How to speed sales

by Ken Silver

13 March 2001



Last week I made a unique offer to this list. If you remember, I offered a 3 day time-limited special for 3 month's extended payment.

Now this is a very good deal. I lose out on some instant money to help some buyers stretch their
post-Christmas cash flow (and we shoppers all know how this feels!)

But my offer got an irritated subscriber who was ticked off at me. He thought I was being too pushy.

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KEYNOTE:
Yes - I WAS too pushy! Now I'm going to tell you
why being a perfect gentleman (or lady) in sales
makes you friends, but few paying customers...
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Most of your prospects are lazy. Not deliberately. They just have a lot going on, and anything else that piles on top of them gets shoved to the back.

So your sales offer needs to have some urgency in the message to cut through their complacency.

Now, if you present pushy, time-limited offers as I did last week, you'll occasionally get annoyed comments. 

But what else happened? Five sales and five happy buyers.

Imagine what would happen if I structured my offer like this - and let me tell you, this is how 99% of sellers operate their marketing:

Dear Reader,
If you feel like looking at our offer, read about it below sometime.
We have scoured the earth and brought the best in portable field glasses straight to you. We have    been fortunate to procure an endless supply of these rare and valuable glasses, so you needn't worry about missing out. We have half a warehouse full, and more coming. They would make an ideal Christmas present at the end of this year, wouldn't they? Why don't you talk it over with your partner, then your accountant and lawyer, and get back to us later on?
Yours,
SlowPokey Business.

How would you react to that? Exactly as I would. You would click away from the offer, confident that when you came back several years later these field glasses would be here waiting for you.

But you'd forget all about them in a few hours.

Friends, SlowPokey Business has just lost most of its prospects, and probably all but a tiny few of its buyers - the person who buys ahead for Christmas - a rarity indeed.
 
No-one responds to a dead offer.

But when you liven your business up with an active, exciting and TIME-LIMITED offer, not only are you going to get more sales than you can shake a stick at, but also detractors.

Which do YOU want?

And have you put a time-limited offer in your ezine this week as I did?

POSTNOTE: I'm very grateful to my irritated friend who turned out to have an intelligent and reasonable approach to the whole business.

I was lucky.
 
Most people can't be bothered telling you what they think is wrong with your business. Instead they vote with their feet and leave you wondering why your business is failing.

Feedback is essential. Ask for it if you're not getting enough comment from your prospects and buyers.

From this complaint came the subject for this newsletter, and after a couple of emails we parted friends as well.

What a great result!

To your success!

Ken Silver
*Doing business online since 1996*

Copyright © 2001 Ken Silver Publishing.
All rights reserved.
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Ken Silver is the author of best-selling "eBOOK SECRETS"
and the developer of the automated Ezi range of products
- the easiest way ever to get your business on the net.
Go to: http://www.kensilver.com now!

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