People Need 3 Things Before They Buy

Sales funnel mastery

The 3 Things Needed

In order for people to make a purchase, three key factors come into play. Firstly, they must desire what you are offering.

Selling a Kama Sutra book to a nun clearly does not align with this principle. Secondly, they need to have the financial means to afford your product or service.

Even if someone has a strong desire for a luxury item like a Bentley, if they lack the necessary funds, the sale won’t happen.

Therefore, it’s crucial to present your offering in a way that is within their financial reach.

The third crucial element is building trust in your ability to deliver on your promises.

If a potential customer doubts your credibility, they are unlikely to proceed with the purchase, regardless of their desire and financial capability.

Overcoming skepticism is vital in securing a sale, as many opportunities are lost at this stage.

Therefore, it is essential to make your claims believable and trustworthy to instill confidence in your potential buyers.

To effectively combat skepticism, one must focus on establishing credibility and reliability in their offerings.

This ensures that even if a customer wants and can afford your product, they will only make the purchase if they believe in your ability to fulfill your promises.

This aspect plays a significant role in the success of sales and should be a priority in any selling strategy.

Enter the Guarantee

One of the most effective ways to boost sales by offering a strong guarantee.

Clients respond extremely well to guarantees, especially in industries where they are not commonly used.

I have seen firsthand the impact of a powerful guarantee when I worked in flooring sales.

The store I worked for had exceptional warranties, but we rarely highlighted them in our marketing.

For instance, our platinum brand carpet came with a 90-day, no-questions-asked guarantee where customers could replace the carpet for free if they were unsatisfied.

However, we missed out on many sales opportunities by not emphasizing this guarantee.

The key to a successful guarantee is tying it to specific results. Take, for example, the guarantee I offered for my product, the 4-Minute Squeeze Page.

It promised to double the customer’s money back if they were unable to create a high-converting squeeze page in under 4 minutes.

By linking the guarantee to a specific outcome, the offer becomes more compelling.

I made sure to prominently feature the guarantee in my sales pitch, making it a focal point of the product.

By following the principles I learned from marketing guru Gary Halbert, you can create guarantees that stand out and drive sales.

Look for inspiration from successful ads with strong guarantees tied to specific results.

Incorporate these elements into your own guarantees to overcome customer skepticism and increase conversion rates.

Additionally, consider using multiple formats such as videos to reinforce the guarantee and engage customers on a deeper level.

Enter the Testimonials

To combat skepticism, a powerful strategy is to gather testimonials to showcase the positive experiences of others.

Testimonials serve as proof of your credibility and can help alleviate doubts.

While I personally don’t rely heavily on testimonials for my existing audience, they are crucial for engaging a new or unfamiliar crowd.

If time is a constraint, it’s okay to launch without testimonials and collect them later. The key is gather as many authentic testimonials as possible to build trust.

In my own marketing efforts, I use various methods to make testimonials compelling and genuine.

For instance, I include screenshots of actual testimonials from forums or emails to demonstrate their authenticity.

By presenting testimonials in a visually appealing way and associating them with specific products, I make it easier for readers to skim through and grasp the positive feedback.

This approach not only enhances credibility but also caters to different reading preferences.

Overall, the effectiveness of testimonials lies in their ability to address skepticism and showcase the real impact of your products or services.

By curating testimonials thoughtfully and presenting them in a visually engaging manner, you can build trust and credibility with your audience.

The Google eMail Trick

When it comes to gathering testimonials for my time management product, I follow a simple yet effective strategy.

Instead of bombarding customers immediately after their purchase, I wait a few days and then reach out to them to inquire about their experience.

By asking specific questions like, “What results have you achieved with the Internet Time Management product?”

I prompt them to reflect on the benefits they have experienced.

This approach not only encourages customers to provide feedback but also often leads to spontaneous testimonials.

The influx of positive responses is so overwhelming that I have a designated folder in my email for testimonials.

Recently, a customer sent me a glowing testimonial praising the impact of the time management system.

In my follow-up email, I keep it straightforward by asking customers about their thoughts on the course and the results they have seen so far.

By requesting feedback in a clear and concise manner, I increase the likelihood of receiving valuable testimonials.

I also express gratitude for their input, emphasizing how it helps me improve my products based on customer needs and preferences.

