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How To Melt The Resistance Of Even The Most Stubborn, Skeptical Prospect!
Copyright © 2005, Dan Lok
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Question: Dan, how to deal with ultra skeptical offline or be
it Internet surfers in order to reassure them and get them to
happily open up their wallets?
I like that "happily open up their wallets"! Your customer should
be happy to open his/her wallet. When business is done right,
everybody wins and nobody loses. You're happy to make a sale and
your customer is happy to be getting a good value for the money.
Here're a "small" list of things you can do to remove skepticism.
* Use testimonials
* Show a photo of yourself
* Show a photo of your products
* Show a photo of your office
* State your complete address and contact information
* Use testimonials (Again!)
* Use flash audio buttons on your website
* Do an audio introduction
* Speak their language. (This goes back to understanding of your
target market.
* If you're selling to golfer, there are buzzwords and 'in-speak'
that is specific to their game. Use those in your sales letter.)
* Understand their hot buttons and push them hard. When you hit
them on the right spots, a lot of them will simply ignore the
skepticism.
* If you're selling moneymaking stuff, see if you can prove your
claims by showing bank statements, checks... etc.
* Write down every single possible objection your prospects might
have, and address, confront, and annihilate EACH one of the
objections in your sales letter. (Common objections include: I
don't need your stuff, I don't have money, I don't have to act
now, etc)
* Offer a money-back guarantee and HONOR it
* Use testimonials (This is not a joke, you can never have too
many testimonials)
* Tell a story in your sales letter. (People may mistrust a sales
pitch, but they never doubt a story.)
* Create a killer order form. When they should be pushing hard to
close, most copywriters weaken in the order form. You need to
sell as hard on your order form as throughout your sales letter.
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Writer's Resource Box:
Dan Lok is known as "The World's #1 Website Conversion Expert",
with a proven track record of selling over $25.7 million dollars
of merchandise and services. Dan has resuscitated copy that was
previously in "critical condition" and helped his clients to
double and triple their conversion rates… some as much as 417%!!!
More than 200 websites have been "Lok-ed" and loaded for Internet
action. Go to: http://www.WebsiteConversionExpert.com
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The article on this page is Copyright © 2005, Dan Lok
You are not required to show the creative commons license
notice when you reprint this work.
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Article Marketing Tips:
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- Stand out from the crowds. Educate your prospects and they will turn to you for more knowledge. When they turn to you for more, they will visit your website. It is up to your website copy to sell your products, NOT your article. Provide great information and at your website, address how the prospect will benefit from what you are offering. Using these things in conjuction will help your cash register to ring.
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