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1. Relate to your prospect as a person. Everyone wants to be liked, feel good, and belong to a group of similar people. So, give your package some personality. If you're selling to women show a woman using the product. For men, use harder, masculine language. For kids, be off the wall and playful. Prospects should see themselves in your package. 2. Try to really help people, instead of just sell them. Just going for a sale will often lead you to dry, overused techniques. But, if you make a genuine effort to be helpful in offering your product, you'll hit the hot buttons. 3. Reduce perceived risk. People fear spending too much money, buying something that won't work, or choosing an inferior brand. Show your prospect that your product is a bargain, that it's guaranteed, that it's the best for them. 4. Remove the barriers to buying. The fastest way to success is to remove the physical, emotional, and financial reasons not to buy before you tinker with creative. 5. Be honest and straightforward. Fake invoices, deceptive offers, clever copy to disguise a bad product, and other tricky techniques often work well. However, treating your customers like ignorant sheep is bad for long-term success. The way you sell says something about you! If you are a solid company with good products, act like one. |