I came across an amusing CopyBlogger article earlier this month on what makes people almost buy. Amusing because it focuses on the inner troll we all have that fears making mistakes.
You've nearly convinced someone to instruct you, but suddenly they stop returning your calls or fail to send the signed contract back.
Why?
Over their lifetime, your potential customer has had their trust knocked by so many unscrupulous suppliers that their natural trust has been eroded.
Have you failed to generate sufficient trust and credibility to beat these fears? To allow optimism to triumph over experience?
- Fear of wasting money (or time)
- Fear of mockery
- Fear of feeling stupid
The blog suggests some fairly obvious ways to kill the troll on your website, such as having proper contact information and including staff photos, testimonials and FAQs.
Good negotiators and sales men and women are skilled at identifying and resolving objections. Is your website?
Leave your comment: