YOUR OFFER: 6 Ways To Turn A “No” Into A “Yes”.

The famous direct marketing copywriter, Claude Hopkins, once wrote: “The right offer should be so attractive that only a lunatic would say 'No'."

Selling is simply offering the right product to the right people at the right time in the right way. You aren't forcing your customer to say yes, you're taking away his reasons to say no."

Great selling does not have to be brilliant creative. It's not trickery. It's not even brute force. In fact, your customer - if you chose him right - wants to buy. The question at stake is whether or not he wants to buy from you.

**If your prospect says, "It's not for me..."

This might just mean you have a chance to target your message more carefully. Selling to the wrong audience wastes money. So does selling to the right audience with the wrong message.

Opportunity:

Show the reader testimonials from people like him. Or paint a picture of the person the prospect wants to be and show the idealized person using your product. Also, make sure your targeting a specific audience. Over-wide appeals fall flat.

** If your prospect says, "I don't have time to read your offer..."

The reader is really saying that he's bored. And he doesn't see enough immediate benefit to go on reading. But the truth is, we make time for interesting things. "War and Peace" has held many a reader.

Opportunity:

Find the hook. Open strong with a benefit or jump right into telling a story. When the going gets interesting, people hang on to find out how things end. Quizzes, checklists, and fresh news keep readers involved too.

** If your prospect says, "It's more than I'd like to spend..."

Remember, it's never about price. It's about value. When a reader says your prices are too high, he's really telling you that the value of your product sounds too low. It doesn't have enough benefit to get him to pay the asking price.

Opportunity:

Find services like yours that cost more and build a comparison. Sweeten the deal with better premiums. Put a value on the results of service and compare them more closely to the cost.

** If your prospect says, "I don't know who you are..."

He's really telling you he needs to trust you and wants to see your credentials. Testimonials and track record are obvious solutions. Here are some other ones...

Opportunity:

Try answering questions like these: Where do you do business and why? Who are your clients, especially your famous ones? Where did you get your training, learn your trade, and hone your craft? Give some success stories. Have you won awards or seals of
approval?

** If your prospect says, "I've heard all this before..."

He's telling you to fix your Unique Selling Proposition (U.S.P.). How do you stand out in a crowd? You need proof.

Opportunity:

Check out your competition. Compare offers and make yours stronger. Offer a stronger guarantee. Look for ways your service out paces, out builds, out races your
competitor's product or service. Here's something novel: Coin a new name for an industry-standard strategy. Everybody brewer says "cold-brewed" beer. But the first company to sell "Ice" brewed made a fortune.

** If your prospect says, "I'd rather take some time to think about it..."

Your prospect is not feeling the urgency of your offer.

Opportunity:

Small issue - layout. Bold colors like red and dark blue and bright yellow are more urgent than brown and orange and pastels. A much bigger issue - the wording
of your offer and close. Is there a deadline? Make one. Is the product scarce? Tell them. Is there a reward for early orders?

There are 6 ways to help you turn a “No” into a “Yes”.