essay selling a product

Product Marketing Essay Examples & Topics

Product marketing is the process of taking a product and launching it into a market. This process takes place in the beginning of a product’s life cycle. Product marketers have to understand the product and the customers that it will reach.

Introduction of a new product consists of five steps.

The first step is discovery, where specialists conduct research. The next stage is planning: the team comes up with an effective marketing strategy. It is followed by definitions, where the customers are identified. Then it is time for the preparation stage, where campaigns are developed. Finally, the product launches, and it is time to monitor it to ensure its growth.

In your product essay, you might want to focus on product marketing strategy development. Another option is to discuss the essential product management issues. Want to know more about how to promote a product? Essay examples, topics, and writing tips are collected here. In this article, our IvaPanda experts have broken down how to write a successful product marketing essay. We listed some advice on how to describe any item that needs to be marketed and sold. Furthermore, on the page, you will also find product essay examples.

Write an A+ essay about product marketing with us!

Product Essay: Writing Descriptions 101

To sell a particular product, you have to advertise it effectively. If you are studying marketing, you are very aware of that fact. However, you should also be mindful of writing a clever description of the item you’re advertising. An accurate and complete product description leads to the selling of a product. Essay examples analyzing such advertisements can be found below. Here, we will explore how to describe a product correctly.

Here are some ground rules:

• Determine your audience.

Before you can begin selling your item, you need to know to whom you’re selling it. Promoting a product cannot be accomplished without identifying your target audience. To do this, you need to get into the heads of your customers. Think of their interests, why they want your product, which features they would pay most attention to.

• Think of the product’s benefits.

With your buyer in mind, imagine what parts of your product are of the utmost importance. This will be the basis for your product promotion. Your audience needs to know how you can improve their lives. Mention the quality of the product and its unique selling point.

• Try a story-telling technique.

The days of personal selling door-to-door are over. Yet, you can still try to appeal to your customers. Their emotions will still influence their purchase, so try to call to them by being as precise as possible. Mention all the features that will be relevant. Ensure that you allow them to visualize their experience with the product.

• Work on the wording and tone.

Your sales letter needs to sound convincing but not overbearing. Try being as natural as possible in your wording, as though you’re working retail and selling the product face-to-face. At the same time, don’t shy away from using powerful words. Make sure your phrasing will elicit a strong emotional response from your audience.

• Make sure it’s easy to skim.

In the day and age of social media, people are surrounded by information. There isn’t enough time in the world to absorb it all. So, ensure that your description is easy to skim. Keep your introduction and conclusion short, use bullet points, and break your text into paragraphs. Our summarizer tool can help you see your essential arguments.

• Add keywords and images.

Remember to review your text to check that it is optimized for search engines. After all, that is how most people will stumble upon it! Make sure to add decent, quality images that capture your product design. They are just as important as the full item description.

How to Write an Essay about a Product

Even if you have read through different examples of essays about products and marketing in general, you might still have questions. For example, how do you create a correct paper structure? What is product-market research? Should you include it in your essay? In this section, see how to start your marketing essay.

Here are some tips on how to write an essay about a product:

• Introduce the product. This is the stage where you develop a relationship with your reader. Show your audience that you understand them and start to familiarize them with your item. They don’t have to know the history of the product development – just the context.
• Address the problem. In other words, formulate your thesis statement. Think of an issue that you could describe. Or consider ways to improve your product. You can approach this through tools such as marketing mix. Our thesis generator can help you formulate it.
• Describe the product in question. In the body of your essay, you need to capture the essence of your item. You can think about it in terms of a product launch. How do you sell it to the customers? Be specific, and don’t forget who your audience is.
• Evaluate the product’s features. Imagine what kind of service or benefit your readers might receive from it. Don’t forget to mention key details. For example, imagine you’re talking about a local product. Acknowledge a few different alternatives available on the market to validate your research.
• Conclude your assessment. To round up your essay, deliver your final verdict on the product. Mention whether you think the price-to-quality ratio is worth it. Your product essay has to be valuable to those who read it, so be candid and thoughtful.

Thank you for reading! We wish you all the best with your paper. Now, you can proceed to read our examples of essays about product below.

372 Sample Essays on Product Marketing

Victoria secret target market & consumer demographics, scrub daddy inc.’s superior sponge marketing plan.

• Words: 3585

The Product Life Cycle (PLC): Apple Inc. Case

• Words: 1441

Apple Distribution Channels Research Paper: Direct & Indirect Distribution of iPhone

• Words: 2874

Bulla Creamy Classics Ice Cream’s Marketing Strategy

• Words: 1615

MacBook Pro: Targeting, Positioning, Marketing Mix

• Words: 1663

Nike Shoes Product Marketing and Perceptual Map

Decathlon company’s new product marketing strategy.

• Words: 3498

New Energy Drink Marketing Strategy

• Words: 3973

Marketing Strategies for Laundry Detergent “Finish Dishwater Tablets 25 Pack”

• Words: 1502

Christian Louboutin: Brand, Voice, and Guidelines

• Words: 1096

Marketing: McDonalds and KFC

• Words: 2511

Potato Chip: Basics of Cost & Managerial Accounting

• Words: 1413

Forbidden City: Launching a Craft Beer in China

Pricing and distribution strategy: blizzard from dairy queen, marketing: rolex as product, its promotion and price.

• Words: 7165

Apple, Samsung, Sony, LG, Toshiba Product Hierarchies

• Words: 2775

Xbox Product’s Market Segments and Decision-Making

• Words: 2726

Coco Mademoiselle by Chanel: Consumer Behavior

• Words: 1235

Sleep and Wake Pillow Product Development & Marketing

• Words: 3060

Nike Shoes’ Marketing and Segmentation Strategy

Tastykake’s innovative product introduction, the dyson robotic vacuum: target group and marketing plan, vaseline product: brand and packaging perspectives, why barbie has been so successful, victoria’s secret’s positioning and product differentiation, red bull project’s effective leadership measures.

• Words: 9892

New Product Development: Smart Shopping Cart

• Words: 1140

Christian Dior’s Jasmine Perfume’s Marketing

• Words: 1708

Unilever’s Product Development: Collaborative Innovation

• Words: 2492

OGX Beauty Product Launch Project Management

• Words: 2740

The Consolidating Steel Industry

Chanel cosmetics competition analysis.

• Words: 2510

Vertu Company’s New Product Advertising Strategy

• Words: 1478

Foldable Fabric Trolley: Product Design and Development

• Words: 8852

Nestle’s Nescafe Arabiana Marketing Plan Audit

• Words: 3387

Finish Dishwasher Tablets and Its Buyers’ Behavior

Kellogg company’s marketing positioning.

• Words: 1086

Blu-Ray DVDs: Marketing and Target Market

• Words: 1532

Dunkin’ Donuts Products’ Competitive Advantage

Autonomous vehicles product development and launch.

• Words: 1424

IKEA Company’s Product Design and Pricing

Smart bags: product life cycles stages, adopting marketing strategy across cultural and religious divides: mcdonald’s home market and turkey.

• Words: 1259

Marketing Mix of Yorkshire Tea

• Words: 1109

Organizational Buyers

• Words: 1790

Development of a Low Calorie Date Jam

• Words: 3104

Aqualisa Quartz: Simply a Best Shower

Green marketing: tesla’s case, soju product: socio-cultural environment influence.

• Words: 1674

Samsung & LG Electronics: Product Differentiation

• Words: 1681

New Product Feasibility: Tecno N7 Series Android Smartphone

• Words: 3127

Amazon.com Website Products Marketing

• Words: 1142

A Strategic Marketing Plan for the Coca-Cola Amatil Company

• Words: 3444

Rococo Chocolates: A Marketing Plan and Business Strategy

The tesla model 3: product evaluation, pricing strategy for a general motors’ chevrolet bolt ev.

• Words: 1246

New Product Campaign Pitch: Women Cosmetic

• Words: 1946

Ford Motors Company’s New Product Development

• Words: 4222

Woolworths’ Homebrand Product Marketing Mix

• Words: 1659

IPhone as a Product That Isn’t Worth Its Cost

Dubai private hospitals’ product hierarchy.

• Words: 2766

Neptune Gourmet Seafood’s New Product Launch

Tesla motors’ electric vehicles marketing.

• Words: 1704

IKEA: Overview of Marketing Strategies

Advanced marketing strategy of adidas group.

• Words: 1763

Marketing Strategy of Kellogg’s

• Words: 1119

BMW Company Differentiates Its Products

Salespeople promoting products: pros and cons, product classification, differentiation, branding.

• Words: 1388

Samsung Company Smartphone Marketing

Ahp company in the automated wheelchair market, promotional plan & strategy development, fast-moving consumer goods’ marketing management, starbuck’s services and relationship marketing, ibg join venture & toothpaste business plan.

• Words: 6853

Starbucks’ New Ice Cream Product and Service Plan

• Words: 1218

Hershey Company’s Product Line of Shareables

• Words: 4037

Virtual Reality Technology for Wide Target Audience

• Words: 1088

Nissan Patrol Product Marketing in the UAE

• Words: 2201

Kaisr Original Product Description and Marketing

• Words: 1925

Product Hierarchy in the UAE’s Industries

• Words: 3740

Ergonomic Chairs: Product Marketing

• Words: 1124

Drink-At-Home Inc.’s New Product Development Plan

Charles chocolates company product marketing, developing retail packaging for a new product.

• Words: 1114

Licious Whiskers: Retail Sales Plan

Sobar: the non-alcoholic drink.

• Words: 1158

New Balance 827 Sneakers for Active Lifestyles

• Words: 1175

The Costs and Pricing of Athletic Accessories

• Words: 1569

Licious Whiskers Distribution in Tennessee

The new balance sneakers product marketing, mealztime cordless self-heating bento box, nike’s baseball shoes: product marketing, the eight sleep pod: product marketing, tokyo’s branding & social media, decoding the art of television commercials.

• Words: 1240

E-Cigarettes and Tobacco Product Marketing Tactics

Crescent pure promotion: case study, domestic production as an essential for stabilizing the economy, effects of red bull’s promotion on sales volume.

• Words: 4278

The Coho Salmon Cake Product Marketing

• Words: 2977

The Wrinkle Cream Marketing and Pricing Policy

Chevy silverado vs. gmc denali trucks comparison, fraudulent claims and incomplete product content, developing a supply chain security policy, led (light-emitting diode) table lamps as products, jolt coffee’s new categories of commodities, the lenovo consumer digital journey.

• Words: 2575

Market Efficiency and Externalities

Product advertising through product placement, solar powered sunglasses product marketing, psychographic and behavioral characteristics in promoting the product, the attractiveness of environmentally-friendly clothing products, new products: electric scooters, importance of development of the cellphone, women’s outdoor clothing: product marketing, smart glasses: the product development.

• Words: 1059

Apple: Behavioral Economics

Tekio modular lighting lanterns’ marketing campaign.

19 Persuasive Marketing Techniques For Product Descriptions That Sell

Darren DeMatas

November 30, 2023

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People don’t read online; unless they’re about to spend money—then they scrutinize each word.

Design, SEO , and advertising  can only get you so far. If you want to accelerate sales online, you need persuasive copy. According to Harvard Business professor Gerald Zaltman,  95% of our purchase decision  occurs in the subconscious mind. Most marketers ignore how our brains work and fight against human psychology.

With a few persuasive writing techniques, you’ll be able to write compelling copy quickly and sell more products.

“The principles of psychology are fixed and enduring. You will never need to unlearn what you learn about them.” Claude C. Hopkins

This is a mammoth post, so I added links to sections for you TL;DRs out there.

• Use Repetition To Make Your Claims Believable
• Use Maslow To Match Search Intent
• Turn Shoppers Into Buyers With Benefit-Focused Copy
• Use Forum Research To Get Inside Your Buyers’ Mind
• Use Sensory Words To Connect With Your Buyer’s Subconscious
• Use Scarcity To Boost Sales
• Use Micro Commitments To Turn New Customers Into Big Spenders
• Use The Blemishing Effect To Increase Trust
• Amplify Your Top Pages With Power Words
• Improve Ad Performance by “Borrowing” from Tested Copy
• The Disrupt and Reframe Technique (DTR)
• Use Buyers’ Words to Build Brand Preference
• Use the Endowed Progress Effect To Build Customer Loyalty
• Sway Buyers On The Fence With A Rhyming Sequence
• Be Ultra Specific
• Use Social Influence To Lift Conversions
• Use Mini Stories to Fascinate Readers
• Improve Message Recall with The Serial Position Technique
• Use The Priming Technique to Make Your Marketing Their Idea

1. Use Repetition To Make Your Claims Believable

Repetition is one of the easiest persuasive writing techniques. The more someone hears your message, the more believable it is.  This psychological concept is known as the ‘ illusion of truth ‘.

This technique is most effective when people are least attentive. Since the  average online attention span is 8 seconds  –  you better be repeating your benefits throughout your product page.

