Selling with the “yes” response
Whether you’re selling with words, or selling face to face, begin your conversation by putting your prospect in a “yes” frame of mind. You can do it by making statements that he or she will naturally agree with.
Your product or service will dictate your actual words, but consider for a moment that you are selling copy machines and you are in your prospect’s office. You can talk about the problems that your prospect may have experienced with other copiers, and let the prospect agree that yes, those are annoying problems.
“I get really frustrated when I’m hurrying to get a job done and the paper jams, don’t you?” Then you can casually talk about the time it takes from your busy day when the machine is built so it’s difficult to get that jammed paper out.
You could also make a comment about the cost of ink cartridges and how quickly most of them run dry (if your product isn’t one of those ink hogs, that is!)
You can demonstrate the clarity and color of your machine’s copies, and get them to agree that yes, they are beautiful.
With each of these little conversations you’re building that “yes” response, making it easier for your customer to say yes when it counts – on the order form.
Plan ahead to make statements that cause your prospect to say yes – even if it’s a comment on the state of the weather!
You can use the same technique with fundraising – by getting your prospective donors to first agree that a problem / need for your work exists, and then that your organization is making good progress in solving the problem. You can also show them success stories and get them to agree that it makes them feel good to see that result.
And speaking of fundraising – if you see this message in time, you can get in on a closeout sale on a popular fundraising item. FastTrack Fundraising is offering their 5-packs of gift bags at only $1 each in boxes of 50 – and they can be sold for $3 or more per pack. So if you have an event coming up, or if your volunteers are good at selling to their neighbors and friends in the community, check it out. The sale is only good until they run out, so hurry over and get the details.
Happy Selling!
Marte
Posted: April 27th, 2009 under advertising, marketing.
Tags: fundraising, marketing, selling