Sharing inside information can boost your sales. It can make your
business much more profitable too, since valuable information can be
supplied at very little cost.
Quality, timely, relevant, and important information helps prospects and
customers make intelligent decisions. The right information makes it a whole
lot easier to choose with confidence. Providing additional ideas, advice,
insights and resources is a great way to distinguish your product - and your
company - from competitors.
What inside information of value can you provide to help your customers and
prospects?
Helpful tips, inside secrets, and other creative ideas help to establish
your expertise in the marketplace. When you give away this kind of inside
information, you create tremendous value that's appreciated by customers.
These people feel compelled to show their gratitude by continuing to buy
from you, time and time again.
Offering valuable inside information is easier than you may think. Simply
look at each product you supply and figure out what collateral information
prospects would like to know.
In other words, if you were a salesperson standing in front of your
prospect, what additional information of interest could you offer her?
To sell a solid cherry dining room suite from a showroom floor, you'd want
to explain the exquisite finish and how to preserve that "new" look. You
would point out the quality joinery used to secure the frame to the table
legs. You might even open a china cabinet drawer to demonstrate the built-in
quality, smooth running hardware and fine craftsmanship that went into it.
It's all inside information.
These are precious details that help educate potential buyers. It's
information that might otherwise go unnoticed... yet it could be the kind of
detail that just might clinch the sale. Pointing out all this inside
information helps buyers feel good about the true value of their purchase.
It's something they could have easily missed, had it not been brought to
their attention.
This kind of detailed inside information is of interest to potential
customers and it's something that could easily be incorporated into a free
brochure, booklet, report or videotape. It also adds perceived value to the
product itself by establishing an exclusive "story" behind it. Don't just
give them sales talk of hard-sell sales copy. Give them the facts - good,
solid, inside information about what it is makes your product a better buy.
Here are some additional examples of using inside information to inform and
educate prospects - and increase sales as a result:
A hardware store could offer a free booklet called "How To Refinish Old
Furniture Like A Restoration Pro" to all buyers of furniture repair and
refinishing items. This added value item -- offered exclusively -- should
help boost sales of refinishing supplies. It's inside information that could
only be provided by someone who has done it before.
A travel agent could offer personalized commentary on popular destinations
in article format. "The 10 Must-See Spots In Las Vegas"... "The Top 7
Hottest Clubs In Nassau That Only The Locals Know About"... or, "11
Spectacular Sites Of Costa Rica You've Just Got To See At Least Once In Your
Lifetime" might be great topics for niche market vacationers. If you fit the
market profile and were planning a trip, wouldn't you at least be curious
about this promising inside information?
If you plan to give your information away freely, prepare it as you would a
salable product. Don't scrimp on quality in terms of both content and
appearance. When an information product "looks" like something of value - it
is. When you offer your report or booklet free with purchase, it's much more
likely to act as an incentive to the sale.
Author Bio
More resources at
www.makeyoursalessoar.com
Robert Boduch is the author of more than 2 dozen books, reports and guides
on the art and science of selling.
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