If your marketing plan isn’t producing the desired results or your sales growth isn’t meeting expectations, the solution might be simple. Customers may need more options to buy from you. People might really want to buy, but they don’t see a choice that fits their need or their budget. For example, notice the difference between the following statements:
1. “We only have one product, and it costs X.”
2. “Choose between these three great options: A, B, or C.”
Which statement do you think customers will find more appealing? Which statement do you think will yield more revenue?
If you give customers an option of yeses, they are more likely to say “yes” because there are several yeses to consider. Providing options allows people to feel more control over their decision and respond affirmatively. When you put customers in a position of choosing between only “yes” or “no,” you create a more antagonistic mindset. Nobody likes it when someone says, “It’s my way or the highway.”
If you sell singular products, such as books, food, or widgets, you may feel locked into only offering one price. In those cases, consider ways to package your products into combinations that provide a choice of yeses.
In contrast, if you sell services, such as training, coaching, or live events, there is no limit to the options you could offer. Examine each service and identify different combinations of time spent with the customer, access to your expertise, range of topics covered, exclusive content provided, etc.
Make sure the marketing language on your website and printed materials highlights the options you offer. If customers can’t see choices, they may think their decision is limited to a yes or no.
I’ve personally implemented this approach in my consulting practice and watched the sales increase. Last year was my best year ever, and increasing my option of yeses made a big impact.
In fact, if you’ve ever wanted to work with me but felt concerned about having a limited budget, contact me at 770-887-1462 today to discuss a new range of options that can work for you.
Don’t give customers a reason to walk away by limiting their options. Why say, “Would you like to buy from me?” when you can say, “How would you like to buy from me?”
Yes image courtesy of fantasista at FreeDigitalPhotos.net
