Secrets of the Big Dogs: Steven Wagenheim Answers Tough Questions
Today Steven Wagenheim, the only guy I know that can write a killer ad in fifteen minutes, talks about answering the tough questions.
Steven Wagenheim:
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Answering The Tough Questions
Hi:
Okay, you've sent out your ad that contains your email address and phone number and somebody actually writes to you or worse, calls you on the phone. They have questions. How do you answer them?
The number of possible questions you could be asked is infinite, so obviously there is no way I can go over them all here. But there are going to be some common ones that you will get that you better know how to answer or you're going to lose the sale.
How much does it cost? - You NEVER put the cost of something in your ad. So if they haven't gone to the web site yet to look at the product or service then they haven't seen the page that contains the price info yet. So how do you answer this? You DON'T tell them how much it costs.
You ask them the following question. "How much do you think something like this SHOULD cost if it's everything I said it was?" If they quote a price that's higher than the actual price you then tell them. "Well, it's only $X." They'll be surprised and most likely will become a buyer. If they quote a price that's lower than the actual price you simply say this to them. "Then no offense, you're dreaming. There is no way you're going to get something of this quality for that price. If you think you can I suggest you do some shopping. You'll see that I'm right." At this point one of two things are going to happen. They'll either say, "Okay, I'll do that" and hang up. Or they'll continue asking questions which means the price hasn't turned them off just yet.
Can you GUARANTEE it will work? - There are only two ways to answer this. If it's a product like, say a spot remover and it comes with a guarantee, you can tell them that you can guarantee it. Most likely the product comes with a money back guarantee so if it doesn't work they can get their money back. But what if the product is a method for making money on the Internet. Nobody can guarantee Internet marketing success even though so many products claim such guarantees or your money back. They do this because they know that most people will not bother asking for a refund. And if they do ask for a refund the company doesn't care. They make more than enough money off of the unsuspecting new marketer. Those are the people those companies take advantage of. So in your case the answer to the question is simply "No, I can't guarantee it but if you don't get the results you want you can get your money back within x number of days."
What success have YOU had with this product? - Another simple answer, though this really should have been covered in the ad. Simply tell them your experience with the product. Be sincere and don't over hype it. If anything, downplay it just slightly. If they say to you that it doesn't sound like a glowing recommendation just tell them you didn't want to make it sound like the greatest thing since sliced bread. You wouldn't believe a word of it. I'm just trying to be honest with you. Trust me, at this point you practically have the sale.
Will YOU help me if I need help? - This is not as easy an answer as it seems. If you're selling web hosting as a third party then the truth is you CAN'T help them with their hosting issues. They have to go through the hosting company. Tell this person that but also tell them that if they can't reach the hosting company for any reason or there is a problem that is not being resolved that you WILL contact the hosting company on the customer's behalf. In other words you can only do what you can do. Just make sure you at least do that much. Sometimes just knowing you're there to talk to will sometimes be enough. Get used to it. Customers are sometimes your friend for life. At least for the life of the product or service. Of course if the product is your own then you absolutely assure them that you will help them all you can, even as far as set up and use of the product. This is where you need a lot of patience.
Can I see documentation of your success? - If you have it, send it. If you don't, tell them you don't actually have anything you can send but you can send them testimonials by other customers. Don't fabricate proof. If they are that skeptical that they need to see something in writing the chances of them becoming a customer are slim to none anyway. Don't knock yourself out over this one.
So, how does this thing work? - Strange question? Not at all. Many things you will sell on the Internet are information products such as, "How To Cure Allergies." Trust me. You're going to get the wise guy call you up and ask you how these allergies are cured. What's used? They're trying to get you to TELL them what's in the informational product so they don't have to buy it. When you see this coming there is only one way to handle it. You simply tell them that if you told them that they wouldn't have to buy the product and that would be bad business on my part. They'll laugh, say okay, tell you they'll check it out and at that point it's 50-50 if they'll buy. Don't sweat it. People who try to con you out of your legitimate product are not worth your time. Be polite but don't waste a lot of time with them.
I've been lied to so many times. Why should I believe YOU? - This is probably the hardest question to answer and if you think it won't be asked you better think again. I find the best way to answer this is to take the focus off of yourself. Remind them of the product guarantee. Tell them if they're not happy they can get their money back. Tell them that if you weren't on the level you wouldn't have given them your personal phone number to call. Eventually your sincerity, without actually answering the question, will convince them. You'll get other questions but these are about the hardest you will have to answer. You handle these and the rest should be relatively easy.
Sincerely,
Steven Wagenheim
Creator Honest Income Program
===============================================================
Thanks, Steven, for sharing your experience with us. I know that every Alpha Dog appreciates your willingness to pass on the knowledge that you have gained over the years.
