Why You Want Your Customers To Reject Your Offers
Everyone wants to shut more sales this year. One secret to making more sales is to get your customers to reject your initial offer. I will prove that this strategy will grow you business exponentially, but please promise to read this with an open mind.
We might live in negative times, however, one thing remain the same. People hate saying no. We like saying yes and making people feel good. When we tell someone no we often times feel just as bad as they do. Remember the little girl who approached you to buy her girl scout cookies. You really didn’t want the cookies, but the thought of hurting her feelings was not worth the $5 the cookies cost. You purchased the cookies and felt good about it. Why? Buying the cookies helped you avoid dealing with the feeling you get after rejecting someone.
On the other hand, most sales people give up too soon. As soon as the prospect says they aren’t interested it is over. The prospective buyer simply leaves or changes the subject and the selling opportunity is forever lost.
Before you approach your prospective buyer know exactly what you want to offer them. If you want to sell the $300 package offer the $600 package first. Why? Because this gives the customer to state no. The customer automatically starts to feel uncomfortable. Offering the $300 package second helps your customer feel like he has the ability to meet you half way. You’ll sell a lot more $300 packages by positioning your offers this way.
Researchers at Arizona Say University conducted a study that illustrates this point nicely. They posed as representatives of a local youth program. They asked random students if they would be willing to chaperon juvenile delinquents to the zoo. Amazingly 17% of the students concurred.
However, the researchers found a way to dramatically increase their results. First, the researchers ask students if they would be willing to commit two hours a week for the next two years as a counselor for juvenile delinquents. Once the students rejected this offer then they ask if they would be willing to just chaperon the juvenile delinquents for a one day trip to the zoo. 50% of the students agreed. By carefully constructing the offers this technique tripled the conversion rate!
You can’t afford to not implement this technique. What size package are you trying to sell? If you want to sell more of it don’t ever offer it first. Offer a larger request to your customer and allow them to reject the offer. Then present the package that you were trying to sell all along. This will help you convert more prospects into paying customers.
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