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You know what its like, you`re reading the sales material about a product you`re considering buying, but, as you read, all these questions seem to pop into your mind, but there`s no-one there to answer them, so you shelve your plans to purchase.
If it happens to you, you can guarantee it also happens to your customers when they read your sales copy. So, what`s the answer?
You don`t have to practise mind-reading, just good-old fashioned common sense - here`s a four-step format to help you reassure your custommers by answering those unasked questions:
Design Agency ManchesterThe old website that was created by a
Design Agency Manchester has served you proud for the past 2 years and when you first started up in business it was just what you needed to give you an immediate online presence. That was then and this is now, a few years down the line, and the time is right to enhance the current site to reflect your business growth. As the business has developed you are receiving more telephone calls from potential customers asking you to provide them with further details about the services and goods that you supply. This is one area where the website could work on your behalf as a few additional pages could be added with that contained useful information. Therefore you have been in touch with the
Design Agency Manchester that helped to create your original site. They did a fabulous job first time around and people always give you positive comments about your site. With this in mind you have asked the
Design Agency Manchester to provide you with a larger package. They`ll be designing a new 6-10 page website that will provide your customers of old and new with far greater detail about your firm and the products and services that it provides.
1. "What`s in it for me?"
Paint a picture You already know it`s important to promote the major benefits of using your product in your opening copy, but don`t just list the benefits. Paint a picture so your readers can visualise themselves enjoying these benefits.
Not: "Save time and money with Acme widgets," but, "Free! Four hours a week to read a book, walk along the beach and follow your dream when you use Acme widgets the quickest Widget on the market today."
2. "How can you give me this?"
Explain why People aren`t silly, they`re not going to believe something just because you say it`s true. You must offer credible, logical reasons to support your claims.
"Acme widgets achieve faster results because we incorporate not one, but two gizmos. In controlled tests conducted by XYZ, our widgets consistently out-performed the competition in speed, accuracy and endurance."
3. "Why should I believe you?"
Give reassurance. This is the time to give some details about you and your Company, provide information about your credentials, qualifications and experience in the field. Now you can also include brief testimonials from satisfied customers (provide as much information to identify the customers as they`re willing to allow anonymous testimonials are almost worthless).
4. "What if I don`t like it?"
Eliminate the risk. The final stumbling block is usually the fear of losing their money if they don`t like the product or find its not what they expected, so offer your customers an iron-clad guarantee.
It can be a full refund, a double /triple money back or whatever you feel you can afford. Always include a time factor - the longer the better - people like to know you`ll be around for the long-haul. Incorporate these answers in your sales copy to help turn your readers into buyers.
I hope this helps in your future marketing decisions.
