Grow Your Business By Getting Your Customers To Say No
by: MarkHall |
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The secret to growing your business fast is to get your customers to reject your proposals. I know this sounds crazy. Why would you want your customers to say no? Well, this article will present clear evidence showing that you will actually sell more product if you allow your customers to reject your offer.
We may live in negative times, however, one thing remain the same. People hate saying no. We like saying yes and making people feel good. When we tell someone no we often times feel just as bad as they do. Remember the little girl who approached you to buy her girl scout cookies. You really didn't want the cookies, but the thought of hurting her feelings was not worth the $5 the cookies cost. You bought the cookies and felt good about it. Why? Buying the cookies helped you avoid dealing with the feeling you get after rejecting someone.
One common mistake made by sales agents is giving up to soon. No one likes the rejection that comes with sales. Remember, don't take it personal. I hope to show you that this initial rejection is the door that leads to the pot of gold.
Before you approach your prospective buyer know exactly what you want to offer them. If you want to sell the $300 package offer the $600 package first. Why? Because this gives the customer to say no. The customer automatically starts to feel uncomfortable. Offering the $300 package second helps your customer feel like he can meet you half way. You'll sell a lot more $300 packages by positioning your offers this way.
There is sound research that supports this claim. Researchers at Arizona State University posed as counselors of a Youth Program. They asked random students on campus if they would be willing to watch a group of juvenile delinquents on a trip to the zoo. Only 17% of the people agreed to accompany the youth.
However, the researchers found a way to dramatically increase their results. First, the researchers ask students if they would be willing to commit two hours a week for the next two years as a counselor for juvenile delinquents. Once the students rejected this offer then they ask if they would be willing to just chaperon the juvenile delinquents for a one day trip to the zoo. 50% of the students agreed. By carefully constructing the offers this technique tripled the conversion rate!
Do you see how this technique could explode your business? If you want to convert more prospects you want to construct an offer that they will initially reject. Then you can offer another offer and gain more sales easier.
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About the Author
Mark Hall has had a rewarding career in sales. Visit his vemmabuilder lens for more information on online business success. Don't reprint this exact article. Instead, reprint a free unique content version of this same article.
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