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How to Recover Your Almost Cusomer
By: Developer Shed
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    How to Recover Your Almost Customers
    by Bob Leduc

    Copyright 2003 Bob Leduc

    You'll always need to find new prospects for your business.
    But don't overlook the prospects you already attracted. Many
    are close to buying. Use these four simple procedures to
    convert those "almost customers" into paying customers.

    1. Make A Memorable Impression

    Create a reason for prospects and customers to notice you
    ...and to think of you when they encounter a competitor.

    Many prospects who do not buy from you the first time will
    come back to buy later. Existing customers will also
    remember you. They'll come back to buy again - and they'll
    send pre-sold referrals to you.

    One easy way to establish a memorable identity is to create
    an important reason for customers to do business with you
    instead of with your competitors.

    The advantage you offer doesn't have to be dramatic to be
    memorable IF you promote it aggressively. It can be as
    simple as delivering faster results, more personalized
    attention or a better guarantee than your competitors.

    Tip: Combine several small advantages like those described
    above to create a big (and more memorable) advantage over
    your competitors.

    2. Follow Up Consistently

    Most prospects do not buy the first time they see or hear
    about you. But they will if you follow up with them.

    Your follow up can be as simple as contacting them
    occasionally with a new offer. Or it can be more complex
    such as publishing a weekly newsletter with useful
    information and articles.

    If you don't already have a way to collect their address,
    you can get it by offering a valuable gift that you deliver
    only by email or postal mail.

    For example, offer a special report, a list of sources or
    some other valuable information they cannot get anywhere
    else. These are valuable to customers and prospects - but
    they won't cost you much to provide.

    3. Make Sure You Answer These 7 Buyer's Questions

    Prospective customers will not buy from you until all 7 of
    the following questions are answered. Customers may not
    consciously think about these questions. But they will not
    buy until all 7 are answered in their minds:

    1) Exactly what are you offering?
    2) Why do I need (or want) it?
    3) How can I believe your claims?
    4) Why should I get it from you?
    5) How fast can I get it?
    6) What if I don't like it after I get it?
    7) What do I need to do to get it?

    Make sure you answer all 7 of these buyer's questions in
    your web site, sales letters and other selling tools.

    Tip: Present everything in term of the benefit it provides
    to customers. For example, don't just list testimonials from
    satisfied customers (your answer to question 3). Point out
    that those testimonials prove you really do deliver what you

    4. Keep Your Ordering Procedure Simple

    Use an uncomplicated and fast ordering procedure. Every
    additional action you ask customers to perform and every
    additional decision you ask them to make after they already
    decided to buy can cause them to reverse their decision.

    For example, many online marketers use a shopping cart to
    process their orders when they could use a simple online
    order form. Each unnecessary step in the shopping cart
    process is an opportunity for customers to abandon their
    order ...a sale lost needlessly.

    Tip: Don't ask for unnecessary information during the
    ordering process. Instead, send a personalized "thank you"
    message after the sale and include a brief request for the
    additional information.

    Don't overlook the easy sales you can get from old prospects
    that are almost ready to buy? Use these 4 simple procedures
    to cultivate your "almost customers" and turn them into
    paying customers.

    Bob Leduc spent 20 years helping businesses like yours find
    new customers and increase sales. He just released a New
    Edition of his manual, How To Build Your Small Business Fast
    With Simple Postcards ...and launched *BizTips from Bob*, a
    newsletter to help small businesses grow and prosper. You'll
    find his low-cost marketing methods at:
    or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV

    DISCLAIMER: The content provided in this article is not warranted or guaranteed by Developer Shed, Inc. The content provided is intended for entertainment and/or educational purposes in order to introduce to the reader key ideas, concepts, and/or product reviews. As such it is incumbent upon the reader to employ real-world tactics for security and implementation of best practices. We are not liable for any negative consequences that may result from implementing any information covered in our articles or tutorials. If this is a hardware review, it is not recommended to open and/or modify your hardware.

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