Increase Your Sales With These 5 Buying Stimulators

Use these 5 powerful buying stimulators in your ads, web 

pages and other sales messages to get more sales. They 

produce immediate results without increasing your costs.

1. CONVERT BENEFITS INTO FEELINGS

People usually buy a product or service because they expect 

to feel a certain way after the purchase. Keep this in mind 

as you develop your ads, web pages and other sales tools.

Use vivid word pictures to dramatize the pleasant feeling 

your customer will experience when enjoying the benefit 

produced by your product or service. The following portion 

of a business opportunity ad I saw recently illustrates 

this concept:

"No boss. No schedule. No debt. Money to buy what you want 

and lots of time to have fun."

2. DRAMATIZE THE FEELING OF LOSS

After telling your prospect what they will gain from buying 

your product or service, tell them what they will lose if 

they do not buy it. Most people fear loss more then they 

desire gain.

Strengthen your selling appeals by reminding prospects of 

what they will lose if they do not buy from you. For 

example, the above business opportunity ad becomes more 

powerful by adding the following:

"Or... continue building wealth for your boss while you 

struggle month after month just to pay your bills."

3. REDUCE PRODUCT CHOICES

Promote only 1 product or service each time you advertise. 

Most people have difficulty selecting one product to buy 

when their decision forces them to delay or reject buying 

something else they also want. When prospects cannot make 

an easy choice they often make no decision at all -- and 

you lose the sale.

TIP: Combine several products or services into one package 

for one price. Eliminate the difficult decision of 

selecting and rejecting items by not including an option to 

buy any items separately. You will get more sales because 

your prospect's buying decision is limited to a simple 

"yes" or "no".

4. INCREASE THE BUYING OPTIONS

Offering choices of WHAT to buy reduces your sales. But 

offering choices of HOW to buy increases your sales. Offer 

many different ways for customers to buy from you. The same 

method is not convenient for everybody. Prospective 

customers are more likely to act immediately when their 

favorite way of ordering is available.

For example, many online marketers only accept orders 

online. They could easily increase the number of sales they 

get by including options to order by phone, fax and postal 

mail.

5. SIMPLIFY THE BUYING PROCEDURE

You get more sales when you make it easier for customers to 

buy from you. Look for ways to make your buying procedure 

easier and faster.

For example, many online marketers use a shopping cart to 

process their orders -- even when they offer only 1 or 2 

items. Don't force your customers to endure the complicated 

process of a shopping cart just to order 1 item. Some will 

abandon the process...each one a sale you lost needlessly.

Use a simple online order form instead of a shopping cart 

when you offer only 1 or 2 items. It generates more sales.

Each of these buying stimulators will increase your sales. 

Start using them now in your ads, web pages and other sales 

messages. They will produce immediate results without 

increasing your costs.

Bob Leduc is a Sales Consultant with 30 years experience in 

generating low-cost leads. He recently wrote a manual for 

small business owners, "How to Build Your Small Business 

Fast With Simple Postcards", and several other publications 

to help small businesses grow and prosper.