Have you ever been trying to sell a product and it just won’t sell? Or perhaps you were like I once was. I was working 16 hour days at a direct marketing company and hardly making a living. When I say “direct marketing” I am speaking of selling a product directly to a consumer (by hand). Direct marketing can be very profitable if you know the so called “secrets” of the trade.
1. Remember to apply the Law of Averages. The basic principle here is, the more people you try to sell your product to the more sales you are going to make as a result. For example; I knew that daily I would need to sell 25 products to make my day’s financial goal. Therefore I would need to give my pitch to at least 100 people that day. The Law of Averages tells me that I will get my 25. Remember this is a Law. Many people who I trained would say something like, ” I have already talked to 70 people and they have all said no, I Quit” I would then tell them that that is good news because they have already taken care of 70 of their 75 no’s already.
2. Have a very short pitch or else you will not allow the Law of Averages to work for you. This is a mistake that many vacuum companies make. They spend an hour on a pitch and only get to see a few people a day.
3. ALWAYS place your product in the hands of the potential buyer. Do not ask just hand it to them before you start, or as you’re starting to give your pitch. This gives them a since of ownership and can increase your odd tremendously.
4. NEVER profile. In other words don’t try to guess who will be buying your product. You a may approach someone who looks rich just to find out they only carry credit cards, while the homeless man you passed up is actually just a dirty construction worker with a pocket full of cash looking for exactly what you are offering. Talk to everyone.
5. The Triple Play. Example; I am selling books. I am told that they are to be sold 2 for 10 dollars. My pitch would go something like this. “These books are 15 dollars each, but check it out I’ll give it to you for 10. You know what since I really need to sell all these today, I going to give you a second one for free. Notice how I didn’t say if? Always assume your sale.
6. The Jedi Mind Trick. When you are done giving your pitch shake your head yes while saying, “That’s a good deal isn’t it?” they will find themselves shaking their head yes as well.
7. Carry a receipt book. Pull it out when you have finished and ask who you should make the receipt out to. Once again ALWAYS assume your sale.
Now that you have these tips you will need to put them to use. Once you have mastered them look for my upcoming article “marketing tips and secrets part 2”
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