31: 3 Hot Tips For Building Trust And Increasing Sales!
How many times has
it happened to you? You walk through the doors of a place of
busineess and here he comes - perfectly groomed with a smile planted
across his face in greeting. Within two minutes he has talked
non-stop and promised you everything, including the stars if you
purchase his project. You lift and eyebrow, and think to yourself...
Yeah, right!
The distrust between
consumer and salesman is a longstanding feeling. After all, you know
they are wanting to make a buck off your purchase. Sure, you don't
mind them making a few dollars... everybody has to make a living...
but heck, it would be nice if they were at least a little concerned
about what your needs are too!
Let's face it...
customers aren't likely to buy from you unless they feel confident
that you will deliver. There are a few easy steps that you can take
to give them the confidence they need to take the plunge.
1. Let Previous
Customers Make The Claim
The proof is in the
pudding... No one can say that you deliver and make good on your
promises like a satisfied customer. It pays to use customer
testimonials. Now, we're not talking about blindly pasting
testimonials everywhere... a little business sense and organization
will be helpful in making the most of them.
Choose testimonials
that are exact and talk about specific aspects of your business.
Thank you so much for your hard work! is wonderful, but Thank you
for spending 2 hours with me yesterday. Your personal attention is
greatly appreciated. says a lot more. Yeah, the reader knows that
you are willing to take whatever time it takes to help them through
the purchasing process.
Be sure to get your
customer's permission to use their testimonial as part of your
advertising campaign. While you're at it, get as much personal
information about them as you can. Their occupation, city, etc.,
create a more realistic appeal to their testimony.
2. Be Specific
In Your Claims
Specific claims are
more believable than vague, generic brags. Order today! It's Fast,
Easy and Cheap! sounds much better when you say... Order Today! Take
2 Minutes to Fill Out Our 7 Step Order Form and Save 20% on Your
Purchase!
Specific numbers
don't always come out even. In fact, readers tend to believe numbers
that have decimals are more accurate than whole numbers... even if the
real number is exactly a whole number!
3. Be Realistic
Don't alienate
customers with claims that sound too good to be true. Yeah, we all
know the old saying that if it sounds too good to be true, it probably
is. Unrealistic claims steal your credibility and leave the customers
with a raised eyebrow.
Think of it this
way... what if you do understate the beneifits? When your customer
finds out the truth, he'll just be that much more satisfied!
Marketers suggest that you under promise and over deliver to create
the greatest customer satisfaction.
Customers who
believe in you aren't afraid to buy from you. That means higher sales
numbers and greater profit.
Who is Allyn
Cutts, and why should you care?
Allyn has spent over
24 years helping businesses like yours find new customers and increase
sales to current customers. Allyn is a marketing and sales fanatic,
providing measurable marketing solutions that drive huge results for
small-to mid-size business clients. Allyn works personally with
clients to design and deliver off-line and on-line direct marketing
strategies that focus on metrics and measurable results. You can learn
more about Allyn Cutts at
www.AllynCutts.com and you can call 610.437.4106 between 10 AM and
4 PM Eastern Time Tuesdays and Thursdays.
