Tell Me The Reasons Why I Should Believe You?

Have you ever heard the phrase, 'PREPONDERANCE OF PROOF'?

I recently heard it to describe a situation where a person was backed up against a wall (legally speaking) and needed a way out of the mess.

The legal guy came in and said, 'I feel we may win this case'. The defendant was furious with his lawyers. I want you to have an abundance, a 'preponderance of proof' so that we bury them in evidence. I want them to 'surrender' because of the unending proof we can give them!

That real life example helps to reinforce the fact that generally we're a nation of sceptics.

But, if someone was able to win us over, with just amazing proof, reasons and credibility to back up what they say, we'd be pretty much sold on whatever they were trying to persuade us with.

To illustrate things, let's say were planning on selling our car and we want to give the prospective buyer enough evidence to buy from us.

The question is "what can we include in our written communication that'll help cement a sale?"

How about we start with...

Photocopies of the logbook that details the full service history. Then, we could send ...

A copy of a Tax disc that has been fully paid up for a year. And, what about...

Photographs of where you've been on holiday with your car, so putting a picture in the mind of the prospect that 'leisure' can be made more enjoyable. And, to prove our reason for the sale, we could include a copy of...

A flight ticket that shows you have to go out of town in the next 30 days, hence the spectacular offer you're making to sell the car. To add a little status and glamour to the car, we could show...

Pictures of celebrities, local or national, who also have a similar car, so bringing in the principle of 'association and esteem' in having the same as 'prominent others'. To prove the market value of the car, we can show...

A copy of the dealer price for the car, and the market place average, and how you're able to undercut the price, and the reasons why you're able to do it.

A letter from your loan company showing the amount outstanding on the vehicle to date, and, a copy of a report that shows why the car you're selling, has tremendous resell value.

... I think you get the idea here.

Whatever it is you want to sell, giving people irresistible reasons, backed up with a caseload of proof, is the surest and quickest way to a sale.

What proof elements can you add to your products and services?

Copyright 2005 Nick James

Nick James is a UK based direct marketer and product developer. During the last 3 years Nick has sold in excess of £1 Million of products and services. Subscribe to his Free Tip Of The Week email at: http://www.Nick-James.com

---

Expanding Franchisee Advice

Franchisor expansion policies are not as simple as one might... Read More

Concrete Cleaning Discussed at World of Concrete Expo 03

If you are in the pressure washing business and are... Read More

Arranging Your Fundraiser

When deciding to host a fundraiser for your company or... Read More

The Key to Small Business Growth? Buyer Alignment

Unfortunately for all buyers, each selling organization and their individual... Read More

Write An Effective Job Proposal

I am simply amazed at the problems some of my... Read More

Do You Need Accounting Software for Your Small Business?

If you're anything like me then you dislike with a... Read More

Creating Time the Virtual Way

Time. As a small business owner, it's the commodity you... Read More

Never Burn a Bridge

Why should you always maintain a good report with a... Read More

S Corporation ? What Is It?

For many small businesses, the "S" corporation is the business... Read More

How To Get Slightly Famous in Print

Early in my career, I wrote an article for a... Read More

Hard Money Lenders -- No Money Down The Easy Way

Would it help you as a real estate investor to... Read More

Web Based CRM Systems: Get Mobile; Get Results

Everyday more web based companies enter the business scene. The... Read More

Deciding Which State To Incorporate Your Small Business In

Once you've decided to incorporate your small business the next... Read More

Slip And Fall Professionals; Service Businesses

Since you own a business you probably have liability insurance... Read More

Small Business 101: Deadly Ignorance

American small business is again in transition. Many employees, now... Read More

How to Profit from Business Consulting Opportunities

Business consulting opportunities might be just what your are looking... Read More

Boston Market; Mobile Auto Detailing

Boston itself covers 50 square miles of concrete and traffic,... Read More

Pressure Washing Graders and Tractor Motors

When pressure washing heavy equipment each piece of equipment has... Read More

Old Data in Database Marketing Software

Database Problems in MarketingI have been working on a direct... Read More

Hiring A Virtual Assistant Can Help Your Business Grow

Are you a home or small business owner and you're... Read More

7 Card Tricks That Improve Your Personal Networking Power

CARD SHARK7 Card Tricks That Improve Your Personal Networking PowerThe... Read More

Small Does Not Mean Invisible!

Running a business on the net these days can be... Read More

Franchisor; Ongoing Support and Ideas

Ongoing support for a franchise system is omnipotent. A major... Read More

Why is My Restaurant Not Full Every Monday Night?

In a quest for customers and to keep those customers,... Read More

The Advisory Board: A Business Owners Most Valuable Resource

As a company grows, the owner's role begins to change.... Read More

What Your Small Business Can Learn From The Doctor

Most doctors never distinguish the difference between customers and patients.... Read More

Small Business Planning -- Three Myths

Are you -- like 70 percent of small business owners... Read More

Are You Using a Chess or Checkers Small Business Marketing Strategy?

Until the day I learned to play chess I loved... Read More

Marketing - The Way To Make What Youre Really Worth

You only have so much time in a day right?So... Read More

Uncover Free Veins Of Gold By Prospecting Online Guru Newsletters (Part 1 of 2)

Incredible as it sounds, you have a goldmine of free... Read More

Got Stimulation?

An observation while returning home from a seminar: Getting away... Read More

Cash Flow: Why Chaos Equals Poor Cash Flow

Recently one of my customers told me the chaos swirling... Read More

Buying a Franchise

Buying a franchise is not for everyone. This guide will... Read More