Internet Tip of the Week
by Bob Osgoodby
Building RapportIf you have a great offer, and someone doesn't buy, don't take it
personally. It may simply mean that they are not ready to buy at
this time, or they need more information to make a decision.
Many prospects will say no a number of times before they actually
buy. Remember, an objection is not necessarily a rejection of you
or your wares. Many prospects are hesitant to commit to
purchasing a product or service until they are convinced they
need it, and that they are getting it at a fair price.Follow up is important, but you don't want to be overzealous in
your sales efforts, as you may simply stiffen their resistance.
Instead, why not keep the lines of communication going without
trying to sell. Many of your top salespeople will stop by your
office with coffee and doughnuts, and just spend a few minutes
chatting. They are building rapport, and that will make their
selling task easier if they do.It is a little more difficult to do this in the impersonal
framework of the Internet, but it can be done. Offer them a free
product or service you have in your bag of tricks. E-books are a
great "freebie" you can give them.There are a number of these "freebies" available for your use at:
http://adv-marketing.com/business/freebie.htm. A simple note
from you saying that you thought the e-book might be of interest,
and if they wish to receive it, tell them where they can get it.
I don't recommend sending it by email as many people won't open
an attachment.Be sure you only give them the URL where they can actually
download it. For example, if you are giving them the book by
Harvey Segal titled "The Super Tips book of Internet Marketing",only give the URL for that book, which is: http://adv-
marketing.com/business/super.htm.The reason you don't want to give them the first URL is that you
may send them additional books in the future, and you don't want
them to know where the rest are.After some time passes, send them an e-mail and ask if they
enjoyed the publication. They may not have downloaded the book
the first time you let them know about it, so be sure to include
the URL again. If you do this over a period of time, you will
slowly develop a rapport with them.Objections they might make, are a good sign. If your prospect
weren't interested, they wouldn't be asking questions. When your
prospect voices an objection, make sure you understand what they
are saying. Don't give the prospect more information than they
need to answer their question. Many times, if you do, you will
be giving them information they may not need, and could possibly
cause more objections to arise.On the web, you don't have body language and voice inflections,
which many times give more information than what is actually
said. When responding to an email, it is vital therefore that you
address each point they make. Repeat their objection, and clarify
it to make sure you are addressing their exact concern.If they don't get back to you right away, let a little time pass,
and get back to them again. In your new note, sure to include
not only your response to them, but also their original note to
you. This is not only a courtesy, but will immediately refresh
their memory.You may have to repeat this process a number of times, but you
are not wasting your time if you have done some pre-qualification
work with them. If they are a good prospect, it is worth the
time to build rapport with your them, and you may turn their
initial rejection into a sale.-----
Bob has been publishing online since 1996. All the “tricks of the trade” are contained in his latest E-book. Learn how to avoid being shut down by your ISP for Spamming, and where to find “E-mail friendly ISP's. Learn which software packages are available to easily manage and distribute your email. For more information - http://www.adv-marketing.com/business/handbook.htm
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