Put Your Money Where Your Mouth Is
Do you remember that old toothpaste commercial that had the
slogan "Put your money where your mouth is?" OK - maybe
this Diva is dating herself but that tagline has always stuck
with me - especially when it applies to business!
Selling is all about relationships. And guess what? We have
relationships with those we feel we can trust. They don't FEEL
RISKY.
Here's a quote I love that absolutely says it all: "Nobody
minds having what is too good for them." - Jane Austen
What Are You Doing To Create Trust?
One of the most important things to remember about selling is
that people buy based upon emotion. And they will also NOT BUY
you based upon emotion as well.
Customers Choose Those Who Feel Less Risky!
Think about this for a minute. OK...maybe 10 minutes! When was
the last time you purchased something from someone you felt a
little nervous about? They looked and acted a
little...y'know...cheesy car salesman/woman-like? A little like
a piranha swimming around its prey?
I would bet that you aren't waking up everyday saying to
yourself "YES - today is the day I buy the hotdog from the guy
at the cornerstand who looks like he never washes!"
I know you aren't doing that! Why? Toooooo Risky.
So How Can You Reduce Risk For Your Customer?
Three Diva Tips:
1. Offer a guarantee. Put your money where your mouth is. It
will reduce the risk factor for your customer/potential customer
if they know that you back up your product/service 100%.
2. Testimonials. Make sure to have powerful and relevant
testimonials sprinkled through-out your marketing materials.
3. Don't use a BRAG BOOK. This is when you jam every testimonial
from every person you have ever worked with in a binder. It
doesn't reflect if they are still happy with you today...if they
have ever been a repeat customer. It is a 1970s method of
selling - don't do it!!
Remember - VOLUME isn't important - but QUALITY and REPEAT
business is. All backed up with a fabulous guarantee!
So my Diva Dare to you is...review your products and services
and have a look at which ones feel RISKY. If you were your
customer - would YOU buy from YOU?
Copyright© 2005
About the author:
Kim Duke, The Sales Diva, provides savvy, sassy sales training
for women small biz owners and entrepreneurs. Kim works with
clients internationally, showing them The Sales Diva secrets to
success! Sign up for her saucy and smart FREE e-zine and receive
her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make"
at http://www.salesdivas.com
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