Killing All Prospect Doubts - Leave No Chance to Excuse

Up to this point, you have done a great job. Your presentation of the problem was ideal. Your followup with the benefits and proof of how efficient and valuable your product was great. You even thought the close statement was right on the mark.

So why is the prospect still hesitating?

Consumers always have objections. It is a fact of life. It is also a fact that you overcame some of them in your copy already. What remains is to address the remainder of them and thus remove all obstacles to the final sale. Here’s what you need to do.

* Give bonuses – In other words, provide added value to the benefits already listed. These may be more specific, whereas the earlier content was broad.

* Give long period of money back guarantee – This will often hook in many consumers who are sitting on the fence. If you are willing to provide a six month money back guarantee where the competition offers thirty days only, you build a lot of confidence and credibility with the prospect.

* Give FAQ to answer common questions – This is your chance to get specific. You may even use questions that have come up in the past through discussions with established customers or general queries that came in to your website. Reading through the Frequently Asked Questions page can make a huge difference for your prospect.

* Offer trial for monthly memberships – this may be a short trial membership that is free for the first month, or one that is deeply discounted. This will depend a lot on your target niche markets, but keep in mind that people usually are suspicious of something that is given away for nothing. A discounted introductory rate might be just the ticket.

* Show testimonials from experts – People like to know that some type of expert thinks the product is a good choice. Your experts may be professionals who use the product, or even researchers who can point out some of the more attractive characteristics of the product.

* If it’s software, give a demo – A quick and partial test run can alleviate fears that the product may be too complicated for the prospect to figure out. Calm those fear with a test drive that shows just how user friendly the product really is. 

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