Many marketers overlook the art of pre-selling before they ask for the business. This small step is critically important in making sure the person has a need for what you want before you make an offer.
Selling yourself before you even get to the product is one aspect of pre-selling. When people feel good about you they are naturally more inclined to do business with you.
Building up anticipation is an important aspect of pre-selling as well. Let’s say a friend you told you he bought a product that increased his web traffic by 200% but didn’t reveal the name. You’d be salivating waiting for him to reveal the goods, right? That’s the power of anticipation.
Mention any benefit that gets your prospects attention without revealing the solution is a great way to control your prospects next action. Once you roll out the solution they will grab it without hesitation.
There are many ways to pre-sell and it’s not just about uncovering your product bit by bit. You can actually give away an entire e-book and use it to pre-sell for another
higher ticket item. The e-book was used to pre-sell and gain trust. This is also an example of the law of reciprocity at work.
Including a snippet or two from the e-book and a explaining many of the benefits the full version would provide is also a great way to build anticipation and increase sales.
The bottom line, it’s about building up the value of your product or service before you ask for the sale. When you do ask for the sale, make sure you’re helping people solve their problems and you’ll be in business for many years to come.