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It has been said that a sale is really closed long before the seller makes the final pitch to the customer. In many ways, this is very true. Many customers make a decision to buy in five minutes or less of being introduced to the product. As a successful Internet marketer, it is up to you to make those five minutes really count.
There are a couple of important things that take place in this five minute window of opportunity.
First, the customer decides whether or not it is worth the time to learn more about the product. If the answer is no, then even thirty minutes of a great pitch will accomplish nothing.
Second, the customer will think of major obstacles that will prevent the purchase from taking place. If a customer decides the product is out of reach for some reason, that will make everything that follows that first five minutes of no value whatsoever.
Your job is to overcome both these issues and compel the prospect to not only desire the product, but also be able to visualize actively using the product to great advantage.
Here are a few ideas on how to accomplish this:
- Ascertain the needs of your client. This means asking clarifying questions that help to narrow the focus of the presentation to what is important to the customer. For example, if a primary need of the client is to pay the phone bill at the end of the month, tailor the presentation to show how the product can directly help achieve that goal.
- Be prepared to address common obstacles. Many obstacles are not unique – people from all sorts of background will share the same concerns. Proactively bring those up during those first five minutes and quickly demonstrate how they are non-issues. This will make it possible to dispose of those concerns and hold the attention and interest of the prospect past that five minute window.
- Always close with benefits. Some of those benefits may have to do with overcoming obstacles, but go a little further than that. Using the phone bill again, point out how the product can make it easier every month to pay the bill – not just the one that is due the end of this month.
Making the most of those first five minutes will greatly increase your chances of closing the sale. Spend some time working on a model presentation and critique the results. This will help you move with greater prowess when the real deal comes along.
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