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ONLINE BUSINESS HELP

Make More Sales By Airing Your Dirty Laundry
By: Developer Shed
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    2004-09-30

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    Make More Sales By Airing Your Dirty Laundry
    by Clifford Mee

    There's an old saying, "Don't air your dirty laundry".

    If you're selling any product or service either online or
    offline this is horrible advice.

    You see sooner or later, your customers are going to find
    out the negative aspects of your product. Call it kama if
    you like, but they will.

    And when they discover it, at the very least you'll lose
    credibility, generate higher refunds and lose customers for
    life. At the worst your business reputation will get
    entirely trashed.

    This doesn't even take into account your prospects. If your
    product raises objections with actual customers you can be
    sure your prospects will pick up on them too.

    This is not voodoo. Every point of sale has a vibe. People
    pick up things unconsciously. If they get an adverse feeling
    then they back out and you lose another sale.

    So what's the answer?

    Air your dirty laundry. In fact be proud of it!

    If you point out any problems upfront then you're in
    control.

    Let me give you an example...

    A friend of mine recently tried to sell his treasured
    classic car. Unfortunately after test driving it nobody
    would offer him anything near what he thought it was worth.

    He came to me for advice. I asked him what were the things
    he loved about the car and if it had any quirks or problems.
    So he poured out his feelings about the car.

    Afterwards I wrote down an advertisment for him to sell his
    car. The first sentence began,"The only thing wrong with
    this Classic Car is its Classic Brakes." I then went on to
    describe the many virtues of owning a piece of automotive
    history.

    He sold the car for the full price within 24 hours of
    running the new advertisment. He was amazed.

    If your product is defective in any way a customer may take
    issue with, then bring it up in your sales copy early. You
    can even do this in your headline, like I did.

    This method kills likely objections dead. And it's these
    objections which will lose you customers and sales. You'll
    sell far more product if you then reframe any possible
    problems as actual benefits instead.

    Take a one page unattractive website for instance. Imagine
    it has no graphics, bare minimum sales copy and sells an
    ebook for $19.

    How can this be easily reframed?

    You simply point out this non-flashy website allows you to
    pass on large cost savings to the customer because you don't
    need to hire a copywriter or web designer. That's why the
    customer can get the ebook now at $19 rather than the $39 it
    would normally be.

    You're now providing your prospects with greater value
    overall and they will thank you for it with sales.

    You could also point out your competitions more flashy more
    expensive product. Just ask the customer what's more
    important, having more benefits for less money or less
    benefits for more money?

    They'll quickly agree your product must be better.

    This then gets them to agree they should buy your product.

    You'll make many more sales airing your dirty laundry
    intelligently.

    ***********************************************************
    Clifford Mee is an author, internet marketer, hypnotist and
    success life coach. If you want to discover little known
    'battle tested' strategies to persuade more customers to
    spend more money more frequently, then please visit his
    main website at http://www.marketingpersuasion.com
    ***********************************************************

    ** Attention Ezine editors / Site owners **

    Feel free to reprint this article in its entirety in your
    ezine or on your website so long as you leave all links in
    place, do not modify the content and include my resource
    box as listed above.

    If you do use the material please send me a note so I can
    take a look at cliff@marketingpersuasion.com

    Thanks

    Clifford Mee

    --------------------------

    Article Info:

    Word Count: 536
    Character width: 60
    Resource Box: 5 lines including link to main website.

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    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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