Coffee News South Africa

Many people don’t have the guts to ask for the order.

Most ignore the issue and then end up not getting the business. And when they get the business they have no idea how they got it. The experts will tell you that there’s a proven order taking process that comes naturally to some while others need to copy the process.

Inexperienced sales people tend to think that they can get the order by giving away money. Every time they run into a difficult customer they discount their product until the product has no apparent value and the sales person feels inferior.

Knowing your product or service and feeling confident about it is your first and most important foundation for success. because; when you feel confident you are not in a loosing or discounting frame of mind.

If You Do Not Discount How Do You Get The Order?

One alternative is to give!

The idea is that you give items that have a high perceived value to the receiver but will cost you very little. You can give special marketing reports, mugs and pens or if you have an effective website you can give freebies that may take your time but not your cash.

What Happens When Ideal Ask-For-The-Order Circumstances Do Not Exist?

Let’s say you are sitting inform  of a potential buyer of your services.

And assume you have done your sales/educational job.

At some stage during this initial process the buyer gives you a buying signal.

Let’s have a look at a proposed order form before we go through the steps. (You can download the order form at the bottom of this page).

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Now Let’s Go Through The Ask-For-The-Order-Steps (Refer to the proposed order form).

• You get the buying signal.
• Pull out your ask-for-the-order form.
• Give it to your buyer to complete.
• Re-iterate the benefits of your service as listed on the order form.
• Give the first and best option next and list the FREE gifts associated with what I call The Most Effective option.
• Then list the other options, only if necessary. If necessary then highlighting the superior value in the first option. (The second and third options have less FREE gifts and become more expensive).
• Below the options is a debit order form for credit card or bank account. Cash options are not included. This is done on purpose because collecting cash is possible but very time consuming and most ineffective. If people want to pay cash increase the advertising fee and ask for post dated cheques.
• Next to the credit card details you can either restate your guarantee or state facts to reconfirm your credibility. You can also use a testimonial. I used facts about Coffee News that I hope will tell the buyer that he/she is becoming part of a world renown restaurant publication.
• Finally the ask-for-the-order form ends with a statement saying that the ad cycle agreed to will continue at the end of the cycle and can be cancelled any time thereafter at a 4 week notice period.

What do you think?

Will this process help?

And  where can  we improve on it?

Let me know using the comment area below.

Regards

Johan Horak

Download a copy of the order form here.