SucessMotivator for the week of Monday, October 16, 2006

"People may want a product or service, but there are three problems that can hold them back from buying: Dormant Want, Passive Want, and Potential Want!" -
John Kremer

So often we have a prospect who we share information with and expect they will buy but they don't. Or, they say they need what we have but don't have the money. Frustrating isn't it? It certainly is and can chase the novice marketer into hiding and continued failure. But it doesn't have to be that way for you. While this short article can not provide a complete solution to developing your closing skills, it can provide something for you to think about and if you apply the tips you will find your closing ratios will improve. Just remember, there are many pieces to the puzzle.

There are three major problems which keep your prospect from buying from you. The first problem is what is termed as "Dormant Want" - what this means is the prospect may not recognized their want for your product or service. They also do not know much about you, your company, and/or product or service. Nor do they know of the solution you can provide.

As a way to overcome this problem, it is essential to provide consistent drips of education-based marketing to your prospect. This educational information MUST help your prospect become aware of your specific problem solving solutions and abilities to meet their needs and wants.

The second problem that keeps your prospect from making a buying decision is they have a "Passive Want", which means they may want your product or service but are afraid to make a decision or are very slow in making their decision. This could be because they do not want to make a mistake or do not believe your product or service will provide an adequate solution. There perception may be an inaccurate beliefe in what you are offering. They may even be checking out the competition.

So how do you overcome this problem? Provide an offer which is irresistible. Why sometimes you do not have control in offering a special offer, if you do you should take advantage of making an offer (i.e. guarantee, extended free warranty, 2 for 1, limited time discount, etc).

Be sure to educate your prospect. Drip information about the benefits and make certain you focus toward the advantage your prospect recieves by doing business with you. Result- oriented testimonials are an added plus.

The third problem deals with the fact a prospect wants what you offer but does not have the money to buy. This is referred to as a "Potential Want." The solution for overcoming a potential want type problem is to offer flexibility in payment options. Be creative in offering solutions in how one might purchase what you offer.

Realize, not everyone will buy. If the money truly is not there, accept the fact the money is not there. Do not force the prospect to buy when they really do not have the money. And do NOT give up on the prospect.

You will find if you do not give up on the prospect and continually drip information(education-based marketing) you will begin to develop a relationship. Guess what? By developing a relationship through dripping information over time, you will find these prospects will turn to you when they finally do have the money.

Think about what I have said here and take some time to really understand the problems taht affect your prospects decision and also the solution to overcome these problems. Most importantly, once a prospect becomes a customer (or downline), do NOT forget about the fact you must further bnuture that relationship if you expect to have continual repeat residual income.

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