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Boost Your Selling Power With Your Call-To-Action Phrases
Look at your marketing material. Now, is there something missing? If you are missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. You can't assume that your customers will know why they should act, how they should, or when they should act. Still unsure of what "call-to-action" is. Look at late night infomercials. Notice how they emphasize calling the toll-free number with your check and/or credit card number handy. How they say if you call now, you'll receive a free gift with your purchase, but only if you call within the next few minutes. There's a reason why most infomercials follow this formula it works of course. It'll also work for you, whether you are including it in your web copy or a print ad. A call-to-action can be as simple as saying "order today" or as elaborate detailing a seven-step process. A good call-to-action ties in with the goal of your copy. If you are goal is to sell, don't ask them to call you for more information, ask them to purchase your product today. Other essentials elements include: * Tell your customers when and how to contact you. Can they call? E-mail? Fax? * Explain why they should buy. More money? Easier life? Pride? * Instill a sense of immediacy. Since most customers will likely forget if they wait, the sooner you can get them to respond, the better. What'll happen if they purchase today? Will they get a free gift? Will they receive the product immediately? Will they save time and money? Another helpful hint, don't save your call-to-action phrase for last. Place them throughout your copy. Incorporate phrases like: Purchase our product today and. Pick up the phone and call and you'll learn.... Already have a decent call-to-action? Pump it up. Include every possible way customers can contact and buy from you. Give an example of how you'll make their life better and easier. This could be. Buy this power broom today and it will cut your cleaning time by 75%. Imagine what you can with an extra three hours each week. Want some more examples? Here are some courtesy of my mailbox. "Hurry! This "free sample invitation" & FREE GIFT offer won't last long. Just mail back the FREE-SAMPLE certificate today. So you don't miss it." "Classes begin throughout the year, so there's no better time to start than now. Call 1-xxx-xxx-xxxx today" "Do it today. Enroll online. Mail your Risk-Free Trial Certificate. Or call 1-xxx-xxx-xxxx now" See how easy they made it to respond. Get an unbeatable 0% APR FOR LIFE on transferred balances with the xxxxxxxx Platinum Card. It's easy just fill out the Application below and mail it today! So, what are you waiting for? Go plant those call-to-action phrases in your copy and watch your business grow... right now. About The Author Vanessa Selene Williams an independent writer who writes for businesses and corporations. Visit her online at http://vswilliams.com or email her at info@vswilliams.com to learn more.
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Coaching Sales Prospects Avoiding You? This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this as well. Every time I have talked to him, he has been very interested and seemingly aware of the problem in his company that our product can help solve. I sell print management and print tracking software and the prospect acknowledged that the cost of printing is an issue for his organization. Last time we talked, he indicated he needed to gather some information regarding his current operating cost (which we most likely would be able to cut) before coming in for a demo. But when I called back at the time we had agreed upon, I kept getting voicemail. I have not been able to get him on the phone and he doesn't respond to the voicemails I left either. What do you recommend I do?" When Sales Prospects Won't Take Your Calls Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. Maximize Sales and Minimize Returns with Learning Styles In the day-to-day operation of an online business we can sometimes lose sight of what we want to achieve as opposed to how we actually go about achieving it. For us to achieve our goals of financial independence and time freedom we need to have customers. Most peoples understanding of customer acquistion stops at this point. Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- Have You Prepared for Success in Sales? My wife and I watched the movie Ray a couple of weeks ago when it came out on DVD. In the movie Jaime Foxx plays the legendary singer Ray Charles. I was amazed at how Jaime had captured the essence of Ray Charles. Many times throughout the movie I wondered if it was Jaime Foxx or Ray Charles I was seeing on my TV. 7 Ways to Cut Loose from Old Sales Thinking Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. Why Sales People Are Creating Their Own Objections I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it. The Art of Backend Selling The art of backend selling Let Your Weaknesses Increase Your Sales Imagine...you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product -- everything right. And you hesitate but you do not know why. You just aren't "sure." And you respond, "I'll think about it." Then you talk with another salesperson that says the same things, uses the same languaging, and does everything else right, until towards the end. Then they get honest with you and tell you the weaknesses of the product. Then you buy. How to Maximize Sales by Minimizing Windshield Time During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended). 4 Reasons Why the Sale is Not Made When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got a better schedule," or they will blame whatever happens to come to mind that day. Never, do they take stock of their own selling techniques. How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat! Dear Friend, Acquired Expertise: Attitude and Confidence "I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested." The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the product well, and the sale completed. 3 Ways To Overcome Pricing Challenges How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any points. Qualifying vs closing The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you are a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you are trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy. However, you don't sell me a single piece of chocolate candy. WHY?You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".The answer is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well. Better Approach: I'm still the customer, you are still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be."Do you like chocolate candy?".My response "no, I never eat chocolate candy".Your response "you never eat chocolate candy, why?".My response "because I'm allergic to it". QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:"Do you eat any kind of candy?".My response "occasionally".Your response "when you say occasionally, how often is that?".My response "2 to 3 times per month".Your response "when you do eat candy, what type of candy do you eat?"My response "hard-type, mint candies".Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identified what's important to me, the customer, you have positioned yourself to sell me what I want - not what you have. Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. Six Simple Steps to Increase Sales and Decrease Stress Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you could not find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress: Success Secrets Of A Famous Vacuum Salesperson I have to admit, I have an 'addiction'. Sales As A Positive Experience No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"? Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen.
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