Step 1: Determine The Biggest Benefit Of Your Product

Hopefully, you’ll take me up on Tip 3 and create a feature/benefit list for your product. If not, don’t overthink it.  Go for the most obvious benefit.

The most obvious benefit for a jacket is weather resistance.

Step 2: Repeat The Biggest Benefit 3-5 Times

Most people will scan first before reading. So make sure you include your #1 benefit throughout your page layout. Include it in your headline, intro, subheads, bullet points and conclusion.

Take a look at this Calvin Klein jacket. Macy’s wants you to believe this jacket is weather-resistant. The product page gets the point across, without mind-numbing repetition.

2. Use Maslow To Match Search Intent

Remember Maslow’s hierarchy of needs from college? Maybe you forgot because you didnt get enough good sleep . Every time your prospect uses Google search it’s out of a deep psychological desire.

Your job as a marketer is to understand that need. Your copy will be much more persuasive, and it will rank significantly better in a Google search.

Step 1: Determine The Psychological Need Of Your Product

Your job here is to address the primary psychological need behind a search for your product. Some products can meet two. But we want to keep it simple and actionable, so pick one.

• Are you selling make-up or jewelry? Esteem.
• Are you selling organic food? Physiological.
• Are you selling antivirus software? Safety and security.

Step 2: Use Words Suited For That Mental State

Tone matters a lot in writing. Once you are through with step 1, add some words from this article  to your product page.

Step 3: Anticipate Questions About Your Product

Use the keyword research to find questions about your products. This will help you match search intent from a potential customer.

• Plug Your Product Page Into Google Keyword Planner
• Include When, Where, Why, What and How As Required Words
• Look for Concerns You Can Address On Your Product Page

Your goal with step three is to find concerns related to your product that you can address on your product page. If you still can’t find real product questions try this Twitter research trick  from Ann Smarty.

Step 4: Connect Questions to Product Features

Some shoppers might be concerned about cleaning a leather jacket before buying.  Your sales page should briefly address that concern. The solution is easy. Add a simple bullet that turns the question into a benefit.

Ex: “Top-grain leather that cleans easily with a microfiber cloth.”

Your updated page meets psychological, emotional needs and overcomes objections a buyer might have. Sounds like a slam dunk to me. 🙂

3. Turn Shoppers Into Buyers With Benefit-Focused Copy

No matter what product you are selling, the benefit to your customer is a  better version of themselves.   This is why it is so important to understand who your ideal customer is, what questions they have, and how you can help them. You’ll be wasting your time if you jam persuasive tricks into your copy. Even worse, you might come off like a manipulative idiot.

Here is a 3-step process to write benefits-focused, persuasive copy.

• Make a list of your product features.
• List actual benefits of using the product.
• List out how those benefits make your customer’s life better OR avoid problems.

Henneke Duistermaat has an entire ebook that goes into more depth about writing benefits-focused sales copy .  You can grab a copy .

4. Use Forum Research To Get Inside Your Buyers’ Mind

Would you be able to sell more products if you knew someone’s thoughts before they buy something? Of course you would!

You don’t have to do exhaustive primary research to find the right words to use, but you do  you need to find out why people buy your product and use that language on your product or category page. Here’s how:

Step 1: Find Conversations about Buying Your Product

There is an online forum for just about any topic. A lot of times you, can find people who just bought a similar product, and you can see who they are and what they are chatting about. Type the following searches into Google.  Just replace  “keyword” with your product and “niche” with your industry.

• “keyword” OR “niche” “just bought” inurl:forum
• “keyword” OR “niche” “should I buy” inurl:forum
• “keyword” OR “niche” “should i buy” “because” inurl:forum
• “keyword”OR “niche” “just bought” “because”  inurl:forum
• “need help with” “keyword” OR “niche”

The search term, “racing tires” “should I buy” inurl:forum  surfaced 455 car enthusiasts talking about buying racing tires. This is like eavesdropping on a conversation between friends. No focus group needed. How’s that for marketing research?!

 Step 2: Read The Threads and Create a Quick and Dirty Persona

In this step, your goal is to create one (yes, only one) buyer persona.

• Open up a forum thread from Google search.
• Click on a commenter’s profile link.

If you can’t find info about their age, location, hobbies and profession take an educated guess. Your persona should also have a name.

Step 3: Collect Answers To The 5 Questions Below:

As you research the forum threads copy and paste answers to these questions.

• Why did they buy?
• What are their pain points?
• What concerns did they have before buying?
• What is important to them when buying this product?
• What do they use the product for?

Step 4: Update Your Pages

It’s easy to forget that you are writing for a person when writing on the web. Understanding the mental state of potential buyers is the most powerful market research you’ll ever do. As you update your product pages, keep James Holley in mind. He is probably anxious to burn some rubber after a long week selling insurance.  

5. Use Sensory Words To Connect With Your Buyer’s Subconscious

I’m not talking about fluffing your copy up with phony adjectives. Meaningless words like “high quality” or “state of the art” send your reader’s brain into glazed state. Sensory words describe and create a feeling.

Our subconscious collects sensory data (taste, smell, sight, hearing, touch). When information is registered, sensory areas of the brain are activated .

Step 1: Observe Your Product And Create A List Of Concrete Words

Create a table in Excel with sound, sight, touch, smell and taste as headers.  Observe the sensory details of your product. Don’t overthink this. If you can’t imagine it, it is not concrete. You don’t need to appeal to all five senses, and you don’t need a mega list.

Step 2: Read Customer Reviews To Find Sensory Words

In this step, you are looking for words that describe your product and the environment of how it’s used. While reading reviews, I noticed people use Crocs at the beach and inside their house.

You don’t have to make this a grind. To combat information overload, sort the reviews by most helpful. Spend a few minutes on this step, no more.  After reading the first two pages of product reviews, you’ll be able to add some words that you hadn’t thought of.

Step 3:  Add Sensory Words To Your Product Description

When you tackle this step, give context to the words you use. For example, “blisters” is a very concrete, sensory word, but it is also negative. So your copy could say  “ A flexible sole helps avoid foot pain and blisters from walking on hard tile floors.”

Compare our quickly crafted sentence with Kohl’s product description: “Crocs shoes are great for outdoor adventures.” (Yawn). No one buying shoes is looking for an “outdoor adventure.”

6. Use Scarcity To Boost Sales

Cialdini’s principle of scarcity states that desire to obtain something increases when there is a perception of limited availability.  Research shows that scarcity increases impulse buying.

Don’t burn bridges like CoffeForLess  with fake scarcity. Use this technique when you actually have a limited time offer or limited quantity.

Step 1: Create A Time Sensitive Sale

Select high margin or popular products. Install a countdown timer plugin, email your list and run a sale. There are a lot of plugins that can do this. Here are a few of them:

• Sales Countdown For Woo Commerce
• Sales Countdown For Open Cart 
• Price Countdown For Adobe Commerce
• Page Expiration Robot – Countdown Timer For WordPress
• Shopify Countdown Timer

Step 2: Add A Limited Quantity Alert On Product Pages

Use a plugin to show visitors a message when your inventory is low.  Phrases like “Hurry! Only 1 left!” can help move customers to action.  People get a thrill when they snag the last one. I know I do 🙂

Never pressure people to PUSH them into purchasing. Instead, use pressure to PREVENT them from procrastinating. There is a fundamental difference between the two. – Michel Fortin 

Thinking about using scarcity tactics on your product page?  Check out this in-depth article  and be sure to take a  non-scuzzy approach .

7. Use Micro Commitments To Turn New Customers Into Big Spenders

A high dollar sale on the first visit can be a big ask. Instead, use the principle of commitment and consistency . People want to be consistent. Once someone commits to something small, they are more inclined to continue the process.

How can you use this to increase sales?

Step 1: Ask New Customers if They Are Likely to Buy from You Again

Customers love getting an order confirmation emailed to them. Turn it into a marketing opportunity. Use automated email software like  Klaviyo to add this question to the bottom of the order confirmation email:

“Are you likely to buy from us again?  Yes    No.”

Make the responses “Yes” or “No” hyperlinks so you can track if they are clicked.  You don’t want to set up a complicated survey, work it into your regular workflow and make it as easy as possible.

Step 2: Send a Coupon/Promo Code 

Customers who responded positively to your first email are likely to follow through with their original commitment. Incentivize them to be consistent by sending them a coupon to save $10 when they spend $150. The actual numbers will depend on your store. The goal is to turn them into a big spender.

You can even word the email like this:

A few weeks ago you said you would like to buy again from mystore.com. We wanted to send you a quick thanks for your recent order with a promo code to save on your next purchase. You can save $10 when you spend $150. Here are some of our most popular items (show images of products over $150). Promo code is good for 30 days.

When someone publicly declares they will do something, they are likely to carry through with that statement. This is also called the “ mere-measurement effect .”

Tip: Send the same email to people who also said no. Just remove the first sentence.

8. Use The Blemishing Effect To Increase Trust

Trying to hide the negative features of your product? Researchers from Stanford suggests you shouldn’t.

Customers can tell when you write a product description that’s 100% positive fluff. Adding in a small dose of negativity can make your product more attractive.

We find that as long as the negative information about a product is minor, your pitch [to a consumer] might be more persuasive when it calls attention to that negative, especially if consumers have already learned some positive things,” – Baba Shiv

9. Amplify Your Top Pages With Power Words

A lot has been written about the psychology behind persuasive words . Here are “must have” words for your ecommerce site.

• You: Using this word forces you to focus on how customers will benefit from doing business with you.
• Free: Our brains are hardwired to respond to “FREE .” Don’t overdo it.
• Because : Giving your reader a reason will make your copy more persuasive. Using because helps you trigger action by giving them a specific reason.
• Imagine:  Research suggests that imagining using or owning a product increases the desire to own it.
• New : Using this word activates the brain’s reward center and makes products seem more attractive.

Now that you know the words to use, it is time to put them to work for you.

Step 1: Use Google Analytics to Find Your Top Landing Pages

Don’t try to update all your pages at once. It is too tall of a task. Use Google Analytics to find your top 3-5 product landing pages.

• Log in to Google Analytics
• Click on Behavior
• Click on Site Content
• Click on Landing Pages

Step 2: Update the Copy To Include Those Power Words

Chances are your home page is a top landing page. Be sure to include power words, like “Free Shipping” in global elements like headers.

Use power words at the beginning and end of your product page. Include them in bulleted lists too.

10. Improve Ad Performance by “Borrowing” from Tested Copy

When you’re writing persuasive copy, it’s easy to miss the forest for the trees. If you don’t analyze competitor ad copy, you’re missing out on insights from tested copy.

Step 1: Find Out Who The Big Advertisers Are In Your Niche

Type a keyword from your niche into SEMRush along with (adwords_historical).  In the example below, I used “work boots” (adwords_historical) to see all the companies advertising for that keyword. Look at their ads traffic price to get an idea of how much they are spending each month.

Stick with companies spending more than $10K per month. These companies are smart enough to test their ads and use the best performing ads the most.  Avoid megastores like Amazon or Overstock.com. You’ll get too much data to analyze. You want to write persuasive copy, not analyze data.

Step 2: Review Their Ad Copy

In SEMRush type in the big spenders domain with  (by uniq_ads) to see all of their ads. In the example below, I typed in workboots.com (by uniq_ads) . SEMRush will show you the ads that have the most keywords. For a company spending $10K + on PPC, you can bet that their best ads get the most keywords. Look for common themes within the ads. Pay extra attention to any benefit-focused ads.

Step 3: Update Your Copy

Your competitors spend a boatload of cash figuring out which ads sell the most products. People who shop for work boots care about new styles and slip resistance. Focus on those points when updating your copy. Also consider following these copywriting tips.

11. The Disrupt and Reframe Technique (DTR)

If you want a fast and effective method for influencing people , DTR is it.

Most of us go into auto-pilot mode when surfing the web. By disrupting your readers’ understanding on a typical phrase, you can knock them out of auto-pilot and reframe their thought process to give new meaning to the confusing phrase.

Apple’s entire marketing strategy is based on DTR.

Here is how you can do it:

• Add a bizarre or confusing statement in your copy: “Retina re-envisioned”
• Reframe it to give new meaning: “The moment you open the new MacBook, its gorgeous 12‑inch Retina display with edge-to-edge glass brings everything into focus. Every photo leaps off the screen in rich, vibrant detail.”

12. Use Buyers’ Words to Build Brand Preference

Have you ever bought a product because your friend told you it was “high performance” or “innovative”? No.

This is why you need to eliminate marketing speak and write for your ideal buyer.

Professional copywriters know that the most persuasive language comes directly from the customer ( see Tip #28 ).  But why?

