#67 Hard Sell vs. Soft Sell
Hard Sell vs. Soft Sell
Almost everyone wants to avoid ‘Hard Sell’.
‘Hard Sell’ is appropriate ONLY when you have just one single opportunity to close an Offer.
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“Content Marketing” & “Newsletters” provide for Soft Selling
The Purpose of your ‘Content Marketing’ & ‘Newsletter’:
- Get Repeat Business & Referrals
- Sell more products & higher priced products
- Establish your expertise
- Educate ‘Them’
- Persuade ‘Them’ to take the action you desire
- Expound upon the Benefits & Price
- Provide instructions for ‘Them’ to follow for making the purchase
- Each piece of Content is limited to ONLY one Action at a time
- 10% or less should be devoted to the Soft Selling
- 90% is Content ‘They’ want & need and will return for
- Don’t train ‘Them’ to expect that everything will be free
- Put some kind of Offer in the 2nd or 3rd message
- Establish yourself as an Authority
- Authority + Relationship = Trust & Buying Behavior
- Be ‘Their’ friend & advisor
- Newsletters can be used to “Park” prospects until ‘They’re’ ready
- Keep ‘Them’ around (Parked) until ‘They’ are ready to act
- The reverse is also true. “Park” yourself till your Offer is ready
- But, continue providing great Content while in the “Parked” mode
- While “Parked”, build Relationship & Authority & expose Expertise
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Recent Comments
4
Good point. You want a long term customer, not just a quick hard sell sale that may never return.
Great tips for a soft sell