Until next time--
To REAL Success,
Steve Crawford
stevencrwfrd@yahoo.com
http://AlphaDogSecrets.com
Steven Wagenheim:
===============================================================
Answering The Tough Questions
Hi:
Okay, you've sent out your ad that contains your email address and phone number and somebody actually writes to you or worse, calls you on the phone. They have questions. How do you answer them?
The number of possible questions you could be asked is infinite, so obviously there is no way I can go over them all here. But there are going to be some common ones that you will get that you better know how to answer or you're going to lose the sale.
How much does it cost? - You NEVER put the cost of something in your ad. So if they haven't gone to the web site yet to look at the product or service then they haven't seen the page that contains the price info yet. So how do you answer this? You DON'T tell them how much it costs.
You ask them the following question. "How much do you think something like this SHOULD cost if it's everything I said it was?" If they quote a price that's higher than the actual price you then tell them. "Well, it's only $X." They'll be surprised and most likely will become a buyer. If they quote a price that's lower than the actual price you simply say this to them. "Then no offense, you're dreaming. There is no way you're going to get something of this quality for that price. If you think you can I suggest you do some shopping. You'll see that I'm right." At this point one of two things are going to happen. They'll either say, "Okay, I'll do that" and hang up. Or they'll continue asking questions which means the price hasn't turned them off just yet.
Can you GUARANTEE it will work? - There are only two ways to answer this. If it's a product like, say a spot remover and it comes with a guarantee, you can tell them that you can guarantee it. Most likely the product comes with a money back guarantee so if it doesn't work they can get their money back. But what if the product is a method for making money on the Internet. Nobody can guarantee Internet marketing success even though so many products claim such guarantees or your money back. They do this because they know that most people will not bother asking for a refund. And if they do ask for a refund the company doesn't care. They make more than enough money off of the unsuspecting new marketer. Those are the people those companies take advantage of. So in your case the answer to the question is simply "No, I can't guarantee it but if you don't get the results you want you can get your money back within x number of days."
What success have YOU had with this product? - Another simple answer, though this really should have been covered in the ad. Simply tell them your experience with the product. Be sincere and don't over hype it. If anything, downplay it just slightly. If they say to you that it doesn't sound like a glowing recommendation just tell them you didn't want to make it sound like the greatest thing since sliced bread. You wouldn't believe a word of it. I'm just trying to be honest with you. Trust me, at this point you practically have the sale.
Will YOU help me if I need help? - This is not as easy an answer as it seems. If you're selling web hosting as a third party then the truth is you CAN'T help them with their hosting issues. They have to go through the hosting company. Tell this person that but also tell them that if they can't reach the hosting company for any reason or there is a problem that is not being resolved that you WILL contact the hosting company on the customer's behalf. In other words you can only do what you can do. Just make sure you at least do that much. Sometimes just knowing you're there to talk to will sometimes be enough. Get used to it. Customers are sometimes your friend for life. At least for the life of the product or service. Of course if the product is your own then you absolutely assure them that you will help them all you can, even as far as set up and use of the product. This is where you need a lot of patience.
Can I see documentation of your success? - If you have it, send it. If you don't, tell them you don't actually have anything you can send but you can send them testimonials by other customers. Don't fabricate proof. If they are that skeptical that they need to see something in writing the chances of them becoming a customer are slim to none anyway. Don't knock yourself out over this one.
So, how does this thing work? - Strange question? Not at all. Many things you will sell on the Internet are information products such as, "How To Cure Allergies." Trust me. You're going to get the wise guy call you up and ask you how these allergies are cured. What's used? They're trying to get you to TELL them what's in the informational product so they don't have to buy it. When you see this coming there is only one way to handle it. You simply tell them that if you told them that they wouldn't have to buy the product and that would be bad business on my part. They'll laugh, say okay, tell you they'll check it out and at that point it's 50-50 if they'll buy. Don't sweat it. People who try to con you out of your legitimate product are not worth your time. Be polite but don't waste a lot of time with them.
I've been lied to so many times. Why should I believe YOU? - This is probably the hardest question to answer and if you think it won't be asked you better think again. I find the best way to answer this is to take the focus off of yourself. Remind them of the product guarantee. Tell them if they're not happy they can get their money back. Tell them that if you weren't on the level you wouldn't have given them your personal phone number to call. Eventually your sincerity, without actually answering the question, will convince them. You'll get other questions but these are about the hardest you will have to answer. You handle these and the rest should be relatively easy.
Sincerely,
Steven Wagenheim
Creator Honest Income Program
===============================================================
Thanks, Steven, for sharing your experience with us. I know that every Alpha Dog appreciates your willingness to pass on the knowledge that you have gained over the years.
Until next time--
To REAL Success,
Steve Crawford
stevencrwfrd@yahoo.com
http://AlphaDogSecrets.com
posted by Steve Crawford | 4:07 PM
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