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FACT #3
Identify the reasons why people do not buy your product and solve them. There are really only four reasons people do not buy your products or services. Here they are:
NO NEED
When people do not buy, it is because they do not want what you are offering.
Save lots of time, effort and money by targeting your mailings to only people who have a want or need for what you are offering.
NO MONEY
When people do not buy from you, it is because they decide that buying something else is more important.
It is your job to show your prospects how your product will give or get them what they really want. Use Direct Mail as a way of solving their problems.
NO HURRY
People tend to drag their feet after they decide to buy. The longer they wait, the more likely they are to forget.
Or, they may remember the product but not you. Use Direct Mail as reminders of you, your product and your service.
NO TRUST
Fear of losing something (like money) is a bigger concern than getting something they want.
Take away the risk of doing business with your company. (No interest financing, money-back guarantees, testimonials of satisfied buyers, etc.)
