Business FighterDevelopt the stratagy and become a winner!

A wise man reminded me of a simple selling tip a couple of weeks ago. And it is something that we can all learn from and use when we sit down to write copy for our 60 second introductions, our elevator pitch or for the front page of our web sites.

Make the initial offer easy to buy, easy to afford and easy to live with.

Anybody who has bought a pet knows that once you hold it (or fuss it if it is too big to hold) you are pretty close to being the new owner. This is why you will always be offered the chance to get close to the pet once you express a serious interest.

And so it is with any business, if you can get people to sample some element of your business and to become hooked, you stand a good chance of converting them to a long term customer – if they really like the sample.

If you cannot give something away (the cuddle of a puppy), find something that you can make easy to buy.

Objectives

• Make it easy for people to test your services

• Find some element of your offer that people will depend on very quickly.

  • It might be you – offer people the opportunity to test your skills at a low price or on a “No value no fee” basis.

  • Help people to trust you

  • Make it easy for people to want to know a lot more about the rest of your offer

The Opening Offer

Some things to consider while you are creating your “puppy to hold”:

• Make it affordable – or at least zero risk to your prospect (no value no fee/ money back if we do not succeed)

• Make it simple – if your business is complicated to understand or is really specialised, the first thing people will buy from you ought to be very simple and easy to understand. Then your prospects get a chance to test drive your services and to learn more about the complexities of what you offer,

• Tangible / easy to understand – something people can imagine themselves needing or, better still, wanting.

This was a guest post by Paul Fileman of Results-Zone. Results-Zone bring extensive knowledge and experience gained in Blue Chip organisations to businesses like yours. They ensure that your business is fully exploiting a well thought through operating plan. They work alongside you and your team – as business results managers. They ensure that your team and your business are elevated to the results-zone. They bring you “hands-on” experience – similar to employing high quality management skills without the risk or costs in recruiting full time employees.

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