Additionally, offering a small incentive such as a free report can further motivate customers to share their testimonials.

By creating a mutually beneficial exchange, I not only gather valuable feedback but also enhance customer satisfaction.

In conclusion, the key to overcoming skepticism and building trust lies in collecting authentic testimonials.

By implementing a well-structured feedback campaign and providing incentives, I consistently receive a wealth of positive testimonials that showcase the effectiveness of my products.

Anticipate and Prepare

Overcoming skepticism can be greatly aided by preempting it, a lesson I picked up from Eugene Schwartz.

He once used a headline that asked, “Whoever heard of 17,000 blooms from a single plant?”

This seemingly unbelievable claim of 17,000 roses blooming from one plant naturally triggers skepticism.

By acknowledging this skepticism upfront in the copy, you can build rapport with the reader.

For instance, in my sales letter, I often start by acknowledging the skepticism prevalent in the internet marketing niche.

In crafting effective copy, it’s essential to anticipate and address potential skepticism.

For example, in one of my products, I acknowledged the skepticism with a bold guarantee: “I know you’re skeptical, but let me shoulder that risk for you.”

By acknowledging and addressing the doubts of the audience, you can establish trust and credibility, making it easier for them to believe your claims.

In a similar vein, when promoting a product in the dog food niche, I made sure to anticipate the skepticism by offering a 100% money-back guarantee.

By acknowledging the uncertainty surrounding the purchase and offering a risk-free guarantee, I aimed to reassure potential customers and alleviate their doubts.

Anticipating skepticism and addressing it head-on can go a long way in building trust and convincing skeptical audiences.

The Smaller Commitment

To build trust and overcome skepticism, consider starting with a small commitment rather than immediately asking for a large sum of money.

By something of value at a lower point, you can show that you are trustworthy and deliver on your promises.

This approach can help pave the way for future larger commitments.

In my experience, I have found success in selling lower-priced products first and then guiding towards higher-priced offerings as they see the value I provide.

By demonstrating reliability and exceeding expectations with the initial purchase, customers are more likely to trust me with bigger investments down the line.

This gradual approach helps establish a strong foundation of trust.

One effective strategy is to provide free offerings or lead generation tools that showcase the quality of your work.

By offering a taste of what you can provide for free, you can entice customers to explore further paid options where they will receive even greater value.

This method is a powerful way to combat skepticism and build lasting relationships with your audience.

Share Personal Results

One effective way to build credibility is by sharing personal achievements.

I firmly believe in “proof before product,” meaning I only create products when I have concrete evidence to back them up.

Most of my products have stemmed from sharing my own results.

For instance, my Instant Expert product, which detailed my journey from living in a small apartment to purchasing a house, has resonated with many customers.

By showcasing my progress and skills development, interspersed testimonials, I was able to gain trust and overcome skepticism.

My path to success involved mastering various skills like article writing and ghostwriting, which eventually led me to create successful products and write compelling sales letters.

Demonstrating expertise in these areas quickly solidified my reputation in the industry.

Personal results play a crucial role in winning over skeptical customers, and if you lack your own achievements, consider featuring someone else’s success story or leveraging public domain content.

In competitive markets, sharing tangible results is key to establishing credibility and trust with your audience.

Use Modalities

To effectively combat skepticism, it’s crucial to utilize a variety of modalities such as written content, audio, video, charts, and pictures.

While charts may not be everyone’s preference due to their time-consuming nature, they can still be a valuable to your arsenal.

Written testimonials and guarantees are standard practice, but why not take it a step further obtaining testimonials through phone calls and recording them for video use?

By creating PowerPoint presentations based on these, you can enhance your credibility quickly and effectively.

Combining audio and video with written content can significantly boost engagement and trust.

For instance, having written testimonials transcribed and displayed alongside video testimonials can create a powerful impact on your audience.

When it comes to guarantees, recording them on video and accompanying them with written explanations can reinforce their credibility.

Additionally, showcasing testimonials in a visual format, such as with pictures, can make them easily recognizable and impactful.

Utilizing various modalities like pictures, charts, videos, audio, and written content can elevate your proof to a new level.

By integrating these elements strategically, you can effectively address skepticism and build trust with your audience.