According to the Kellogg Marketing Faculty at Northwestern University , consumers seek comfort and self-expression in the brands they choose. By using your customers’ own words you can shortcut the persuasive writing process and help readers self-identify. Joanna Wiebe explains how to do this in her post , but here is the gist:

• Search for customer reviews for your product on Google, Amazon or forums.
• Copy memorable phrases directly from customers.
• Paste them into your product pages.

Don’t copy entire paragraphs. You’re looking for emotionally charged phrases to leverage into your copy. Here are some examples from racing tires:

• “quicker acceleration, better braking, smoother ride, less wear on shocks”
• “Lower weight is important, but traction is more important”
• “meaner tire, they have great wet traction, they stick, lots of dry traction”
• “Some people whine about them on wet roads, but I had zero hydroplaning issues and I drove them through winter here in the metroplex”
• “with fresh rubber”
• “I love spirited driving”

You want to sound like a customer, not a marketing company. Check out some more examples here.

13. Use the Endowed Progress Effect To Build Customer Loyalty

You’ve worked super hard to get a customer, use the endowed progress effect to keep them buying from you.

Reward programs give your customers a sense that they are working towards a goal. By giving them a few extra free points, they will be more likely to buy from you again. Check out this study from USC.

To create an effective program you need:

• Reward program technology. Like a plugin or points system.
• A persuasive autoresponder email chain to let customers know they’re close to a reward.

Please don’t just use the boilerplate copy from the plugin. Be sure to cater it to your audience.

14. Sway Buyers On The Fence With A Rhyming Sequence

Research suggests that rhyming phrases are more believable .  I am not suggesting that your product pages sound like nursery rhymes, but the “rhyme as reason” effect can help persuade people who are on the fence.

Johnny Cochran, O.J. Simpson’s lawyer, knew about this cognitive bias.

If the glove does not fit, you must acquit.

Rhyming makes copy easier to remember and ideas easier to digest. This concept is also known as the fluency effect . Rand Fishkin has an excellent white board on this topic.

Here is how you can incorporate rhyming today:

• Boil your product or benefit down to the simplest word (ex. Weather Proof Jacket = rain)
• Go to  Rhymer.com
• Find a word that rhymes with your product or benefit (ex. main)
• Add the rhyming phrase to the start or end of your product description   (ex. The Calvin Klein hooded windbreaker will be your main jacket to project against the rain.)

This exercise can be a lot of fun, and it will make your benefits more persuasive.  Don’t overdo it, Mother Goose.

15. Be Ultra Specific

Copy has to be credible to be persuasive. We are all bombarded with generic marketing claims all day long.  Precise details turn your ho-hum headlines, taglines and slogans into believable messages.

When it comes to selling products, details about problems or benefits make your copy trustworthy. Notice how the details describe the benefits of the raincoat material.

Constructed with durable, water-resistant, urethane-coated nylon taffeta and rustproof snaps; watertight bound seam construction. – REI

Ask yourself these questions to help you pull out the relevant details for your product page:

• What is your product made of?
• Where is your product made? 
• How is your product made?
• How many people have used it?
• Are there quantifiable features?
• Are size dimensions relevant?

When you start adding irrelevant details like the number of grooves on a pen grip, you’ve gone way too far.

Online shoppers are skeptical . Adding details helps people understand you are telling the truth.

16. Use Social Influence To Lift Conversions

As we saw in Maslow’s pyramid, belonging is a basic psychological need. This is why peer pressure works. Our ideas are validated when similar people share them: this is especially true for shopping online.

71% of online shoppers read reviews before buying.

Here are two surefire ways you can use social influence on your ecommerce site:

1. Add Product Reviews

Reviews help validate your claims. It is one thing for you to say “This backpack is durable.” It’s more impactful when a customer says the same thing. By simply adding a reviews widget, Express Watches  increased conversions by 58% .

It is not enough to add a widget; you have to be proactive about getting them. Once you add the widget:

• Email customers who purchased your top selling products
• Offer them a discount or points for leaving a review
• Add an automated email asking people for a review a few weeks after receiving the products

2. Add a Recommended Products Widget

When people get stuck on a decision, they look to see what other people do. This is why a recommended products widget can help lift conversions.  When people don’t find what they want, they leave. Providing additional suggestions to them might persuade them to check out other products.

17.  Use Mini Stories to Fascinate Readers

Stories that relate to your audience strengthen your brand position. If your story doesn’t, your copy will come off cheesy.

Do you remember James Holley from Tip #4? He will probably appreciate a mini story about peeling out in the office parking lot on a Friday night.  This story works because it’s:

• Relevant to our ideal buyer and product
• Simple and concise
• Imagery is concrete and vivid

This mini-story would be a huge turnoff to Donna, 57, in New York City. She values safety and style when buying luxury tires.  Burning rubber would run her off your site. You’re job is to tell an unexpected story that will entertain your ideal customer. Something they won’t read on an Amazon product description.

Retailer J. Peterman is known for their unique product descriptions. Check out this one.

18.  Improve Message Recall with The Serial Position Technique

People remember what they saw first (primacy effect) or last (recency effect). Use this to your advantage. Put your best copy where it matters most.

Step 1: Begin with an Ultra Short, Benefit-Rich Product Summary

When you write copy for product pages, you have to consider the design. Once you see how the information is  layered on the page , make sure to put your most persuasive copy right at the beginning. Keep it short and uncluttered.

Bonus SEO tip : Use your, ultra-short persuasive intro as the meta description to improve your click-through rate from searches.

Step 2: Rearrange Your Bullets

Readers love bullet points. Don’t rattle off a bunch of product features. Make sure that your bullets are a list of benefits. Give extra love to the first and last two bullets.

Step 3: End Your Product Description with a Persuasive Message

If someone reads your entire product description, chances are they are almost ready to buy. Don’t fizzle out at the end. Give them one simple, memorable reason why they should buy this product.

19. Use The Priming Technique to Make Your Marketing Their Idea

Priming is similar to the principle of commitment and consistency Both are used to influence subsequent behavior. The main difference is that priming is the process of tapping into the  subconscious mind.

Numerous studies show the priming effect in action . For example, three groups were primed with different words (rude, polite, and neutral). The group shown rude words were most likely to interrupt the interviewer. In another study ,  people who were shown sad faces 🙁 preferred mood-enhancing content.

Because people are influenced subconsciously, primes are perceived to be their own ideas. Remember the movie Inception? Same thing. When people think they are being “marketed to”, all bets are off.

Here are two ways you can use priming for your ecommerce site:

• Use homonyms to influence buying
• Use price priming to position your best products

Using Homonyms To Influence Purchase Behavior

A study from the University of Miami revealed that adding the words “bye-bye” in the web copy increased sales. This is because the word sounds like “buy.” You can use this on your product pages easily by using a sentence formula: “Say bye-bye to [problem] with [feature] that [benefit].”

Fuel can example: Say bye-bye to spilled gas with the locking nozzle that won’t leak.

As University of Chicago points out, you can also say “Good-Bye” on your order confirmation page to subconsciously influence that a “good buy” was made.

Don’t go overboard. If you use this on every page, it will lose its effect.

Using Price Priming To Sell More of Your Popular Products

This is not really a “copy writing” technique, but it can improve your sales. You can influence customers’ value perception by placing your top products next to super expensive products.

A $600 watch seems less expensive when placed next to a $2500 watch. This subconsciously influences your visitor to think the $600 watch isn’t that expensive. This is the reason why the default price setting on many ecommerce sites is “high to low.”

Another strategy is to implement a “featured” area on your category page.

You can also use colors, images, and metaphors for priming .

Ready for More Sales?

Persuasive writing means marketing to the subconscious. This is where purchase decisions are made. We’ve gone through a long list of persuasive writing techniques. You don’t have to tackle them all at once. Pick one technique, and you’ll be on your way to improving product sales. Remember, moderation is key.

Enjoy this article? You’ll love my free ecommerce marketing course .

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How to Sell Anything to Anybody

Published: November 09, 2023

This might seem like a paradox, but the secret of selling anything to anybody is not attempting to sell just anything to just anybody.

Whether you work in retail, auto sales, or B2B business you‘ll have far more success if you’re familiar with the characteristics of your target buyers and thoroughly qualify each prospect against that matrix. This is called an ideal buyer profile , and it's like having a secret weapon.

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By finding the specific type of “anybody” who is just right for your product or service, you‘ll avoid wasting time on poor-fit leads. And regardless of what industry you’re in or what type of organizations you sell into, a few sales axioms hold. These rules can help you sell more to just about anybody, and in this article, we break them down into five main categories:

How to Sell Anything

• How to Sell Online

How to Sell a Product

How to sell a service.

• Techniques for Selling

• Focus on your buyer.
• Do your research ahead of time.
• Get to know them first.
• Be helpful.
• Ask thoughtful questions.
• Listen to what they say.
• Use psychology.
• Meet them where they’re at.
• Speak to their emotions.

1. Focus on your buyer.

Do you have a friend or family member who monopolizes every conversation? They probably aren't your favorite person to talk to. Add a bragging tone and they become especially intolerable.

Just like you don‘t like listening to a self-absorbed acquaintance blabber, buyers don’t like listening to salespeople talk at length about their companies or offerings. What you perceive as informative and interesting, prospects perceive as obnoxious and irrelevant.

The cardinal rule of sales is to always make it about your buyer. Every email you write, voicemail you leave, demo you give, and meeting you attend should place the focus squarely on the buyer. Constantly ask yourself, “What's the relevance to this particular prospect?” and customize each interaction accordingly.

How will you know what's relevant? See below.

Free Sales Plan Template

Outline your company's sales strategy in one simple, coherent sales plan.

• Target Market
• Prospecting Strategy

You're all set!

Click this link to access this resource at any time.

2. Do your research ahead of time.

If you expect buyers to give you their time and learn about your product, you need to spend time learning about them first. In the age of social media, there's no excuse to call or email a buyer with no knowledge of what they do and what they care about.

Pre-call research doesn't have to take a long time. Depending on your particular sales cycle, as little as five or 10 minutes per prospect might suffice.

Here are some places to research prospects before you attempt to engage them in conversation:

Social Media Profiles

Whether it’s Facebook, Instagram, Twitter, or TikTok, you can learn a lot by someone just by scrolling through their social media profiles.

LinkedIn is an especially great place to research sales prospects. Review their profile to gather information about their background, skills, and experience. Additionally, join relevant industry groups to gain further insights.

Be sure to check if you have any mutual connections with the prospect through any of these networks, and reach out to them for insights or potential introductions.

Don’t forget to review their company pages as well. There you can learn more about their industry, products/services, recent news, and their target audience.

Press Releases

Reviewing press releases from your prospect’s company provides up-to-date information about the company’s announcements, product launches, partnerships, expansions, and other recent developments. This helps you better understand their business activities and priorities.

They can also reveal how the company is positioning itself in the market. By understanding their public statements and messaging, you can gain insights into their brand image, market positioning, and strategic direction.

If your prospect’s company doesn’t have a ton of press releases available, be sure to look at their competitors’ press release pages. Even if there are some differences between your prospect and their competitors, you can still discover industry trends, market challenges, or regulatory changes that they might be dealing with.

Read industry-specific blogs to gain a deeper understanding of the challenges and trends your prospect may be dealing with.

Be sure to check if your prospect’s company published a blog and see if your prospect has written any posts for it. Reading what they’ve written gives you insight into their unique perspectives. Plus, it can be a great conversation starter.

For instance, when reaching out to them, you can reference a relevant blog post they have written to show that you have taken the time to do your research and are genuinely interested in establishing a relationship with them.

Company Financial Statements

If you’re able to access them, your buyer’s company financial statements can reveal information regarding their financial stability and cash flow. This understanding helps you assess the prospect's buying potential and their ability to invest in your product or service.

Financial statements also provide insights into the priorities of a company. For example, if you see significant investments in research and development, it indicates a focus on innovation and improvement. Understanding these priorities assists you in aligning your product or service value proposition with their strategic objectives.

Conduct a Google search on the prospect's name, their company, and any related news or updates. This can help you stay up-to-date and identify any recent developments that may impact their needs or challenges.

When doing your research, try to find information about their needs, pain points, goals, and preferences. That way you can tailor your messaging around issues that are important to them.

Pro tip: If you’re using HubSpot’s Customer Profiles Software , you can siphon all of this known information about a prospect directly into your inbox.

3. Get to know them first.

Building rapport with your prospects is crucial for several reasons:

• It establishes a foundation of trust and likability.
• It facilitates effective communication.
• It helps you gain insight into their needs, motivations, and decision-making process.
• It can differentiate you from competitors.
• It contributes to an overall positive customer experience.

If a customer entered a retail store, you wouldn‘t immediately say, “Hello, would you like to buy this blouse?” You’d likely start by asking, “How are you today?” and then, “What brings you in today?” You might sprinkle in comments like, “I love that top you‘re wearing.” or qualifying questions like, “So, you’re looking for a cocktail dress. May I ask what the occasion is?”

