Today being skeptical is not only a growing trend - its a survival technique, especially if you buy over the Internet. If youre a part of the glut of online marketers, a growing number of our market will be skeptical prospects. The ones prepared most for this fact will be the ones who survive into the future. If you can master the art of selling to skeptical people you will instantly separate yourself from your competition. Research has long confirmed that skeptical people can be the hardest to sell, but once youve sold them they can be your most loyal customers. Theyll be the hardest for your competitors to steal away, the best at giving you referrals, and best of all - spend the most money with you. You must admit, thats an attractive picture of an ideal customer. To turn a skeptic to a loyal customer follow these 7 tips... 1. Ask To Find that Special Need. Ask skeptics what they want, what they need, what they dislike about the product or service you sell. Chances are most of your competitors have not done this lately or at all. This alone could put you miles ahead of your competition. If you take the time to ask, a special need will jump out at you. A need your skeptical prospect has that knowonelse has filled yet, usually because know one asked. 2. Tell Them Why. One of the main questions skeptical people have is why. Why is the price so high? Why is the price so low? Why is it on sale? Why should I buy from you and not your competition? Why is it free? What's the catch? Its to your advantage to answer the why questions before they ask. Doing this will allow them to concentrate more on your message, your benefits and your call for action. If you fail in answering their why questions No Sale. 3. Show Them What They Could Lose. Skeptical people will put far more effort and fight harder to keep from losing something than they will to gain something. People hate to lose money, time, convenience, peace of mind, safety and security. Whatever product or service you sell, make sure to mention as many of these points as you can to your skeptical prospect. 4. Offer To Do Something Others Dont Like To Do. This is one of the quickest and most convincing ways to sell a skeptical person. Youll instantly separate yourself from your competition. A billionaire once shared this secret with me and I've never seen it fail. Try offering to do something your competitors dont, wont or cant do. The trick here is to find out what your competitors dont like to do and do it. 5. Make it Easy For Skeptics To Believe You. Make it easy for skeptics to believe you. Skeptics are notorious for not working too hard to believe ideas they doubt. Youll only have a few minutes - or seconds to convince them to listen to you, so make it easy. Anticipate objections, put yourself in their shoes. Any online marketer worth their salt should know theyre target markets needs, wants and problems. Offer proof of your claims and promises. Dont just tell them, show them. 6. Give Them More Than They Expect. Because most people do just enough to get by. The habit of giving more than expected to a customer, especially a skeptic, will cause you to stand out. Giving more than expected will help make you more believable to skeptical people. Skeptics expect over promises, disappointments and exaggerations . Anything you can do to neutralize this will be to your advantage. 7. Avoid Over promising. In a competitive climate its a juicy temptation to over promise what you can deliver to your customer. Skeptics expect this, they expect you to promise the moon and deliver little. In fact, experiencing this made them skeptics. The secret is to do the opposite. Under promise and over deliver. Skeptics love a surprise like this, and often return to receive more. Take the time to follow the 7 tips discussed here. Youll soon find your sales to skeptical people growing and your profits as well. |
