5 Questions You MUST Answer Before Prospects Will Buy

1. WHAT'S IN IT FOR ME?
Like it or not, prospective customers don't really care about you or your company. What they REALLY care about is how they can personally benefit by using your product or service. Don't bore them with details about your accomplishments your product's features. Just tell them what they want to know: describe in detail how their life will improve when they buy your product or service -- and why it's worth the price.

2. WHY SHOULD I BELIEVE YOU?
A prospective customer will not buy from you until you remove all doubt that you can and will deliver exactly what you promise. A powerful tool you can use to accomplish this is customer testimonials -- "proof" you've already delivered satisfaction to other customers.

BUT make sure you avoid using any claim that sounds overly exaggerated ...even if it's true. Tone down comments that sound too good to be true and make them believable - or you risk putting even more doubt into your prospects' minds.

3. IS MY DECISION TO BUY A GOOD ONE?
All buying decisions come from an emotional level. Then the prospect looks for logical reasons to prove their decision was a wise one. This is the perfect time for you to talk about how long you've been in business, how experienced you are and how many other clients you have satisfied. Provide the logical reasons your customer needs to justify their emotional decision.

4. WHAT IF I DON'T LIKE IT?
People are reluctant to risk the chance of not getting what they expect after buying from a new company. An unconditional, money back guarantee will produce the most sales because it completely eliminates all of the customer's risk. State your guarantee in clear detail revealing any conditions that apply. Surprisingly very few people ever really redeem money back guarantees. Therefore, the number of increased sales gained by making such an offer generally greatly outweighs the risks of making one.

5. HOW DO I GET IT?
Did you ever walk out of a store empty handed instead of waiting in a long line for somebody to take your money? It's well-documented that many online shoppers abandon their orders at online shopping carts instead of trying to figure out the confusing instructions or struggling with a non-intuitive interface.

It's a terrible thing to lose sales from ready buyers because the buying process is too complicated or lengthy. Don't let that happen to you! Make sure your buying process is SIMPLE, EASY and FAST.

CONCLUSION: A prospective customer won't buy from you until all of these questions are answered satisfactorily. Review your website and other marketing materials to make sure they clearly answer all of these questions. If not, revise them so they do and you'll see an immediate increase in the number of sales you get.

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