Similarly, when you‘re conducting B2B outreach to a prospect you haven’t spoken with before, it's important to lean heavily on the research element we touched on in step two.

If you notice your prospect lives in Phoenix, do a quick Google search of new restaurants in the area, and open by asking if they‘ve been and what their favorite dish is. Are they from Colorado? Open by asking how the snow is this season and if they’re a skier.

The bottom line: Genuinely get to know your prospect before you launch into what you have to offer, why they should care, and why you're better than your competitors.

4. Be helpful.

If you‘re defining your target buyer correctly, you’ll spend the majority of your day talking to business leaders who have problems your product or service can solve. But just because you know this doesn't mean they do.

Don't jump in with your pitch right off the bat. You run the risk of angering the prospect or scaring them away. Instead, offer your help in the way you think would be most valuable. Not sure where you can be of service? Ask.

Maybe you can send along a breakdown of the latest features of a buyer's target car or send them a piece of content that speaks to their needs. Perhaps you can draw on your expertise to speak about industry-wide trends the buyer might not be privy to.

Position yourself as an advisor who wants to help, rather than a salesperson thirsty to sell. With this approach, you'll find a more receptive audience when you finally get around to connecting their problem with your offering. In short: Always Be Helping .

As social selling expert Jill Rowley puts it, “Think ‘jab, jab, jab, right hook’ as ‘give, give, give, ask.’”

Pro tip: Save templates of common questions you receive from buyers, so you can quickly follow up with a relevant message. A free tool like HubSpot’s Email Templates Builder can help you spend more time selling and less time drafting repetitive emails.

5. Ask thoughtful questions.

No matter how thoroughly you‘ve researched your prospect, there will be gaps in your knowledge, and you won’t be able to help the buyer solve their issue if you don‘t fully understand it. For this reason, it’s critical to ask thoughtful questions during your conversations — and a lot of them.

Here are some examples sales trainers Rick Roberge and Sean McPheat advocate:

• “How did this happen?”
• “What are the most important features for you?”
• “Has it always been this way?”
• “How should this product make you feel?”
• "How is the issue impacting your organization?
• “What do your customers think? ”
• “What are you currently doing to address the problem?”
• “In a perfect world, what would you like to see happen with this?”
• “Can you give me an example?”

Be curious. It‘s good to have a list of questions prepared as a jumping off point, but you don’t have to stick to them if the conversation takes an unexpected turn.

It makes a much better impression when you ask questions based off of the conversation you’re having instead of asking the surface level, pre-planned questions. People like talking about themselves and their situations, so your genuine interest and curiosity will help them warm up to you.

6. Listen to what they say.

After posing a question, simply listen. Really hear what the buyer is saying, and don‘t just wait for your turn to speak. Then, after they’ve finished their thought, communicate their message back to them, ask them to verify if you understood them correctly, and pose a question providing further clarification.

Congratulations — you just became an active listener !

Not only does careful listening help you get a grip on the problem, but it also makes the prospect feel good. And if you truly tune in, they'll be more likely to return the favor when you have something to say.

Creating an open dialogue with new buyers can foster loyalty and pave the way for future opportunities.

Pro tip: Be sure to track this information in your (free!) CRM , so that your whole team has access to the info and you don’t have to ask repeat questions to your buyer.

7. Use psychology.

Our brains are wired to respond to certain situations in specific ways. Being aware of these psychological tricks can help you harness them to your benefit.

Here are just a few of the quirks relevant to salespeople:

Anchoring Effect

The information we receive first acts as an anchor against which we evaluate all further data.

For example, you could use this approach by presenting a higher-priced option first, and then offering a more affordable alternative. The high-priced option serves as a reference point that makes the lower-priced option seem more attractive by comparison.

Decoy Effect

A third option can sometimes help people choose between two possibilities. With this approach, the decoy is strategically designed to make one of the other options more appealing. This is usually done by making the decoy similar to the desired option, but slightly inferior in terms of features, benefits, or price.

The decoy effect can also be used in tandem with the anchoring effect. For instance, you can use the decoy to anchor the price of the desired option. If the decoy has a higher price than the desired option, it can make the desired option seem more affordable and cost-effective.

Rhyme-As-Reason Effect

Rhyming statements seem truer than non-rhyming ones. This especially works when crafting catch slogans or taglines. For instance, think of Bounty’s “the quilted quicker picker upper.”

A memorable rhyme can make your message stick in your prospect's mind and increase the likelihood of recall and recognition. Just be sure to incorporate rhymes naturally and sparingly, or else you’ll start to sound gimmicky and unprofessional.

Loss Aversion

We react more strongly to the possibility of losing something we currently have than the possibility of gaining something we don't.

For example, you could highlight what prospects stand to lose if they don't take action. Emphasize the potential negative consequences of not adopting your product or missing out on your service. This appeals to their innate aversion to loss and can motivate them to make a decision sooner.

Peak-End Rule

People remember the end and a high point within a presentation more vividly than any other section. You can create memorable peak moments by offering exceptional customer service, providing personalized recommendations, or delivering a memorable demonstration.

You can also leave an impression by recapping your value proposition, emphasizing key benefits, or offering an exclusive deal or bonus to create a memorable end to your presentation.

Curse of Knowledge

The curse of knowledge is when someone who knows a lot about a given subject is unable to relate to someone who is not as familiar. In the context of sales, it means that you might struggle to explain your product or service in a way that a prospect can understand if you are too familiar with it.

Being aware of the curse of knowledge is the first step to overcoming it. When speaking to sales prospects, you’ll need to put yourself in their shoes and explain things simply. Use real-life examples and ask them open-ended questions to gauge their level of understanding and address any gaps.

Confirmation Bias

We are more likely to accept information that aligns with our beliefs than contradictory evidence — no matter how compelling. While you might not be able to win everyone over, you can address confirmation bias by utilizing social proof, highlighting positive reviews, providing data-driven evidence, and aligning with your prospect’s values and goals.

These are just a few examples of how you can apply psychology in your sales conversations. Remember to approach them ethically, with the genuine intention of understanding and serving the prospect's needs while building trust and rapport.

8. Meet them where they’re at.

It‘s great when a salesperson brings their unique personality to their selling process. But bear in mind you should also pay attention to your prospect’s personality and tailor your approach accordingly. Our personal attributes have an impact on how we like to be sold to and what information we prioritize.

Here's a brief breakdown of the four main personality types , and their preferences:

Drivers are interested in results and the bottom line. They are often action-oriented and do not want to engage in small talk.

When communicating with drivers, it’s best to be direct with them and get to the point. Focus your messaging on their goals and the action items to get them there. Drivers are results-oriented and want to know how things will be accomplished. They appreciate when others can provide clear plans or solutions.

Amiable types are interested in creative ideas and big-picture visions. They tend to be warm, friendly, and approachable. They prioritize harmonious relationships and value empathy and understanding.

When communicating with amiable people, listen attentively and speak calmly and kindly. These individuals value cooperation and strive to find common ground in their interactions. Due to their desire for harmony, people with amiable personalities tend to avoid conflict. It’s best not to use confrontational language with them.

People with expressive personalities are interested in people and how ideas affect others. They are typically outgoing, enthusiastic, and sociable in their communication.

Expressive people tend to openly share their emotions and personal experiences. They may relate to others by revealing their own feelings and sharing anecdotes from their own lives.

People with analytical personalities are interested in facts, figures, and data. They tend to be logical, detail-oriented, and systematic in their communication.

Analytical people value concrete information and prefer evidence-based discussions. They tend to be a little skeptical, often anticipating potential challenges and trying to address them proactively. They are also inclined to ask many questions or for clarification to ensure they have a complete picture and can make informed decisions.

Once you know which category your prospect fits into, play to their preferences and customize your messaging and presentation to nail what's most important to them.

9. Speak to their emotions.

There‘s no such thing as a purely rational decision. Like it or not, our emotions color how we process information and make decisions. With this in mind, salespeople who appeal solely to their buyers’ logic are doing themselves a disservice.

Every sales message, presentation, and meeting should speak to the prospect's emotions as well as their rational mind. According to sales expert Geoffrey James , the following emotions impact decision-making:

Some of these are unpleasant feelings you don‘t want buyers associating with you or your company. So, make sure to use a light touch when making emotional appeals. In addition, don’t try to bring forth all of these feelings — choose one or two that will resonate and subtly mix them in. (Read: Try not to put your buyer in a glass case of emotion.)

10. Be human.

When you‘re sending countless outreach emails each and every day, it’s easy to forget that leads are people. But they are, and they want to be treated as such.

Use yourself as a litmus test — would you like getting this email? Would you appreciate this voicemail? If not, there‘s a good chance your buyer won’t either.

Another key thing is transparency. Be honest and real when talking to your buyer about your product or service. Don’t make exaggerations or promises you can’t deliver on.

By taking a more genuine approach, you can create a more meaningful experience for your buyer, increasing your chances of success.

How to Sell Anything Online

• Research different industries.
• Choose your product or service.
• Identify the target customer.
• Set a price.
• Choose a selling platform.
• Generate leads.
• Make your pitch.
• Close the deal.
• Deliver the product.
• Ask for referrals.

1. Research different industries.

Finding the right thing to sell may seem simple, but there are several pitfalls you can experience if you don't do your due diligence. Every new business venture, especially those that are sales-led, should be researched heavily before you get started.

First, think about the industry you want to enter into. You can do extensive research on your own to understand the market for that industry, the key players you'll be competing against, and the potential your business will have over time. Use credible sources like Pew Research and the Small Business Administration to get started.

2. Choose your product or service.

Next, you‘ll choose whether you’ll be selling a product or service. When having conversations with prospects, either of these options will have different objections and customer needs that you‘ll need to address. Products can typically be sold without face-to-face interaction while services normally require a conversation with a representative or the service provider who’ll be doing the work.

For products, you'll need to consider shipping costs, ecommerce websites, and supply chain.

For services, you'll focus on scheduling, project management, and quality control.

3. Identify the target customer.

You've chosen your industry and selected your sales offering. Who are you going to sell it to?

Identifying your target customer is a welcome challenge to most sales reps because it allows them to find pain points quickly and prepare a pitch that meets their needs. The great thing about selling online is that you can iterate your pitch several times as you refine who your target customer is. If you notice that one prospect went with a competitor while the other chose your product, you can narrow down why that happened. You'll reap the benefits of identifying a target customer ten times over vs literally selling anything to anybody.

4. Set a price.

Everything is negotiable to a salesperson, but that doesn‘t mean you should forgo standard pricing. The price of what you’re selling should be based on the cost of the product, overhead, and profit margin. This protects your business, but it also protects the customer from being overcharged. With a set price, you can negotiate the product or service up or down depending on the customers' needs and select a price point to match.

5. Choose a selling platform.

A website isn‘t always required to sell a product or service — shocking, right? There are several B2C companies that operate exclusively through platforms like Amazon, Shopify, or Etsy. For B2B companies, a website would be the better fit, though. Regardless of the route you choose, you want to make sure you’re providing the prospect with a way to research you, the company, and the product before they begin the sales process. A good rule of thumb is, the longer the sales process, the more likely it is you'll want to use a content management system (CMS) like HubSpot CMS .

6. Generate leads.

“Build it and they will come,” says the old adage. But this isn't true anymore. Researching the industry, choosing a target customer, setting prices, and building a website are only the beginning of selling anything online. You now need to thread the needle between all four of these steps and that starts with generating leads.

If you have access to a marketing team, this is a great place for them to step in and help out. But if you‘re a one-person show, chances are you’re prospecting your own leads in between closing deals. Efficiency is key here, so consider low-cost, high-volume activities like email marketing, localized digital advertising, and LinkedIn prospecting.

7. Make your pitch.

Imagine you‘re sitting in front of your first prospect. They’ve voluntarily submitted a contact form on your website and showed up to the meeting. Are you prepared to sell?

It might be tempting to sell on the fly, but resist the temptation. Having a well-crafted, thoughtful pitch prepared can make all the difference. Even if the customer is already sold on the product, it's now your job to sell them on you and the company. The way you show up during the meeting will leave a lasting impression on them as a customer—impacting everything from repeat purchases to referrals down the line.

Keep your pitch short and to the point, leaving plenty of time for establishing common ground and answering questions.

8. Close the deal.

You‘ve made it through the pitch! Closing the deal is the next step and it can come as a surprise to some sales reps (especially those new to the field) that asking for a prospect’s business is a required part of the sales process.

This could be as simple as walking the customer over to the cash register to complete the sale or as nuanced as asking for several signatures on a lengthy contract. Regardless, it's imperative that you close the deal formally.

9. Deliver the product.

The delivery method you choose will depend on your product or service, but the point is to be quick. If you're selling in a brick-and-mortar establishment, the transaction will be instantaneous while those in ecommerce sales may have a bit of a delay getting the customer what they paid for. Services can sometimes take even longer due to schedule alignment.

