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Having a hard time converting prospect into buyers?

Written by: Lei Wang

Article Overview: Invest just a few minutes and you’ll discover the single most important reason why you are not getting enough sales and 4 steps to get all the new customers you’ll ever need. If you want to significantly increase your conversion rate and the number of customers buying from you, this will be the most important article you’ll ever read. Here’s why: In a minute I am going to show you one strategy you can use on your very next meeting with a prospect that could triple your success rate, just by following a simple process.

Having a hard time converting prospect into buyers?

Invest just a few minutes and you’ll discover the single most important reason why you are not getting enough sales and 4 steps to get all the new customers you’ll ever need.

If you want to significantly increase your conversion rate and the number of customers buying from you, this will be the most important article you’ll ever read.

Here’s why:

In a minute I am going to show you one strategy you can use on your very next meeting with a prospect that could triple your success rate, just by following a simple process.

But first, let me tell you a little about myself. My name is Lei Wang and I have made my clients hundreds of thousands of dollars as one of the leading education marketer. Over time I have discovered an important process to structure my sales presentation, which quadrupled my conversion rate and each sales range from $1,000 - $15,000.

“The four steps that will make customers hunt you down and practically beg you to take their money”

Step 1: Finding the pains
If most of your prospects are excited by your presentation but have completely cooled off a day or two later, you are probably very good with building rapport, but went straight from melting the ice to offer a solution, without having diagnosed the pain.
There are certain questions I ask when approaching a prospect to diagnose their pains:
1. How are you conducting your marketing campaigns?
2. How much are you investing in marketing?
3. How many new clients are you getting?
You must ask the right questions to get the right answers. Sometimes you won’t get an answer straight away, you may have to ask the same questions in 5 or 6 different ways before you get a good answer. There is no point in continue talking until you have uncovered a prospect’s primary motivating factor to purchase. Remember that your product or service is only the solution to pains your prospects want to avoid.

Step 2: Creative solution
Once you have diagnose the pain, structure you entire presentation based on the solution, explain to your prospect exactly what’s causing the pain and what you are going to do to eliminate the pain.
My prospects love it when they hear me say:

“I’m going to show you how to double your sales within 6 weeks…”
OR
“Here’s what I think you should do to eliminate $26,000 in wasted advertising”.

Now admit it. When you hear this, you want to know more, right? With a extra $26,000 in your pocket you can do a lot of things. You can buy a new car or take a trip around the world!
Once I get the prospect’s attention, I will explain exactly where they are wasting their $26,000 advertising dollars, how the cost can be eliminated, or reinvested in other channels with great return on investment, and how to set up a tracking system to monitor the result.

Step 3: Test commitment
If you are aiming for the high end market, be upfront with your fees, and NEVER state the amount in the proposal without first discussing it with the prospect, otherwise in most cases you will never hear from them again.
Here’s some thing I practised over the years - learn to keep a straight face when asking for fees. Your prospect can sense any bit of self doubt from you. If your prospect say “yes” on the spot, and you are not getting any price resistance, that usually means you are selling it too cheap.
If you want your prospect to be shocked at the price you charge, they should be shocked at how high it is not how low it is. Don’t be afraid to charge high prices, the market will accept whatever price you ask for, providing you do a good job in marketing.

Step 4: Closing
When you hear your prospect say “I’ll think about it”, that will usually mean two things, they are either interested or they are not interested.
If you response with “no problem, take your time and give me a call when you have questions”, 90% of the time the sale is lost, so find out what is holding them back, or offer an cheaper option if they are hesitating over price.

If you want to find out "How to Advertising Without Spending $1 on Advertising"; visit my website by clicking on the link at the end of this article, and sign up for your *FREE* Marketing Lessons.

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Article Tags: 4 steps, building rapport, conversion rate, creative solution, different ways, few minutes, four steps, good answer, hundreds of thousands, leading education, marketer, marketing campaigns, melting the ice, money, prospects, sales presentation, step 1, step 2, success rate, thousands of dollars



Related Forum Posts
Advertisement that sales - Plan your marketing programme. It should include commitment to capital resources. If you run a small business, you aren't likely to have a generous enough advertising budget that will allow you to run costly branding or campaign ads. Every advertisement you run must convey to your prospect a solid offer and attractive reasons to act quickly, and result in increased sales and an enhanced image of your company. Good advertising always pays its own way through increased sales and profits, improved cost-effectiveness, reduced selling costs and shortened selling cycles. A useful formula that will help you increase the effectiveness of your advertising efforts is A-I-D-A, which stands for Attention, Interest, Desire and Action. When creating an advertisement, always remind yourself that it should: (1) capture your prospects' Attention, (2) arouse their Interest in your offer, (3) create their Desire for your product or service, and (4) provide a powerful spur to Action, that is, turn your prospect into buyers. Remember, bad advertising is an unproductive expense, and good advertising is an investment in future profits!
Re: need pricing help please - I think you could be selling yourself short. Plus you may be focused on the wrong things when it comes to pricing your products. What will your buyers be able to do or get as a result of your product? How much would that be worth to them? Buyers will gladly pay over $100 for a one page report because it tells them exactly what to do to overcome a specific difficult to solve problem. Even when that information can be found free elsewhere. I know it's hard not to compare your eBook to a physical book. Yet, that may not be a fair comparison. Another thing to consider is the perceived value when a product that sounds great comes with a very low price. Some potential buyers will doubt the value of your product because the price seems way too low for the result it promises. There's a quick and easy way for you to discover the right price though. Open a Google Adwords account ($5) and then set-up a multi-variant test for different price points. If you have a decent amount of traffic you'll quickly discover the best price.
Re: Advice needed to earn money online!!!! - My advice for earning money is to become a weapon. You need to be a target and hit, but hit it hard. Every campaign you run or anything you do needs to be TARGETED. Don't settle for generic, open up the mind and dive deep. Someone mentioned about selling a product that you believe in. I might have to disagree to some extent on this. Absolutely sell something you believe in but dont stop there. If you believe in yourself then sell anything. The one product you believe in might not be profitable, you will put all this work into it and see no profit. I suggest searching for what is converting or what is popular that you feel you can dominate and target it too the end.
Home Office - Barbara, I was thinking the same suggestion you gave about an addition...or even converting an existing garage (which may be cheaper)
Re: Is being too connected pushing your business forward or back - Being too connected can push you back. A few weeks ago my wife gave me a blackberry. It can be a distraction. Top performers are good at sorting out priorities. Respect your time and your prospects will too. Try to end every call with your prospect wanting more.


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