Page 3 - August_2017

8-Second Attention Span,
Continued from page 1
An associate of mine, Perry Belcher,
once said that today we live in Good, Better, Best
the single most difficult time to
get someone to make a first-time
purchase from you. That’s the bad You’ve got a client hosting a grand-opening celebration planned for a hot
news. The good news is we live in the Saturday afternoon. They’ve reserved entertainment, catered food, ordered
single easiest time to get someone to banners, flyers, print and radio ads and now, as a last-minute thought, they call
make their second purchase with you. you saying: “How about a promotional product giveaway as a memory-maker
that keeps our location information handy?”
Getting someone to buy from you
the first time is one of the single most Their Problem: They’ve spent most of their budget.
expensive things any business does.
But once someone decides to trust Your Solution: Present the client with a good, better, best product solution.
you -- once they determine that if they
give you their hard-earned money, When you show your client products at three price points, you accomplish several
you will not rip them off -- it is so much goals: You honor their request for an economical option. You educate them on
easier to get them to simply continue what level of quality they get for their budget and, in contrast, what they could
to shop with you over and over again. get if it’s possible to kick in a bit more. And, for future projects, they learn there
All you have to do is do what you say are possibilities worth budgeting for in advance.
you’re going to do and remind them Source: Sell More with These Stellar Tips.
who you are, what you do and that no author. ASI Central. July 10, 2017.
you’re still in business.

Costco is the perfect example of this.
It was not easy to convince me that
I should pay them to shop in their Upcoming
stores, but they got me to join with
good pricing, exclusive deals, a nearly
unlimited return policy and a risk-free
guarantee on the membership. Now, Webinars
I get a magazine from them once per
month (in the mail) with articles and Specific details & instructions for registering/joining a webinar will be emailed
closer to each webinar date.
items I may want to buy. This magazine
serves to entertain, educate, and sell September 22 with OrigAudio
me on new products or services they October 20 with Sanford
offer.
October 27 with LarLu
The more time a person gives you, November 10 with American Ad Bag
your media and your products or
services, the greater influence you
have with them. If you want to sell
more tomorrow, remember that "Sales are contingent upon the
consumers have an infinite number of attitude of the salesperson-not
channels to choose from. It is your job the attitude of the prospect."
to entertain them, educate them and
capture their attention long enough -W. Clement Stone,
to sell to them. Businessman, philanthropist &
self-help author
Source: The Myth of the 8-Second Attention Span.
Shaun Buck. Entrepreneur.com. August 3, 2017.

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