|Small Business Guide - Small Business Resources
(Add to Favorites | View All Articles | Resource Directory)
Tell Me The Reasons Why I Should Believe You?
Have you ever heard the phrase, 'PREPONDERANCE OF PROOF'?
I recently heard it to describe a situation where a person was backed up against a wall (legally speaking) and needed a way out of the mess.
The legal guy came in and said, 'I feel we may win this case'. The defendant was furious with his lawyers. I want you to have an abundance, a 'preponderance of proof' so that we bury them in evidence. I want them to 'surrender' because of the unending proof we can give them!
That real life example helps to reinforce the fact that generally we're a nation of sceptics.
But, if someone was able to win us over, with just amazing proof, reasons and credibility to back up what they say, we'd be pretty much sold on whatever they were trying to persuade us with.
To illustrate things, let's say were planning on selling our car and we want to give the prospective buyer enough evidence to buy from us.
The question is "what can we include in our written communication that'll help cement a sale?"
How about we start with...
Photocopies of the logbook that details the full service history. Then, we could send ...
A copy of a Tax disc that has been fully paid up for a year. And, what about...
Photographs of where you've been on holiday with your car, so putting a picture in the mind of the prospect that 'leisure' can be made more enjoyable. And, to prove our reason for the sale, we could include a copy of...
A flight ticket that shows you have to go out of town in the next 30 days, hence the spectacular offer you're making to sell the car. To add a little status and glamour to the car, we could show...
Pictures of celebrities, local or national, who also have a similar car, so bringing in the principle of 'association and esteem' in having the same as 'prominent others'. To prove the market value of the car, we can show...
A copy of the dealer price for the car, and the market place average, and how you're able to undercut the price, and the reasons why you're able to do it.
A letter from your loan company showing the amount outstanding on the vehicle to date, and, a copy of a report that shows why the car you're selling, has tremendous resell value.
... I think you get the idea here.
Whatever it is you want to sell, giving people irresistible reasons, backed up with a caseload of proof, is the surest and quickest way to a sale.
What proof elements can you add to your products and services?
Copyright 2005 Nick James
Nick James is a UK based direct marketer and product developer. During the last 3 years Nick has sold in excess of £1 Million of products and services. Subscribe to his Free Tip Of The Week email at: http://www.Nick-James.com
SurePayroll Small Business Scorecard(R): Small Businesses on the Hunt for New Hires
Business development centers help bolster local economy with free counseling, seminars
GST burden killing small business
Small Business Column: Time for Irish SMEs to take advantage
The Obamacare challenge that wonâ€™t die
Small Business Q&A: Peter Cosgrave, CPL Recruitment
The Credit-Card Survival Kit Your Small Business Needs (Infographic)
Small Business Economy Continues To Grow Modestly
GST red tape hurting business, economy
Decline of small business hurts recovery, jobs growth
5 Tips for Hiring a GREAT Bookkeeper
Bookkeeping?the "dreaded" word is something we all have to worry about. Business owners rarely go into business to deal with the financial aspects of running a business.
Common small-business marketing failures
When you feel like you're always busy working on your business, but not getting where you want to go, it can be frustrating trying to figure out how to get your marketing on track. It can easily become a "not seeing the forest for the trees" feeling.
Back when I owned an inventory-based business, one of my better customers had a clever barb in his repertoire. If we were out of anything he needed in his order, he would say "You know, this would be a great place to open a supply house.
Q and A: Personalized Birthday Cards from Paul Leonard
Paul Leonard's BirthdayCards2Go.com paid greeting card service offers convenience when you're rushing to send birthday wishes.
A corporate shell could be liken to a house that had been occupied by a family, prior to the family moving out it was a home. But now it is just shell, a skeleton a plain house with nobody in it, but if a family was to purchase the house and moves in, it becomes a home.
Small Business Support Equals Survival
Support is critical for your small business survival. You may shy away from the thought of having an advisory board to guide you through your rough spots, but having a group of professionals who are willing to be your sounding board can mean the difference between success and failure.
New Habits, Rebounding Economy Help To Sell Giftware and Collectibles
Just a few years ago, when one thought of a home-based sales business, Tupperware, Avon and a host of multi-level marketing schemes might have come to mind. Today, however, changing market conditions and evolving consumer habits have converged to make home-based selling businesses a realistic opportunity with real profit potential.
Creative Business Card Marketing
Announcements can be handed out as a business cardAnnouncements can be more than just a press release that lets the world know that something special has occurred at your place of business or to you personally. You can make announcements for almost anything.
Habits will determine your success
Habit: A consistent behavior you perform so frequently that it is automatic. For example, if you learned to drive a car with a standard transmission, the first few lessons were pretty jerky while you learned to synchronize the clutch with the accelerator pedal.
More Rules for Franchising?
The FTC- Mighty Federal Trade Commission has unilaterally decided to change the franchise rule. They changes are sure to hurt American business, Franchisors and the over 400,000 Franchisees in the United States today.
Reaching the decision makers
As a solo entrepreneur or small business owner, one of our key challenges can be reaching key decision makers in larger companies. Getting to the right person who can seal the deal can be a frustrating experience, especially if you don't have a game plan.
Local Government Relations for Small Business
Most small businesses simply go about their daily business and serving customers without ever worrying about local government relations. For some it turns out okay but for others it can become a disaster.
From Birth to Death
Your product is dying. With the same inevitability that we humans move ever closer to death, so does every software application move towards its eventual demise.
The three most important small business advisors
Thankfully, most of us will never find out. That is a GOOD thing! However, if YOU are a small business owner it's something worth knowing before one day you get kicked in the back-side.
Implementing an Internship Program
CONSIDERING COMPANY NEEDS: In identifying your needs for the internship, you need to examine the chief responsibilities of the position. And the broader they are, the more flexibility you will be giving yourself and the intern.
How to Give FREE Advice and Make Money
When is advice free and when should you charge for it?A question is often asked as to when to charge for information. This is not an easy question to answer as it really depends on the situation.
Admit your mistakes - then do not repeat them
That's right are you making enough mistakes in your business? Some of you are probably annoyed at my question; others are thinking "Geez, Rose! If I made any more mistakes I'd have to run screaming back to a day job!"If you went to school in the public school system in America, you were culturally trained to avoid and hide mistakes, after all; your teachers and professors didn't give you a great grade for your efforts unless those efforts produced great results. So, too, if you were an employee in corporate America you were rewarded for chasing perfection and penalized for making mistakes.
Franchising and Royalty Payments
If you are thinking of turning your current into a franchising company you will need to determine a fair and equitable franchise royalty fee. There are a number of questions you will need to ask yourself in determining this fee such as what services you will provide to your franchisee team and what that will cost.
How to Wash Mobile Homes as a Business
Washing manufactured homes, mobile homes, can be a lucrative and steady business. Generally Mobile Home owners desire to have their mobile homes washed twice per year.
Collection Agency Selection
Frankly, given the legal and regulatory requirements involved in attempting to collect a debt, it makes as much sense to do it yourself as it does to try to remove your own appendix. A collection agency is, on the whole, much cheaper than a doctors - and lawyers.
|Home | Site Map | Privacy Statement | More Articles|