If your product requires complex installation, you may want to offer assistance with that. If your service calendar is booked for a month, offer the customer an opportunity to book more than one session at a time so that they are closer together moving forward.

Any effort you can make to speed up the delivery of your product or service will be appreciated by your brand new customer. After all, you're still making a lasting impression on them and any people they refer to you in the future.

10. Ask for referrals.

We‘ve mentioned referral quite a bit thus far because the last step in the process of selling anything online is to set yourself up to start over on step one. Asking for referrals is the ultimate compliment a customer can give you. It means they loved their buying experience and their purchase so much, they’d want other people to experience it for themselves.

This isn‘t a compliment to take lightly. If you receive a referral, follow up immediately (yes, even the same day) to introduce yourself. Don’t be afraid to tell the referral how you know them. This not only lends you credibility, it opens the conversation between your customer and the referral so they can help sell the product for you.

The testimony of an existing customer will be much more powerful than any pitch you could make. People believe their friends, let this work in your favor.

While the sales tips above can be applied to anything, you’ll want to tailor your approach depending on whether you’re selling a product or a service.

• Focus on your customer’s needs.
• Highlight appealing or exclusive product features.
• Use demonstrations to your advantage.

Products often offer concrete solutions to a customer’s problem. Although they have the benefit of a tangible item to showcase, selling a product shouldn’t be mistaken as easy. Customers still need to be convinced as to why they should purchase your product over someone else's.

1. Focus on your customer’s needs.

As stated previously, you’ll want to focus on what the customer’s pain points are and from there you can address how your product can solve their issue. The customer’s needs should always be your North star.

2. Highlight appealing or exclusive product features.

Products typically give customers something tangible (unless its software) they can see and touch. They also give the opportunity for customers to compare them with other similar products. Hone in on what features differentiate your product from the pack. Do any of these features improve the product’s performance? If so, highlight that and drive the point home to your prospects. Make the case for why your product’s features are an improvement over the competition and can provide better results for your customers.

3. Use demonstrations to your advantage.

One of the perks of selling a product is it’s easier to show prospective customers how it works. Doing a demonstration or having the customer try it out themselves is a great way to illustrate the product's value. Customers won’t have to guess how they would use the product or what it actually does. They can see it in action.

Use your demonstration to point out the product’s value in real time, and explain the benefits to your prospective customers. Most people buying a new car want to test drive it first before making a decision. People buying software want to view the interface and interact with it prior to committing to buy. Demonstrations are where you can really let the product shine.

• Focus on building relationships instead of selling.
• Leverage customer testimonials to build trust.
• Emphasize your service’s benefits.

While selling a product can feel more transactional, often with a one-time purchase, selling a service requires more nuance. Without a tangible product, you’ll need to sell prospective customers on the vision that your service will improve their life or business.

1. Focus on building relationships instead of selling.

This may sound counterintuitive, but it’s important to develop a rapport with your potential customers. Chances are, people aren’t going to buy as soon as you first meet them, or when they first visit your website. So, you shouldn’t approach it as giving one pitch and you’re done. Instead, think about how you can build a long-term connection with the customer that results in them purchasing your service.

You’ll need to ask questions to find more information about their needs and wants. From there you can start to connect the dots about which attributes of your service might be the most beneficial for their specific problems. Customers should think you have their best interests in mind before buying.

2. Leverage customer testimonials to build trust.

When customers buy a service, they’re doing it based on the potential success they may have using it. There isn’t a tangible product for them to look to for reference. So, if you have existing customers that are happy with your service, have them offer a testimonial. Testimonials can help you gain the trust of your potential customers, especially if it's a well-known brand speaking to the benefits of using your service.

With testimonials, potential buyers can see themselves in your existing happy customers. They can look to see if their organization has a similar business model and better understand how your service could work for them. Testimonials help build trust with customers by establishing your business as an authority or expert in the field, and will help persuade them to choose you over other service providers.

3. Emphasize your service’s benefits.

You can talk about how great your service is, but if you don’t drive home why customers should buy it, you’re wasting your time. Once you’ve built a relationship with potential customers and figured out their pain points, communicate how using your service will resolve their issues and remove obstacles. Are there processes your service can simplify? Will using your service save them money or time? If so, be vocal about it, and give a detailed explanation about how.

Successfully selling a service will largely depend on how well you can communicate its value to potential customers. You’ll need to help them visualize how your service will improve their lives or business.

Can anyone learn to sell?

You bet. It just requires the right mindset, plus the willingness to practice and work on your approach until you get it right.

Author and “world’s greatest salesman” Joe Girard emphasizes in his book How to Sell Anything to Anybody, that the people who excel in sales don’t approach it as a one-and-done transactional arrangement. Instead, he says those who “understand how selling can be a continuing process that never ends, then you’re going to make it to the big time.”

Once you see selling as a process rather than a transaction, you’ll set yourself up for success.

The Best Techniques for Selling

• Provide lots of detail.
• Communicate the product's value.
• Build an email list.
• Personalize digital touchpoints.
• Create a sense of urgency
• Consider where each lead is in the buyer's journey.
• Use lead scoring to focus on high-value online leads.

How do I become good at selling?

The ability to sell anything comes down to knowing your buyer and the critical sales methodologies to reach them. The ability to sell anything online can be boiled down to that as well — all while using different channels and technologies to do so. You can be super effective at each by crafting a sales strategy that informs the tactics your team invests in.

This post was originally published in April, 2015 and has been updated for comprehensiveness.

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Essay on Selling

Students are often asked to write an essay on Selling in their schools and colleges. And if you’re also looking for the same, we have created 100-word, 250-word, and 500-word essays on the topic.

Let’s take a look…

100 Words Essay on Selling

What is selling.

Selling is the act of giving a product or service to someone in exchange for money. It’s a common way for businesses to make money. People who sell things are often called sellers or salespeople.

The Importance of Selling

Selling is important because it helps companies grow. When sellers find buyers for their goods, they earn money. This money pays for making more products and for the people who work for the company.

Skills in Selling

Good sellers are friendly and know a lot about what they’re selling. They must listen to buyers and help them find what they need. Being honest and patient are key skills too.

Selling in Everyday Life

We all sell in our lives. When you persuade a friend to see your favorite movie, you’re selling an idea. Even kids sell when they set up lemonade stands. Selling is everywhere!

250 Words Essay on Selling

Selling is the act of giving a product or service to someone in exchange for money. Imagine you have a lemonade stand. When people give you money for a cup of lemonade, you are selling. It’s not just about trading goods for cash; it’s also about convincing someone that what you’re offering is worth their money.

Why Do People Sell?

People sell for many reasons. Some sell to earn money for their basic needs like food and a place to live. Others might sell things to make extra money for things they want, like toys or books. Companies sell products to make money so they can pay their workers and make more products.

How to Sell Well

To sell well, you need to know your product and why it’s good. You should be able to tell people clearly why they should buy what you’re selling. Being friendly and answering questions can help too. If people trust you, they are more likely to buy from you.

Where Can You Sell?

You can sell in many places. Some people sell in stores or at markets. Nowadays, many people also sell things on the internet. This way, they can reach more customers from all over the world.

Selling is important because it keeps the economy moving. When people buy and sell things, it helps businesses grow, and when businesses grow, they can hire more people. Selling is a big part of everyday life, and learning how to do it can be very useful.

500 Words Essay on Selling

Selling is the act of giving someone a product or service in exchange for money. It is a basic part of business. When you sell something, you are telling the buyer why your product is good and why they should give you money for it. Selling can be done in many places like stores, online, or even between friends.

Selling is important because it helps businesses make money. Without selling, businesses cannot survive. It also helps customers get what they need or want. For example, if you want a new toy, someone has to sell it to you. Selling creates jobs too. People work in shops, make ads, and design products. All of this is part of selling.

How to Sell

To sell well, you need to know a few things. First, you must understand the product you are selling. You should know what it does and why someone would want it. Second, you need to be friendly and talk clearly. This makes people want to listen to you. Third, you should answer questions about your product. If someone wants to know more, you should be able to tell them.

Types of Selling

There are many ways to sell things. One way is face-to-face. This is when you talk to the buyer in person. Another way is online selling. This is when you use the internet to sell products. There is also phone selling, where you call people to sell things. Each way has its own rules and ways to be good at it.

Challenges in Selling

Selling can be hard sometimes. Not everyone will want to buy what you are selling. You might hear “no” a lot. You should not give up. Instead, try to learn why the person said no. This can help you get better at selling. Also, there is a lot of competition. Many people might be selling the same thing. You need to show why your product is the best.

The Future of Selling

Selling is changing because of technology. Online selling is becoming more popular. This means you can buy things from different countries without leaving your house. In the future, selling will use more technology, like virtual reality, where you can see the product as if it was in front of you, even if it’s not.

Selling is a key part of how businesses work and how we get the things we need. It involves talking to buyers, understanding products, and dealing with challenges. As the world changes, so does the way we sell. But no matter what, selling will always be about helping people find what they want and businesses earning money. Remember, selling is not just for people in stores. When you tell a friend about your favorite game and they buy it, you are selling too!

That’s it! I hope the essay helped you.

If you’re looking for more, here are essays on other interesting topics:

• Essay on Semestral Break
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Home — Essay Samples — Business — Sales — The steps of the sales process

The Steps of The Sales Process

• Categories: Sales Structure

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Module 10: Social Media

Introduction to selling your products, what you’ll learn to do: use various types of social media to increase your sales.

Recall that our goal with social media use is a positive exchange with customers around a product or service. We use social media to reach a wide audience inexpensively. This audience is both internal—our own company or organization—and external—our customers and sometimes even our vendors. Depending on your organization’s leadership, some might argue that internal communications, and getting these right, can be just as important as interaction and messaging with clients and vendors. The area of overlap between business communication and marketing, particularly with social media use, is gray.

In the following pages, we will look at contextual use of social media and place it in our framework for social media use below:

• To bring services or products to market; increase awareness.
• To engage customers, often with respect to service issues or problems.
• To encourage a “buzz” or interest around a company and its product(s) or service(s).

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• Introduction to Selling Your Products. Authored by : Freedom Learning Group. Provided by : Lumen Learning. License : CC BY: Attribution

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Selling True Experiences

These days, it is fashionable to sell a product or a service as an “experience.”

“We don’t sell homes,” a big builder’s recent advertisement proclaimed, “We give you a lifetime of experience.”

Excuse me, Mr. Builder, but is that a residential building or an amusement park we are talking about?

People who claim to sell experiences rarely understand what it takes to really do so. A frozen lasagna in a supermarket is a product, delivering it to your door is a service, but serving it with a smile in a restaurant is an experience. What characterizes a true experience that makes it so hard to deliver?

For starters, it is hard to sell an experience because it is a nebulous and subjective concept that can neither be seen like a product, nor described and spec’d like a service. That requires a greater leap of faith for a customer.

An experience also needs constant engagement between the buyer and the seller throughout the life of that experience. Such engagement is necessary because an experience does not have a “warranty period.” You would not like a restaurant that guarantees only the first hour of your lunch. The seller better be around the whole time to ensure that they deliver the total experience. Mr. Builder will leave after the warranty period and you are left with a dream—or a nightmare.

An experience is also more than the sum of its product and service. In a restaurant, beyond the food and service, what also matters is the ambience, other patrons and many minor details. Any of these have the potential to mar the entire experience. Unlike a car that can be customized or replaced, or a home that can be remodeled to your liking, a customer cannot or does not do that to an experience. That is because an experience is inherently short-lived (but long-remembered) and often completely discretionary. Hence, the onus is on the provider to get it right in its entirety, every time, for every customer with every quirk and pet peeve.

A short-duration experience, such as a meal in a restaurant, is inherently harder to sell and deliver than a longer-duration one. The shorter the duration of the experience, the more amplified every little annoyance the customer feels. A kid screaming at the next table can mar a two-hour restaurant experience more easily than it can a two-week vacation.

A true experience is where the expected value proposition is the experience itself; not just the product or service, but all of it. I go to a shop to buy a shirt—not an experience. I may have a memorable or forgettable journey along the way, but my perceived value is in the shirt, not the experience of buying it. The seller has to focus only on their value proposition: the shirt and how it is sold.

That is why Mr. Builder makes those of us who sell true experiences mad. Just ask your local restaurateur.

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How to Sell Online: Online Selling Ideas for 2023

Whatever you’ve heard about starting an online business , it’s probably true. It’s a competitive playground that challenges even the savviest entrepreneurs, but the overwhelming consensus is that you start learning how to sell online..

One of the best parts about it is that you can sell online beyond the borders of your city, your country, or even continent without ever leaving your work desk! Once you get started, virtually anyone from anywhere in the world can become your customer.

But where do you start?

There are simple ways to figure out how to sell on the internet, and they all stem from the answers to three basic questions – why, what, and how?

Here’s a guide of everything you need to know about how to sell online. It couldn’t get any easier.

