In my experience, not many marketers are doing this – probably because they’re either too lazy or they simply have no clue how powerful this can be.
Okay, are you ready for the sentence?
Here it is…
“Please get in touch with us personally if you have any questions.”
Then you give them options. It could be a dedicated email address, a phone number or a chat box.
The key is to make it a soft invitation, no strings attached. You want to be clear you’re not going to strong arm them once you get them on the phone.
Here’s why it works so well:
You’re asking for a lot of money for your high ticket item. Maybe that’s $300 or $3,000, I don’t know. But whatever it is, it represents a sizable investment for your customer. It’s not like they’re buying a $10 ebook.
So naturally they’re hesitant. They need just a bit more of a push to take the plunge.
And for some of them, simply knowing they can get in touch with you is enough. This tells them you are indeed a real person with a real business and this is a real product.
They relax. They have more confidence in you. And they order.
For others, they have a legitimate question that you either forgot to answer in your sales material, or you did answer it but they didn’t see it.
In either case, they really want that answer before they buy. With these folks, you will often be off of chat or email or the phone in less than 5 minutes. Sometimes in less than 2 minutes.
Then there’s the third type of person. Their only real question is, “Are you for real?” because they want to know what happens if they have trouble with your product. Are they going to be able to get in touch with you? How quickly will you answer? And so forth.
They need reassurance that you’ll still be there in a month if they decide to use your guarantee. They might even get in touch with you more than once just to make sure.
There is a fourth type of person in this scenario I need to warn you about. This is a tire-kicker, and they will likely waste your time. The problem is, you don’t know at first if they simply need reassurance, have real questions or they’re just bored and looking to chat.
If you suspect they’re just wasting your time, you can politely tell them you have another caller and you have to go. But generally this isn’t a problem, especially when you check your numbers and realize your sales have about doubled since you offered customers the opportunity to get in touch with you.
One last thing – which communication method should you offer them to get in touch with you? That’s totally up to you. Ideally you want to offer all three – phone, chat and email. And if you have a virtual assistant helping you out, you can do that.
We’ve found that offering all 3 choices has the biggest impact on sales.
But if it’s just you, then you might want to limit the choices to just the one or two you’re most comfortable with for now. You can always add another method later.
The main thing is to let your big-ticket prospects know that you are in fact reachable. Even adding just a dedicated email address with the invitation to get in touch can make a definite impact on improving your sales.
And if you make just one more $1,000 sale per month, it’s worth it.