Selling Products Gets Easy When You Close The Store More Often
November 14, 2010 by Rob Canyon
Filed under Affiliate Marketing
Having worked in the profession of selling for many, many years, I can certainly say products that are available 24/7 are tougher to sell, as opposed to those that get the TLC of a new product launch treatment.
Drop by a bookstore anywhere for a fantastic book called ‘Yes’ by Robert Cialdini. He’s the psychology of persuasion guy. Anyways, in his recent book he tells about a lady that tries to break in front of a couple lines of guys standing in front of a couple of photocopiers.
Yep, there was resistance. But the cool thing is that in one line 50% of the guys let her jump the line, while in the other line 90% let her do the same. The reason the second set of guys let her in was mainly because she gave them her reason to do so. They just wanted to help her out. Oh, and her reason, as lame as it might sound, she said ‘let me in because I need to get my photocopies done’.
Essentially, people buy for a variety of different time-sensitive reasons. And many times they buy for other peoples reasons just to help them out.
Imagine how much more you can sell if you just had a reason, and you communicated that reason to your potential buyers.
Unless we’re talking about staples or everyday necessities, products just don’t get talked about or even sold very much if there is no reason to buy, however logical or illogical it may be.
Consider, a new product launch on the other hand. Not currently available develops anticipation, while once launched and limited quantity creates reasons to buy now before the product runs out and is no longer available ever again.
Limited time, limited quantity products that are sold by, or recommended by people you know, like and trust go a long way to adding to the magnitude of any sales campaign or promotion.
Social proof is the killer ingredient that supercharges sales.
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