Why Learning How to Sell Online Is a Good Idea

Can you imagine your life without the internet? No emails, no last-minute shopping, no cat videos… Let’s just stop there.

That’s precisely why the eCommerce industry is living its golden age. Everyone is connected and cozily nestled in their little online bubbles with no intention of going back to the old ways. Plugging into this trend is beginning to look like the smartest way to start an online business.

→ Click Here to Launch Your Online Business with Shopify

Here’s more on why .

1. Your business goes where you go.

Let’s get this one out of the way first — forget about *real* vacations without a laptop, at least for the first year or so.

When you learn how to sell stuff online, any place in the world can become your office, and more often than not, you’ll end up working weekends, nights, and holidays. The only difference is that you’ll do it with a smile on your face.

Work from the beach or your grandma’s garden — wherever you go, you’re just a tap (and a Wi-Fi connection) away from accessing your business. Everything you do must propel you towards success .

2. Cash-strapped? Start a business with a small investment!

The beauty of the online world is that you can get the business off the ground with very little initial investment. It depends, of course, on what kind of business you’re planning to start, but for the sake of this article, we’re assuming you have your mind set on running an online store. And when it comes to selling online, dropshipping seems to be the go-to strategy.

With minimum overheads, such as paying for the hosting of your website and running some online ads, you can sell products online and build a profitable business in just a few months. And it’s not some kind of fantasy. There are real success stories to prove it.

3. You can make money 24/7.

Whereas physical shops are restricted to opening and closing times, online stores run 24 hours a day, seven days a week. All the time. It doesn’t take a genius to see the potential in this business model. If you have a constant stream of traffic coming to your store and you optimize your conversions to a good standard, you can essentially earn passively while you sleep . 

This touches on another substantial benefit of selling online – if done right, it can be a sweet source of residual income . It is less time-intensive than, say, running a brick-and-mortar boutique because you don’t need to be present at all times. With automated inventory management and a robust online marketing plan, you can master how to sell things online with very little input from your side..

4. There’s a lot of room to grow.

Entrepreneurs often have to bend over backwards to keep increasing their sales. While you may have the hottest products in stock , it can be hard to find new customers and keep them loyal to your business. Taking up the option to sell online can fix this problem almost instantly.

 According to the latest eCommerce statistics , the number online shoppers are rapidly growing and are expected to hit a whopping 218.8 million in 2023.

The takeaway? Entrepreneurs who are still on the fence about online selling should take action before they’re left in the dust. Plus, with so many strategies for selling online, it couldn’t be more simple to capitalize on the growing ecommerce trend.  

Now, that sounds like a dream come true.

Until you hit the next cornerstone of this process: What will I sell online?

Online Selling Ideas: Sourcing Products When You’re Stuck

Let’s leave the question of how to sell online for a moment and focus on WHAT things to sell instead. Finding a profitable idea is not an easy task, but you’ll be surprised at where you can find product recommendations . Sometimes, the answer might be hiding in plain sight. 

1. Piggyback on trends.

Who doesn’t want to be a trendsetter? A pioneering genius with a ground-breaking idea? It’s a blazing dream of many entrepreneurs. Yet, the eCommerce world isn’t always kind to unique online selling ideas. 

To get the sales engine running, an online store needs to serve a high demand in a market and source top products to sell .

When you’re on the hunt for a money-making idea, it pays off to listen to what the customers want. Yes, I’m talking about the best-selling lists, trend reports, and product curation lists.

Start your initial product research by casting a wide net. First, review the new and upcoming trends on online retail giants, such as eBay, Amazon, or Etsy. What are the month’s top picks, most favorite products, or best-selling items? Can you spot any particular trends like colors, shapes, fabrics, or patterns?  

When you have a rough idea of what you want to sell online, it’s time to find a way to source these products for your online store. And one of the best places to look for dropshipping product ideas is Oberlo . 

Give  Oberlo a thorough look, and you’re almost guaranteed to find something that meets your needs. For example, products with more than 500 orders in the past 30 days are likely to sell well. Jump on these products quickly, so you can get ahead of the competition. 

Bonus for Beginners : How to Find Products from Oberlo

Your next logical step is to choose high-margin products.

2. Aim for healthy margins.

What matters at the end of the day is how much money you get to keep. Healthy margins will determine the future of your ecommerce business, so you should do everything you can to invest your time and effort into products that will yield the best results. 

The average eCommerce gross margin is approximately 40 percent. However, every market and every product is different, so you should spend time analyzing the competition and the going rate.

Some of the easiest tactics you can use to maximize the profits include finding winning products to sell , putting them at the front of your marketing initiatives and cross-selling campaigns, and adding variations of the best-selling items (think different colors, sizes, and shapes).

Oberlo has a profit margin calculator that will give you a better idea of your options.

3. Follow in the footsteps of other eCommerce winners.

Why try to reinvent the wheel? Capitalizing on useful resources, such as Oberlo’s 100+ Best Products to Sell ebook and ‘What to Sell’ section , is the ultimate shortcut to kicking off a successful online store. Don’t be discouraged from investing in a particular idea just because someone else is also doing it – the online world is big enough for all hustlers.  

How to Sell Products Online Successfully

Now, we’re ready to answer the question of how to sell online. Since we talk about all things ecommerce here on Oberlo, we’re going to discuss how to sell products online. Here are a few strategies that you can put into action with ease.

1. Use existing sales gateways.

You can sell online through marketplaces like Amazon, eBay, or Etsy, but this strategy has its pros and cons. 

On the pro side, there’s an established, large community of returning customers that you can access. And for someone who’s just learning how to sell online, it’s a big deal to be able to tap into a vast pool of online shoppers that already trust the platform. 

Another big plus for ecommerce beginners is the opportunity to test the demand for the products they offer. In fact, you can even test one-product store ideas in which you build a brand around a single product. Once you establish a good sense of what’s popular, it’s time to start building an online store . If you create one with Shopify , it’s easy to connect popular sales channels to your store.

So, why shift the strategy when it starts returning a profit? Many reasons. First, the big marketplaces like Amazon, eBay, or Etsy will charge you a commission for every sale. Second, selling through a third-party will prevent you from building a personal relationship with your customers.

In essence, you won’t be able to capture their email addresses, provide useful content, or run your own campaigns to generate more sales. What’s more, marketplaces can shut your store at any time, which is a costly and damaging process to go through.

2. Sell via social media platforms. 

Along with marketplaces, social media channels like Facebook and Instagram allow you to get your products in front of prospective customers. For instance, you can set up a Facebook shop to showcase your inventory to Facebook users. Those interested can then add your items to their cart and check out on the platform directly. But if you’d rather create an independent eCommerce website, Facebook still offers several ways to sell online; you can use your Facebook Business Page, run ads, and sell products in Facebook groups .

Social media allows you to work with influencers. You can give samples of your items to influencers in return for shoutouts . Identify some influencers in your niche by searching for relevant hashtags, then partner with them to promote your products through stories, videos, posts, and more.

3. Create your own dropshipping website.

Thanks to platforms like Shopify, setting up your website is easier than ever. You can take advantage of free trials and endless online resources to get it off the ground in just a few days. 

Also, you can install a dropshipping app to eliminate the hassle of buying and storing inventory. It’s a great way to sell online due to its many advantages, but the most profound are, of course, minimum setup costs – since you don’t need to buy the inventory or manage a warehouse. 

There’s also the ability to offer an extensive selection of products, which helps to scale quickly, and the incredible flexibility that comes with the fact that you can run your business from anywhere in the world. It’s the perfect combo of potential and freedom that’s attracting the digital nomads and hustlers .

However, it’s not entirely hassle-free. With so many success stories fueling the interest in this market, the competition to sell online is high and growing, so it’s crucial you do your homework before jumping on board.

Some of the other most commonly cited problems, such as finding the right suppliers, can be solved by integrating with existing ecommerce tools. With 2,000-plus, five-star reviews and a free Explorer plan , Oberlo is one of the most popular choices when it comes to importing products to your online store and managing inventory.

How to Sell Online – Final Thoughts 

Let’s look at it this way – an online store is almost free to set up, no initial investment means there are very few risks involved, and the factors determining your business’ success are entirely in your control. If you have the time and resources for going at it alone, then remember – sooner is better than later.  

Start selling online now with Shopify

Want to Learn More?

• How to Launch Your eCommerce Store in Less Than 30-Minutes Flat
• 23 Top Social Media Sites To Consider For Your Business
• [VIDEO] What to Sell Online: How to Choose Products
• 10 Online Stores to Use as Inspiration for Your First Store

Is there anything else you’d like to know more about and wish was included in this article? Let us know in the comments below!

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Example of a Persuasive Letter to Sell Something

• Small Business
• Setting Up a New Business
• Company Names
• ')" data-event="social share" data-info="Pinterest" aria-label="Share on Pinterest">
• ')" data-event="social share" data-info="Reddit" aria-label="Share on Reddit">
• ')" data-event="social share" data-info="Flipboard" aria-label="Share on Flipboard">

How to Write High-response Sales Letters

How to draft sales promotion letters, how to expand customer base.

• How to Write a Sales Marketing Script
• How to Write an Effective Business Proposal/Letter

Many of the letters you write in business are designed to influence the ideas or behaviors of others. Persuasive letters to sell something should have a unique formula, immediately grabbing a reader’s attention, creating interest and offering information on how to obtain what you're offering. Focus on your key sales message rather than overusing information. Write with a friendly, informed tone that avoids jargon and overbearing language.

Header to Attract the Eye

A well-written sales letter has no effect if it doesn't reach the right people. Find out the names and titles of those in charge of purchasing decisions. Though the Internet is a good resource for your research, call the company or residence to confirm spelling and other contacts. If your letter isn't addressed to a specific person or if a person’s gender is unclear, address it generically.

For example: “Purchasing Director Edwards” or “The Homeowner at 526 Jefferson Lane” might work without gender-specific information. If you're using mail-merge technology, check all salutation information as technical mishaps can happen in that area.

Appealing Introduction

The introduction is your first real opportunity to draw in the reader. Attention-grabbing techniques include asking a question, offering a powerful statistic or sharing a brief anecdote.

For instance: “Did you know that most of today's businesses could not operate without computer virus protection software? While most companies focus on purchasing technology systems or operating software, without antivirus protection all of their activities are at risk of a malicious attack 24 hours a day, seven days a week. Fortunately, there are many security options in the software market. That’s where we come in.”

Succinct and Useful Body

Increase the reader’s interest in what you're selling in the body of your persuasive letter. Briefly introduce your business, provide details about your service or product and explain why your offer is a good potential fit for the reader’s needs. Use clear, powerful language that avoids jargon at all costs.

As an example: “The Synch Group is dedicated to providing first-rate computer protection options to companies and residences throughout the West Houston area. We specialize in software that's tailored to meet your needs. You may choose from a range of options including standard antivirus protection, Internet security, VPN privacy protection and mobile security. We are confident that we can meet your unique needs and we've enclosed a coupon for 15% off your initial purchase.”

Closing and Call to Action

Encourage the reader to take immediate action at the conclusion of your letter, but keep it to just one ultimate message, says Hubspot . Include information on how you'll make it easy to take next steps. For instance: “The Synch Group also offers free one-on-one consultations. We look forward to discussing specific ways our company can support your business. Please use the enclosed contact information to schedule a session at our service center.” After you sign off, you may add a PS line to repeat your main point or to make a special offer or guarantee. For example: “PS: Bring this letter to your consultation we will add a 5% discount to your coupon.”

Keep in mind that sales is often a numbers game. Though you will want to be targeted with your approach, Rocket Print & Mail advises that you do not get discouraged and be consistent with your mailings. They also offer some persuasive selling examples, including persuasive letters to customers to buy a product, if you would like to check out further reading.

• Rocket Print & Mail: 7 of the Best Direct Mail Sales Letters of All Time for Inspiration
• Hubspot: How Hubspot's Sales Team Writes Sales Letters
• WriteExpress: Free Sample Sales Letters

Related Articles

How to write a business inquiry, five characteristics of business messages, how to write a sales letter quickly, good ways to start a business letter, how to write a sales letter for advertising, a good example of a newspaper ad for a mortgage company, the objectives of a sales letter, good ways to close a friendly business letter, business greeting & introduction tips, most popular.

• 1 How to Write a Business Inquiry
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ESSAY SAUCE

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Essay: Selling products and service

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Selling products and service

Chapter 1: Introduction

1.1 introduction.

Businesses get established, they grow by selling products and services to people and they profit from their interaction. Globalization and fierce competition forced banks to continually provide excellent services to its customers. Their performance depends largely upon how well the sell their packages or provide services. It is true that only trained, satisfied and most of all motivated bank employees can sell products professionally and/or provide quality service.

