and not somebody else

Step number 4 to
the 7 secrets of advertising success is to Get
More Prospects To Respect Your Value.

Isn't it a pain
when people don't respect the price you charge? Well, it will also be painful
to hear that it's your fault! That's right. If your customers are
"shopping around" you haven't convinced them of your value.? And while respect is related to trust they
are not the same thing at all.

Even if people
trust you, that doesn't mean they respect the value of what you are offering.
It's your job to educate them if you want to make the sale.

Here's 3 sure ways
to get that job done.

1.???
Provide
evidence

Use testimonials
and case studies to explain the immense value your customers will receive. This
evidence will build value faster than anything else. You're probably already
using both testimonials and case studies to develop trust but they are just as
indispensable to build value. Here's one time when multi-tasking is good. Take
another look at your "success stories" and make sure they're working
hard to do both jobs.

Make it your
mission to gather testimonials. If you ask your clients for testimonials
they'll probably want to write one for you, but most will feel insecure about
how to write a good one. So they'll put if off and it'll never get done.

Offer to draft it
for them and use this simple formula to write their story. "Once I was
lost;Now I'm found". Simply describe the persons situation before they
experienced your product or service. Then paint the picture of what changed for
them after using your product or service. The more specific and measurable the
better. That sort of evidence will definitely raise respect for your value.

?

2.???
Dollars
for cents copy

Dollars for cents
copy helps the reader understand the real value on offer.

Now, everyone
loves a bargain. So instead of just selling your product you can create an
offer that is packed with bonuses. You can throw in so much value that the
bonuses are actually worth more than the selling price. Of course the idea is
to give away valuable bonuses that actually cost you very little.

You could do this
by including downloadable products that you own or source from someone else who
would like some free exposure so will provide a product at no cost to you.? Whatever you do, make sure the bonuses are
excellent quality and relevant to your product offer. And put a value on them
so that by the time you add them all up they should be worth as much or more
than the product you are selling.

In essence, the
customer feels they are paying you just "cents" but getting
"dollars" back in value. It makes the buying decision much easier
when they are SURE they are getting a lot more value than what they are paying
for. This is one technique you should always strive to use.

?

3.???
Have
a Unique Selling Proposition (USP)

We’ve all heard of
the Unique Selling Proposition but still a lot of small business owners and
entrepreneurs struggle to pin down what differentiates them from their
competitors.

What is it that
makes you queen or king?

What you really
want to know is � why is your company or product unique? What about it is so
special? You need to answer the following question in a clear and specific way.

"Why should I
do business with you over anyone else?" It's that simple.

You
have to tell people:-

• Why you are
  the best


• Why you offer
  them better value than anyone else, and


• Why they
  should spend money with you, and not somebody else

That's what a
unique selling proposition is. It's a statement. Sometimes a 3 line statement
or just a few words. It's that one core reason that someone should shop with
you.

Use
these techniques to have more prospects respect your value and? you can literally set your sales soaring.



Article Tags:
More Prospects, Selling Proposition