective Can Help You Make More Holiday Season Sales: Pt. One
Some sites are perfect for the Christmas season - their products fit easily into the idea of gift-giving. But what if the products and services you offer are for small business owners?

Do Not Make These Top 10 Selling Mistakes!
Achievement of selling "excellence" is most often earned rather than learned. Outstanding professionals continuously seek to hone their skills from mistakes made and lessons learned in pursuit of success.


3 Buying Obstacles You Must Overcome

By Bob Leduc

Do you know how may sales you lose from customers who almost buy from you? Losing "almost customers" is a major source of lost income for most businesses. But few are aware of the problem and even fewer employ a strategy to prevent this unnecessary loss of income.

Here are the 3 major buying obstacles that cause paying customers to become "almost customers" ...and how you can easily overcome each obstacle.

1. Procrastination

Many prospective customers procrastinate after they decide to buy from you. The benefit they gain from using your product or service fades in their memory as time passes. Other things distract them and they soon forget about you.

Procrastination converted your paying customer into another "almost customer" ...causing you to lose the sale. You can avoid losing these sales by rewarding customers for taking immediate action ...and penalizing them if they do not.

For example, create the best irresistible offer you can afford. Include a specific expiration date. Give your prospects the option of accepting your offer now or forfeiting it. This will motivate many procrastinators to buy now so they don't miss your special offer.

2. Low Priority

Some prospective customers don't buy from you because they place a higher priority on spending their money for something else. You can save many of these "almost customers" by motivating them to make your product or service their first priority.

One way to boost the priority level of your product or service in your prospective customer's mind is to dramatize the good feeling they will enjoy when they use it. For example, a financial planner can describe what it feels like to enjoy an affluent lifestyle without debt.

The irresistible offer I described above for overcoming procrastination also helps overcome the "low priority" obstacle. It motivates many "almost customers" to move your product or service ahead of other purchases so they can take advantage of your special offer before it expires.

3. Distrust

Many prospects are "almost customers" because they are skeptical of your promises. They bought things in the past that did not produce the promised results. They don't want to risk repeating that experience. Some ways you can overcome the obstacle of distrust include:

* Eliminate the risk of loss. Guarantee an unconditional refund if your customer does not get the results he or she expects.

Reach Millions of Job Seekers
Post a job now and save $50.

* Prove your record of delivering what you promise. Publicize testimonials from satisfied customers as evidence you lived up to your promises in the past.

* Provide a way for customers to reach you in person or by phone if they have a problem. Prospective customers feel secure and are more likely to buy when they know they can talk with a real person.

Tip: Direct access to a real person is especially effective for overcoming distrust when marketing on the Internet where entire transactions can occur without any personal contact. Many online sales are lost to distrust because a web site does not provide the name of any real person or a phone number to reach a real person at the business.

You probably lose more income than you realize from customers who almost buy from you. The 3 major buying obstacles of procrastination, low priority and distrust cause you to lose these sales. Apply the tactics revealed in this article to overcome these 3 obstacles ...and convert your "almost customers" into profitable paying customers.

About the Author:
Bob Leduc spent 20 years helping businesses like yours find new customers and increase sales. He just released a New Edition of his manual, How To Build Your Small Business Fast With Simple Postcards and several other publications to help small businesses grow and prosper. Find out about his highly effective low-cost marketing methods at: http://BobLeduc.com or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV

About SalesNewz
SalesNewz is a collection of articles, commentary and news designed to provide our subscribers with the tools and information needed to develop and maintain good sales practices. Business success starts with sales.

SalesNewz is brought to you by:


-- SalesNewz is an iEntry, Inc. publication --
iEntry, Inc. 880 Corporate Drive, Lexington, KY 40503
2005 iEntry, Inc. All Rights Reserved | Privacy Policy | Legal | Contact

archives | advertising info | news headlines | free newsletters | comments/feedback | submit article
SalesNewz Home PageAboutArticle ArchiveNewsDownloadsWebProWorld ForumsJaydeiEntryAdvertiseContactSalesNewzNewsArchivesAbout UsFeedback WebProWorld Forum Business Success Starts With Sales