Why do the businesses need to motivate employees? The answer is survival, earnings and better bank performance. Staff that is motivated is always needed and in constant demand in rapidly changing banks’ working environments. They are more productive and help banks survive and thrive in the fiercely competitive environment. It is the duty/responsibility of bank’s management in order to effectively carry out bank operations, to understand what their employees want from work and what motivates them more in the context of the roles they perform. Of all the functions management performs, employee motivation is arguably the most complex partly because what motivates employees, changes constantly. During the last decade, the competitive environment has dramatically changed. As the needs of bank customers have changed, it has been the bank’s obligation to make the necessary developments to existing products and services to meet those needs or to offer new alternatives. What good is a full menu of financial products and services if the bank can’t sell them? It’s the banks need to effectively motivate the staff to sell products and services that meets customers’ evolving needs.

1.2 Research question

How important is motivation for banks in Kashmir and how the performance of bank employees is affected by motivational factors?

1.3 Background: Research Significance and Problem Identification

Despite of this topic’s importance, the vast majority of research on work motivation is theoretical. Research on how bank employees are motivated and the impact of different type of motivation on bank’s performance has received relatively little attention. Moreover there is literally no data or research available on motivation or any other aspect of banks in Kashmir. Although many organisations like banks motivate their employees to work effectively and progress within the organisation hierarchy, little has been focused upon employee motivation for overall bank performance and efficiency. Performance oriented banking sector and constantly changing banking environment are influencing the ways the banks operate and it leads to increased reliance on skills of employees to perform effectively in providing better services. Employees cannot perform effectively if they are not trained and motivated to deal with the advanced management methods and techniques. In business management studies, this concept is one of the most important topics as this well established topic is increasingly affecting the field of management. This can be particularly for banks seeking effectiveness and better performance.

1.4 Theoretical Framework

The purpose of this research is to observe and research the motivational synopsis of the workforce of the ICICI Bank and State Bank of India, so as to appraise the contentment levels and the influence they may have on their day to day performance. The second purpose of this research will be to examine their motivational requirements and to evaluate if their pursuit for job contentment is being fulfilled by their current job profile. The main purpose of this dissertation is to study the effects of motivational factors on bank employees’ performance as well as on bank’s performance. It has also been considered to advance the understanding of the relationship between bank performance and work motivation, by empirically testing features of existing theoretical frameworks. This dissertation will also discuss and critically analyse motivation and staff development in the banking sector; and requirement of bank employees in the changing nature of the banking environment and impact of important factors on motivation. Detailed explanations on type and techniques of motivation, manager’s role, and employees’ requirements will also be considered. The final section will focus on need of employee appraisal and evaluation. Several authors’ views on motivation of employees will be assessed and later linked to bank performance and other related factors. Debate on motivation related issues, arguments and counter arguments by scholars will also be provided. This research will specifically examine motivation of employees in banks specifically focusing on motivational factors and its effects. Literature will be compared with the research on State Bank and ICICI Bank in Jammu & Kashmir region and conclusion on the benefits of motivating employees in banks and its effects on morale, skills and satisfaction of employees will be provided in the end.

1.5 Hypothesis

The banks can increase their performance and productivity by motivating their staff and training them with appropriate skills. If appropriately motivated staff can prove effective and beneficial by working more efficiently.

1.6 Rationale

Banks tend to apply those obsolete and inadequate motivation techniques which although were successful in the past but that cannot work in banking environment, its situations and operations. The banks often ignore advanced motivation methods suited for individual banking environmental and cultural requirements. In order to improve bank performance, it will have to adapt new ways that can successfully influence staff motivation.

1.7 Usefulness of the Research

This dissertation will focus on the relevant factors related to motivation and importance of motivation to improve employee performance and overall effectiveness of the bank operations. This research can be used by ICICI bank and J&K bank in Kashmir as a helpful document to compare its assessment with updated results of this study. This research can also be useful for banks as a guideline to take measures for improvement and modifying motivating techniques. Further it can be used by future researcher for their studies.

To examine the importance of motivation and effects of motivational factors on the employees of J&K Bank and ICICI Bank, Srinagar, Kashmir

1.8.2 Objectives

• To analyze the literature on motivation and motivational factors and its effects on Banks
• To examine what bank employees want and to analyze what motivation factors satisfy them?
• To determine the extent motivation factors influence employees’ development, their satisfaction and performance by seeking information through questionnaires and interviews.
• To undertake comparative analysis of ICICI Bank and J&K Bank on motivational level among their employees
• To evaluate the findings and provide recommendations to bank management

1.9 Summary of the Research

Chapter 1 of this research is introduction in which summary of the whole research is given. Aims and objectives are also overviewed. Research problem is identified; its importance, usefulness, hypothesis and rationale are also briefly explained.

Chapter 2 of this research comprise of the literature review in which issues related to motivation are discussed and critically analysed. This chapter has been broken down into different relevant sections. This chapter has examined the motivational requirements of the employees and evaluated whether management could fulfil their pursuit for job contentment. In this chapter of the dissertation, the effects of motivational factors on bank employees’ performance as well as on bank’s performance are studied. It has also been considered to advance the understanding of the relationship between bank performance and work motivation, by empirically testing features of existing theoretical frameworks. Detailed explanations on type and techniques of motivation and bank’s management role in motivation are also considered. The final section focused on need of employee appraisal and evaluation. Several authors’ views on motivation of employees are assessed and later linked to bank performance and other related factors. Debate on motivation related issues, arguments and counter arguments by scholars are also provided. This chapter specifically examined motivation of employees in banks specifically focusing on motivational factors and its effects.

Chapter 3 reviewed the methodology of the research. Types and methods of research appropriate for this dissertation are discussed in this chapter. Reasons of why such methods are chosen and some other techniques ignored are provided. The benefits of using chosen methods to validate the research are clearly explained. Research process is examined in detail as well as the limitations and constraints faced. Information about sampling method and data analysis tools is also provided.

Chapter 4 analysed all the collected data and presented in graphical format. Research findings and data analysis sections are combined for this dissertation. Results from interviews and questionnaires are critically analysed in the context of banking sector of Kashmir. Questionnaires results are graphically presented. Comparison of both banks is also provided.

Chapter 5 summarised all the literature and findings and arrived at the research conclusion. Recommendations are proposed that give insight into the requirements for better motivation. This section also highlighted the areas on which Kashmir banks can focus and research in near future.

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How to Sell a Product

Last Updated: January 15, 2024 Approved

This article was co-authored by Archana Ramamoorthy, MS . Archana Ramamoorthy is the Chief Technology Officer, North America at Workday She is a product ninja, security advocate, and on a quest to enable more inclusion in the tech industry. Archana received her BS from SRM University and MS from Duke University and has been working in product management for over 8 years. There are 10 references cited in this article, which can be found at the bottom of the page. wikiHow marks an article as reader-approved once it receives enough positive feedback. This article received 25 testimonials and 80% of readers who voted found it helpful, earning it our reader-approved status. This article has been viewed 1,718,542 times.

Selling a product doesn't have to be complicated. At its most basic level, a sales program is defined principally by what you sell, who you sell it to and how you sell it. Beyond that, sales involves staying focused on the details of your product and customers. As a sales program continues you will want to keep paying attention to changing trends and the needs or desires of your customers. By observing these changes you will be able to adjust your program and keep your sales strong.

Showing Enthusiasm for the Product

• It is absolutely vital to know your product inside out. If you do not know something a customer asks of you, try saying something like “I don’t know the exact answer for that, but I’ll be happy to look into it and get back to you right away. What’s the best way to contact you when I find the answer?”

• Will the product make the customer’s life easier?
• Will the product create a sense of luxury?
• Is the product something that can be enjoyed by many people?
• Is the product something that can be used for a long time?

• Make sure that all product information is informative, true, and complete.
• Make sure that the language on product packaging and marketing materials is clear, direct, and easy to read.
• Invest the time and money to ensure that your product, packaging, and marketing materials look good—high-quality photos, vivid colors, etc.

Connecting with the Buyer

• Don’t neglect body language and tone. You will convey energy and enthusiasm if you speak clearly about a product, and show expression when discussing it. On the other hand, if you mumble when customers ask questions about a product, or cross your arms over your chest, then it will appear like you are distant and don’t care about the product.
• Be prepared to discuss how you use the product, or how other satisfied customers have. Specific stories about the product make it relatable to customers. For instance, if you’re selling a shampoo, you can tell a customer something like: “My hair is usually so frizzy, but ever since I’ve started using this it’s been as smooth and straight as it is right now.”

• Think about your typical customers. What motivates them? What needs do they have? Are they young? Single? Wealthy? Do they have families?
• Once you have an idea of your customers in mind, think about how your product can help them meet their needs or reach their desires.

• Position the product in the best spectrum of the market possible. Don’t pitch the product too high or too low in terms of affordability and luxury.
• Position the facts about the product according to the person you're selling it to. You may have a handful of different facts, but it's up to your skill to know which of those facts best serve each individual sale.
• Don't fudge facts or lie outright. Product positioning is about perception, not deception.
• Position the facts so that they transcend the product itself. This means that the desirable, positive values associated with the product are what sell it. Companies that excel at this include Coca-Cola, Apple, and many designer goods or labels. Think about how your product will connect with a customer’s lifestyle or values, and not simply serve a function.
• For instance, if you are trying to sell a relatively high-end minivan to a wealthy older person, you might mention its luxurious features. Do this by saying things like: “Take a look at that wood trim—it’s just beautiful. And those soft leather seats—they’re so comfortable. They’re perfect for taking a nice sunset drive.”
• If you were trying to sell the same minivan to a family with three children, however, you would emphasize its more utilitarian features. For example, you could say things like: “The third seat adds lots of room for carting friends around. It also folds down when you need room for hauling groceries, sporting gear, and things like that. And did I mention that side air bags and anti-lock brakes come standard?”

• If you ever are not able to answer customers’ questions or supply them with what they need, offer to follow up with them later, as soon as you are able to.
• Make sure customers know they can come back to you later if they have questions or concerns.
• If it ever turns out that a product isn’t right for a customer, be honest about it and help the customer find what he or she really needs. Even if you don’t make the sale today, your honesty and generosity will be remembered, and can translate into future sales.
• For instance, if you are trying to sell a sports car to customer who eventually tells you that he has five young children who he drives to school everyday, you could say something like: “Well maybe you’d be better off with a good minivan or SUV. But if you’re ever in the market for a second vehicle, come back and talk to me and I’ll help you get a good deal.”

• Sometimes, it pays to let your customers take the lead. Give them time to consider, and keep quiet while they do. Only offer more information when they request it. [9] X Research source
• Don’t let customers get away without knowing how to contact you. If you are working in a store or on site, make sure customers will know how to find you again (especially if you will be moving around). Make sure to tell customers something like "I'll be right here at the counter if you need me," or "Just ask any sales associate to page me if you have any questions."
• You can also give customers your contact information so they can get in touch with you if they have questions or want more information. Slip the customer your business card or other contact information and say something: "Call me anytime if you have questions, and you can also find me right here in the store on weekdays."
• Use your instincts. If you think a customer is close to buying, stay nearby without being intrusive. You’ll want the customer to be able to find you quickly. The last thing you want is for a potential buyer to decide to purchase and then be unable to find you.

Selling Products as an Owner Salesperson

• Read basic texts on marketing. These will inform you about many of the tactics and techniques underlying advertising, merchandising, and marketing.

• Word-of-mouth
• Advertising (radio, TV, print, email, social media, online ads, etc.)
• Sales representatives
• Trade shows
• Conferences
• Cold call sales
• Product placement in movies, sports, etc.
• Local community events (for instance, donating a product to a local benefit auction will draw attention to your product and serve a good cause) [11] X Research source

• Change your tactics periodically. If customers hear the same sales routine over and over again, or see the same display month in and month out, your product might start to seem irrelevant.
• Consider deleting a product from your line if it is not selling well. Stock can be sold at discounted prices to liquidate it.
• Review your target market and sharpen your sales focus. Your buyers might be changing, and you will want to keep up with them, or else find a new market.
• Re-evaluate the product design, distribution, packaging, etc. Tweaking the product with your target market and sales strategy in mind can improve your sales.
• Change the price of your product. By studying your sales data and competitors’ performance, you may be able to tell if you are charging too much or too little for your product.
• Make the product exclusive, or available for a limited time only. Sometimes, controlling supply in this way will increase demand and sales. Make sure that this tactic works with your overall sales strategy, however. If you are marketing a product as perfect for everyday use, it may not work to also market it as exclusive.

