Most of us find it difficult to make a decision. The reason for that is we’re never quite sure if we’ve got all the facts. So why not offer a free decision-making kit for your prospects? If you sell widgets your headline could be something like: ‘Buying a widget? It’s easy with our free kit’.
Make your kit sound as easy and trouble-free as possible: ‘Our decision-maker’s kit is a resource you will want to have when it’s important to you to make the right decisions about widgets. It explains simply and clearly the 5 key things you must know before you buy a widget’.
As you can imagine, this works whether you’re selling cars, computers, kitchenware, house paints, lounge suites, office furniture, or funeral plans!
The Decision-Maker’s Kit is simple to put together. Just write a series of questions related to your typical client’s needs, likes, dislikes, budget and so on. These questions are the ones that clients, customers or patients always ask you when they are contemplating buying your product or service. The information in your kit is based on the answers you give to their questions.
Don’t forget to put the names and contact details of people who ask for the kit in your database so you can give ongoing service and make carefully targeted offers. Make sure you follow up a couple of days after they will have received the kit… it invariably increases response.
Whether they buy or not initially always put them in the database. And then stay in touch with… as we say “Love them to death!” They will surely end up doing business with you!
The “how’s things?” call is one of those techniques every businessperson should use. It works beautifully for anybody who is serious about making their business successful. In fact, if you’re not using it you should be. Want to learn more? Buy Winston’s downloadable discussion on the “How’s Things?” call here. “Part of the Winno’s Wise Words series”.
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