This close probably got its start back in the days when pet shop owners encouraged those parents,of the children who wanted the pet, to take it home and see how they liked the pet. You can probably figure out how this story ends if you’ve ever experienced this concept.
This close is obviously not applicable for every product or service, but when it is possible try the following:
If you are selling a service, offer a small trial service for free and if the customer likes your work, they then agree to hire you. Magazines use this type of offer most of the time when they are marketing to new subscribers.
Anyone in the appliance industry can use this close also. You can offer the individual the floor model to take home, use it for a week, and if it doesn’t fit their needs, bring it back. Of course, you’ll have a few individuals who won’t purchase, but I’ll put my money up that the majority will.
Tell your customers who can’t make up their minds to buy or not to buy, to try out your product for a week for free, and if they don’t like it then they can return it, no questions asked.
Most people, once they “have” something in their possession, will feel that they own it and therefore want to keep it once the week is up.
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