Expert Q&A

You Might Also Like

• ↑ https://www.inc.com/steve-tobak/how-to-sell-anything-to-anybody.html
• ↑ https://www.forbes.com/sites/onmarketing/2014/07/23/the-five-things-product-packaging-must-do/
• ↑ https://hbr.org/2003/09/how-to-pitch-a-brilliant-idea
• ↑ https://www.forbes.com/sites/theyec/2014/04/18/10-steps-for-giving-a-convincing-sales-pitch/
• ↑ Mark H McCormack, What they don't teach you at Harvard Business School , pp. 127-130, (1986), ISBN 0-00-636953-7
• ↑ https://www.investopedia.com/terms/a/always-be-closing.asp
• ↑ https://nos.ukces.org.uk/PublishedNos/SFHSS04.pdf
• ↑ https://www.entrepreneur.com/article/179084
• ↑ https://www.entrepreneur.com/article/230876
• ↑ https://www.sellingpower.com/content/article/?a=10089/10-tips-to-improve-your-sales-performance

About This Article

To sell a product, explain its perks to potential customers, like how it can make their life easier or how it will last for a long time. When you're talking to people about the product, be enthusiastic and use confident body language to show that you really believe in what you're selling. Think about the kind of person that would buy your product and then anticipate any questions they might have so you're prepared. Avoid being overly pushy by giving customers time to make up their mind after you give your pitch. For more tips on selling a product, like how to close a sale, keep reading! Did this summary help you? Yes No

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10 things i learned from trying to sell products and services.

I’ve only pitched one of them to my email list on this blog, but I also created a couple of course on Udemy.

I’ve been in business since about 2004, but I have to admit that I still have a lot to learn about selling. So that’s one of the things I’ve been studying and experimenting with recently.

Although the course creation approach hasn’t done amazingly well so far, I’ve learned a lot about selling from trying it out. In this article, I’m going to try to summarize a few things I’ve learned about selling so far.

1. Selling physical products is easier, if you can get targeted traffic

For most of my 10+ years as an online entrepreneur, I’ve sold physical products. I started with selling fragrance oils on Ebay and then launched my own e-commerce websites to sell party supplies.

The nice thing about selling inexpensive physical products is that it doesn’t require complicated sales funnels or selling skills. Having a good picture helps in some cases, but for inexpensive products, even a low quality image can work.

You usually don’t need to have a long text description either. Mostly, be sure to describe any details that the buyer will need to know about the item.

What’s critical about selling physical products is getting the right customers to your website.

Things like info products or software often require more work to sell because you have to educate your prospect about it and convince them of the value. With physical products, your customer is getting an actual physical item when they complete the purchase.

In other words, the value is more obvious with a physical product, making it easier to sell as long as you can reach the right audience.

2. How should I price my products? Low vs High pricing…

Some people sell a mix of high priced and low priced products. While most of the money will come from high priced products, the low priced products will still make a significant portion of the revenues.

If you are just starting in business but don’t have strong selling skills, selling a lower priced product can be a good idea. You can still make a lot of money if your sales volume and profit margins are high enough.

It can also be a good way to test your product idea and selling skills.

Selling high priced products and services involves a different sales process, usually with more steps.

3. There are a few good ways to sell high priced products and services… and you’re more likely to fail if you’re not doing one of these

• Start with a lower priced product
• Build a really large prospect list
• Build a small targeted prospect list
• Build a really high converting sales funnel

Successfully selling a high priced product is a function of several things, including building trust, reaching enough prospects and conveying the value in what you are selling.

A lot of successful businesses also partner with other businesses to expand their reach. Joint ventures and affiliate cross promotion is really common among top online entrepreneurs.

4. Videos aren’t always the best way to sell online

If you’ve been learning about online business for awhile, then you’ve probably seen gurus selling their info-products with online videos. And because just about all the gurus use video to sell their products, you might think that it’s the most effective medium for selling online.

Video can work extremely well, but the fact is that it may not be optimal for all situations.

For one, there’s a higher resistance to watching videos that reading an email or blog post for example. People can usually read or at least skim through text much faster than watch your video.

So while a lot of people say that long form sales letters are dead, plenty of online businesses are still using them and they do still work.

I’ve noticed that I am more likely to read something than click through and watch a video, due to the time commitment. But video can be more engaging when I do choose to watch.

Additionally, video works better if your audience is use to getting valuable video content from you. Try a mix of video and text content to see what readers are engaging with, but don’t always assume video works better because everyone else is using it.

5. Sell them what they want, but give them what they need

Eben Pagan popularize a concept known as “moving the free line” where you give away your best ideas for free. Giving away free education makes it easier to sell your products later since you are giving away a lot of value up front.

But I’ve seen a few businesses make some mistakes with this concept and it doesn’t always work.

A long time ago, I was on a website trying to sell dance instructional videos. The site gave away a free dance lesson from the actual DVD that they were trying to sell.

However, the exciting thing about dancing isn’t the actual lesson. It’s the end result. People want to look amazing when they dance and impress their friends and whoever’s watching.

Another site I visited was selling a competing product, but their video showed all the cool moves you can learn inside the DVD instead of the actual instructional lesson. Although I can’t be certain, I’m pretty sure that site sold better and one of my friends even bought a video set from them.

I created a blogging course awhile back that covered some of the techniques that I used to promote my blog. Although the reviews were good, I wasn’t entirely satisfied with the course.

In other words, I felt like I could make it better and create better results for the people who bought it.

One of the things that I really wanted to focus on was blogging productivity as that’s an area I see a lot of people failing. I met some bloggers at a Meetup last year and found that most of them weren’t even blogging consistently.

So the focus of my launch videos was on blogging productivity in my advanced course. Unfortunately, it didn’t do too well.

Having interacted with some bloggers since then, I’ve noticed that a lot of bloggers are looking for more blog promotion techniques. So if I were to focus on selling a blogging course, I would make blog promotion a bigger focus in the promotional materials.

But I would also include the blogging productivity information in the course, as that is one of the areas that causes most bloggers to fail. Plus it would differentiate my course from any other blogging courses out there and increase the value for the customers.

6. Increasing product value makes your product easier to sell

Try to give your customers more value than they might get elsewhere and selling will become easier. Research your competition and be aware of what they are selling and their pricing.

Commodity products are likely to have a lower price point than branded products, whether you are selling information products or physical products.

For example, if your online course appears to be the same as everyone else’s, then you probably won’t be able to sell as much as if yours stands out in some way. The same is true for physical products.

Increasing the perceived value of what you are selling can also help. A few examples:

– Course with video usually have a higher perceived value than e-books

– Live events and classes usually have a higher perceived value than online.

– Adding bonuses can increase the value of your offering

– Something that people normally pay money for, like a physical product or gift card can increase the value of your package.

– Providing one on one or group coaching can increase the value rather than just selling information.

7. Lead the sales process

When selling web design services, I found that a lot of people that found me didn’t have a clear idea of what they wanted and preferred to be led through the sales process.

Leading the sales process allows you better control of how the conversation proceeds and allows you to convey the value. It also allows you a better chance of dictating the final price and terms.

When I started selling, I just kind of went with the flow but eventually created a process that I could follow with each new customer. Creating a good sales process make you appear more professional and allows you to charge higher prices.

8. Should you pre-sell a product before it is created?

I read forums every now and then and one common piece of advice I see is to not waste your time creating courses, but to start by pre-selling instead. That way, you can get paid first and be sure that there’s demand for your course.

Pre-selling can work in some cases and for some products, but I don’t entirely agree with that approach for a couple of reasons.

Doing a product launch is a lot of work, and creating a course on the fly after it sells is difficult and stressful. It took me over a month to complete the course including all the videos and handouts.

Plus, it’s harder to sell something that doesn’t exist yet especially if you don’t know what’s going to be in it yet.

The best alternatives are to sell a live webinar, create a short simple course to start with or sell coaching first. These approaches require less up front work and can help you design your course content.

But creating these courses was worth doing. Create online courses isn’t rocket science, but there’s definitely a learning curve.

I learned a lot about recording videos, selling and some things to work on for next time. I wouldn’t have learned these things if I hadn’t invested the time and effort into it.

I’ve also learned that my courses are rated well by the people who take them and I’ve gotten feedback to improve on course creation further.

Everything is an iterative process and you get better as you go along.

9. Consider going for the quick win when starting out

Everyone wants to sell high priced products or services when they start out, but sometimes it’s better to go for a quick and easy win.

Starting off with an inexpensive price can be a good way to see if you can convince someone to spend money with you as well as test your selling skills. You might even want to try to see if you can get someone on a free webinar or something similar.

Getting that first sale is exciting and inspires you to keep at it. As demand grows, you can increase your pricing later or introduce higher priced products.

When I first started selling websites, I think I charged just a few hundred to my first customer. It was motivating getting that first client and of course I’ve increased my pricing since then.

10. It Takes Practice…

Just like getting good at anything else, it takes time and practice to master the skill. Don’t get discouraged if you don’t get the results you want the first time.

Instead, keep trying and continuing to learn. Adjust your tactics as you go along and learn what value actually means to your customers.

Work on continuing the master your craft and making yourself highly credible. Learn about sales and copywriting.

So what about you? Have you had a lot of success with selling?

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I've been making a living online since 2002, mostly through e-commerce sites and content sites with advertising. Through the years, I have also learned a lot about other types of businesses and helped other people with their business problems.

thanks for sharing your experience,this really helps.

Welcome, thanks for stopping by!

Brian, thanks for sharing your experience and this is really informative for those who are getting any issues in business. Keep it up with good work.

Welcome, glad you liked it!

Yes, i am fire, Thank you so much

Awesome and Very Informative Article. Thank you so much.

Thanks you, Aarav! Much appreciated.

thanks for sharing your experience,this will really help others to know from your experience

Welcome, Raju!

Excellent Article, Brian. We gotta Sell to Survive

Thanks Parth! We sure do!

Hello Brian,

Thanks for these amazing lessons you’ve picked up over the years from your selling experiences.

This is 2021 and a whole lot has changed. I’m sure you will agree with me on that if you were to go all over these lessons again.

For me, video is an effective marketing tool even though I hardly do it myself. I’m being honest here.

But when it comes to running any PPC advertising, video is a better creative for reaching your target audience.

However, when you want to use video, make sure it’s a short one.

This is where I share in your opinion too. Instead of creating an hour video explaining how something works, put it text. Nobody will have the luxury of time to watch an hour long video of your VSL.

I currently Pre-sale because it helps me save my time. If nobody pays for the product I want to sell, it shows that nobody is interested in it. I won’t waste my time on it.

But like you said, it’s going to be stressful trying to create a course on the fly. To avoid this from happening, here’s what I always do…

I would draft a perfect outline of the course and use it in my sales letter. Once I start receiving payment, I will start building it up.

I’ve learned a lot from your sales experience.

Thanks for sharing.

– Emmanuel

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Selling Introduction

Updated 18 April 2021

Subject Experience ,  Management ,  Technology

Downloads 45

Category Business ,  Life ,  Science

Topic Innovation ,  Sales ,  Success

Rosenzweig's Perspective on Business Success

Rosenzweig (n.d) noted that every business success involves every person's ability to market goods and services effectively to customers. Therefore, there can be no company without the selling of product and service. As a businessman, any sales opportunity generated by creative creativity should be adequately exploited to attract more customers. Product sales are a continuous cycle that allows you to learn about the products you sell and to approach customers confidently while assessing the needs of consumers (Avila and Scott, 317-323). After the realization of what customer needs, through product knowledge use it is possible to recommend goods that meet the need and handle objections arising before and finally close the sale. Sales pattern essentially develops satisfaction in customers while the business benefit from revenue earning at the closure of the sale. Consequently, satisfied customers will definitely refer new consumers to the business.

The Importance of Product Knowledge in Sales

One of the cornerstones to successfully selling is product knowledge. For an effective sale of goods and services, one must have a sound understanding of the products sold and how to think about the needs of the customers. Goods knowledge helps one to have detailed information about the product and service characteristics that are enough to demonstrate this meets the needs of the customer (DeCarlo, Russell, and Thomas 418-435). Development of expertise on products and service may lead to specialized knowledge and in long-run may lead one to become a selling specialist. In this case, product knowledge extends beyond general facts and other members may rely on you for advice and guidance on the sale of such particular good or service. Selling knowledge helps business people conduct market research to explore new and potential markets as well as know the competitors (Kuhn and Tera 571-600). Customers are always looking to purchase shops with best deals and those that meet their needs. Knowing competitors helps develop strategies to ensure a competitive advantage.

Useful info: Pay for research paper of the best quality.

Works Cited

Avila, Ramon A., and Scott A. Inks. "The Evolution of the Sales Process: Relationship Selling Versus the Challenger Sales (pp. 317-323)." (2017).

DeCarlo, Thomas E., Russell N. Laczniak, and Thomas W. Leigh. "Selling financial services: the effect of consumer product knowledge and salesperson commission on consumer suspicion and intentions." Journal of the Academy of Marketing Science 41.4 (2013): 418-435.

Kuhn, Kristine M., and Tera L. Galloway. "With a little help from my competitors: Peer networking among artisan entrepreneurs." Entrepreneurship Theory and Practice 39.3 (2015): 571-600.

Rosenzweig, Mark. “SCORE NE - SCORE NE Massachusetts - For the life of your business.”Introduction to Selling in a Retail Enviornment

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