EnTrends

An obvious way to increase sales is to
attract more prospects to your business. But
it's easier and less expensive to increase
sales by converting more of the prospects
you're already getting into customers.

Here are 2 proven tactics you can use to
convert a higher percentage of your
prospects into customers. Both are simple
procedures any business can implement
quickly for little or no cost.

1. DRAMATICALLY IMPROVE YOUR
OFFER

Most prospects who take the time to
consider your product or service would like
to buy from you. But they decided other
things they want are either more important or
more urgent.

One way to capture many of thhese sales is
to dramatically improve your offer. Create a
"good deal" that's so enticing it becomes
their first choice.

You don't have to reduce your price to
improve your offer. Instead, simply load your
offer with bonuses. Whatever you offer as a
bonus must have a high perceived value to
your customers -- even if it costs you little or
nothing. Loading your offer with bonuses is
an effective motivator even when you
increase the price of your offer to cover the
additional cost.

IMPORTANT: Always include an expiration
date for your special offer. Give prospects
the choice to either accept your offer within

a short time or forfeit it. This will
motivate many prospects to delay some
other purchase so they can buy your
product or service now.

TIP: To create an absolutely irresistible
offer -- include a special discount price
AND a set of valuable bonuses in your
offer.

2. DEVELOP A FOLLOW UP SYSTEM

Most prospects won't buy the first time
they hear about your product or service.
You can increase your total sales by 50
percent or more if you periodically
follow up with them.

Your follow up procedure can be as
simple as contacting previous prospects
every month or two with a new offer. Or
it can be more elaborate such as
publishing a weekly newsletter with
information and articles related to your
product or service.

PROBLEM FOR INTERNET
MARKETERS:

Many visitors to your web site want
what you offer -- but they're not ready to
buy right now. You can't follow up with
them if they click away from your site
before you find out who they are and
how to contact them.

THE SOLUTION:

Post a free offer on your site for

something valuable to prospects in your
targeted market. Deliver it ONLY by email.
This enables you to capture the email
address of each visitor who requests it.
For example, offer a free subscription to
your email newsletter if you publish one.
Otherwise, offer a special report, a source
list or other valuable information they
cannot get anywhere else.

TIP: Try to get each prospect's first name
too. Use it to personalize your follow up
messages. People can't resist reading
something that's personally addressed to
them.

You'll never be able to convert every
prospect into a customer. But you can
convert more of them than you do now

by implementing these 2 procedures.
And... these additional sales will be very
profitable because you don't have to
spend more money on advertising to get
them.

Bob Leduc retired from a 30 year career of
recruiting sales personnel and developing
sales leads. He is now a Sales Consultant.
Bob recently wrote a manual for small
business owners titled "How to Build
Your Small Business Fast With Simple
Postcards" and several other publications
to help small businesses grow and
prosper. For more information
mailto:BobLeduc@aol.com?subject=Postc
ards Phone: (702) 658-1707 (After 10 AM
Pacific time) Or write: Bob Leduc, PO Box
33628, Las Vegas, NV 89133