Utilizing the Concept of Preselling for Best Sales Results

Preselling – The Best Way to Sell Anything

So just what is preselling? It’s how to sell prospective customers a product or service before you even offer it for sale. In other words, it’s getting someone sold on your idea before you’ve even presented your offer. When you presell, the actual selling becomes easy—sometimes automatic.

When you are preselling, you are providing something to your potential customer free of charge. Usually, this “something” is information. This initial presentation of free help builds trust, which is exactly what you need to build in your customers in order to sell your goods. Is this deceptive? Not if your product or service is true. It is designed to help someone with a particular need. In this case, it is a win-win situation.

As an example, consider a person who has breast cancer. They are looking for a solution to this problem. They may have doctors working on their case. Perhaps they trust the doctors, perhaps they don’t. Now let’s say you have a wonder pill that cures breast cancer in 30 days. One bottle of these pills is all it takes. And it costs $90 a bottle. If this person was directly presented with this option, there is a high likelihood that they would reject it. Why? Because trust has not been established. First of all, it may look like it’s false. Secondly, the woman may trust her doctors far more than some advertisement of a “miracle cure”. Third, the price seems too high to take a risk on it without knowing anything about it. Now let’s change the situation by adding a little preselling. Let’s say this same woman comes across an article on the internet that discusses a scientific breakthrough in treating breast cancer. She reads the article with high interest, as would be expected. At the end of this article, a link is presented to the available “miracle cure” that she really does need. The price is the same--$90 a bottle. Now what do you think the likelihood is that she will buy? It’s almost a no-brainer. This is the concept of preselling.

Preselling is an excellent way to gain sales. It can also be used to gain clients, customers, services contracts—you name it! Preselling is an advertising concept that really works.

Okay. So now you know what preselling is. How can you utilize this concept in your business? Here are some ideas if you are trying to sell a product. In general, your product was created to be a solution to some problem. Consider what needs the product meets, what problems it solves. This takes some brain power. When putting together an ad, first address the problem, the need. Depending on the medium of advertising, you don’t even need to mention the product at the start. You are focused on solving a problem and filling a need. Once you have addressed the problem, you can provide information about your product or service and how it solve the problem at hand. Then offer the product for sale, not before then.

Preselling is a proven method to increase sales substantially. People want information. They want to know how something meets their need before they will agree to pay for it. In general, most people don’t like to let go of their hard-earned money. Preselling helps them to see why letting go of it in this instance is to their benefit. Is this a deceptive way to hook in a customer? Not at all. That’s another beautiful thing about preselling. It also helps to weed out those people who don’t need the item being offered. If it doesn’t meet a need of their own, they are likely to get bored with the information and not even get to the selling point. But for those who needs it does meet, a match is made! Both your business and your customer are happy. Win-win!

So which products and services should your business presell and which should it just “sell”? Here is the basic rule of thumb for the best rate of success:

Presell Practically Everything

That’s right. And always presell. Every time your business appears in a new situation (such as a magazine ad), presell. Sometimes this may involve addressing a problem in an advertisement and directing potential customers to a web page or perhaps a phone number without even mentioning the offer that is for sale. You would have to decide in each situation what the best course of action might be. Use your brainpower. Remember that people and businesses are not necessarily looking for just what you have to offer. They are looking for solutions. Provide them and watch your business succeed.

Disclaimer: The above information is assuming that the products or services your business has to offer are worthwhile and beneficial to those consuming them. If such is not the case, then preselling will probably not work (and should not work) for your business. Do not use this information to promote fraud.

Jeff Gray is the owner of SmartSystem Marketing, a free internet marketing resource. Check it out at www.smartsystemmarketing.com - great tips on online advertising, website design, network marketing, creating online income streams, and more!

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