A Simple Sales Idea that works

Here's a simple, yet effective, sales technique you can use right away!

I was on vacation down in Mexico a couple of months ago—lying on the sand, reading a book, and generally trying not to think of work—when suddenly, I had a sales epiphany.

If you've ever been to Mexico, you're probably all too familiar with their particular brand of salesmanship.

Basically, they do everything possible to get your attention and pull you in. It's almost impossible to escape the never-ending choruses of, "Come here". "Please, come in and look around", and my personal favorite, "You buy two, and I'll give you a really good deal".

Now, if you're like most Americans—myself included—this can get annoying pretty darn quick.

So much so that it can be hard to believe this type of sales actually works. But it does...even (I hate to admit it) on seasoned salespeople like myself.

Of course, I don't like to count the guy in the airport who tried to get me to sign up for a three-hour timeshare presentation in exchange for two bus tours to Chichen Itza.

You see, I had just walked through the doors from customs and my guard wasn't up yet. So when an official looking man in a blazer (who happened to be standing behind a row of very busy desks) caught my attention and called me over, I didn't think—I just went.

Luckily my senses soon returned, and in a few seconds I realized what he was doing. I also remembered that, even though I was planning to go to Macchu Picchu, I didn't want to do it via tour bus. So I made a hasty yet polite getaway.

But then I couldn't stop mulling over how effective his technique was. He simply told me what to do ("Come over here"), and I did it! And if he had offered me something I really did want, he probably would have made the sale.

It was a blatant use of what marketing professionals refer to as a "call to action".

This exact same technique is used all the time in commercials that tell you to "Call this number now". Or sales letters and ads that ask you to "Send in the attached coupon to receive...", or "Call today for your free copy of X".

Every one of these statements is a call to action.

So what makes a call to action so powerful?

For starters, we are all trained to do what we are told from a very young age. So, unless there is an obvious reason not to do whatever it is, there's a pretty good chance your brain will simply go on auto pilot and say, "Okay"—especially if you think you stand to benefit.

Secondly, our overloaded brains actually appreciate being told what to do. There's no guesswork involved; no decision to make. Suddenly there's no need to wonder what to do next—what a relief. If you want to own the complete recordings of The Monkees, all you have to do is call this toll-free number. Easy enough.

So what does this have to do with you? Well, to be honest, if you're not using calls to action, in writing or in person, you're probably missing out on a lot of sales.

Luckily, creating an effective call to action is easy. Instead of assuming your customers know what step to take next, decide what you want your prospect to do and then ask them to do it.

Want folks to go to your Website? Tell them to visit www.yoursite.com to learn more.

Want people who read your brochure to call and schedule an appointment? Say so in the brochure.

The last thing you want to do is leave your potential customers actions up to chance. So give 'em a simple call to action and watch your sales soar.

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