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Get Them to Act on Your Sales Offer

Written by: Cheryl A. Clausen

Article Overview: How do you get a complete stranger to buy from you? That’s one of the biggest challenges you face. Your ability to overcome that challenge greatly impacts your sales success.

Get Them to Act on Your Sales Offer

How do you get a complete stranger to buy from you? That’s one of the biggest challenges you face. Your ability to overcome that challenge greatly impacts your sales success.

A stranger doesn’t know you, they don’t know about you, and they don’t have any reason to trust you. That’s a tough starting position. Yet, you can turn it into a beneficial position for both you and the stranger.

Let’s say you get it right. You get their attention, you get their interest, and they want to know more. To this point everything is working to your advantage.

Where you get in trouble is when you ask for the wrong sale. Remember at this point this stranger doesn’t know you, they don’t know about you, and they don’t have a personal experience leading them to trust you. Asking for an appointment is an offer they can and will refuse.

Yet, if you want to help this stranger move from a stranger to a client you have to get them to act. To do that your offer must have a high perceived value and low perceived risk or the stranger simply won’t act. You have to present the right offer.

They want to know more about something. The right offer helps them get the information they’re looking for. It helps them get that information without asking them to give up too much information.

They aren’t ready to talk with you on the phone. Give them a way to act 24/7. Don’t ask for more information than is reasonable for the offer. For example, if you’re going to mail them the information it makes sense they’d have to give you their mailing address. It doesn’t make sense they’d have to give you a phone number.

Getting a complete stranger to take that first action is critical. That first action is what helps you prepare them for a next action. One or more of those next actions will result in a sales conversation.

It’s a step-wise process helping a complete stranger develop a relationship with you. You have to take them from knowing nothing about you and what you can do for them, to knowing a little about you and what you can do for them, to having an experience with you, to wanting to speak with you to see if you can help them. It’s simply how you initiate and nurture any relationship.

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Article Tags: appointment, challenges, mailing address, perceived risk, personal experience, phone number, relationship, sales success, stranger



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