The Right Way... And The Wrong Way... To "Close" Your Prospects

Last week I met up with an old friend of mine at one of the

local cigar retailers.

The store was having a little get together for their

customers, which basically means they had one of the

manufacturers reps there, and they featured a discount on

that brand of cigars, for anyone making a purchase that

particular evening.

I hadn't seen this guy in a long time -- we used to do a lot

of business together years ago -- and even though he's a

lawyer, it was still nice to get together with him again.

Anyway, when I walked into the store, I was immediately

given a ticket for the evening's drawing, and then straight

away into the sales pitch.

It went something like this:

"If you buy La Gloria Cubana cigars, you get one free, and

then you'll get another ticket for the drawing... But if

you buy a box, you get 10% off, and then you'll also get a

discount on your next purchase, plus you'll get 8 or 9

coupons extra, depending on what box you buy... The free

cigar isn't available here, you get it from the girl behind

the counter over there when you pay... now if you buy one

of these 3 boxes over here, you get 9 coupons and a..."

Ay..yai..yai!

At this point, I told the guy he needed to make things

simpler for me, that he was giving me an information overload.

And see, sometimes, that's exactly what happens when you

give your prospects too many choices to choose from, instead

of, for example, offering them "This" or "That".

Period.

Because when your prospects become overloaded with more

information than they need, you know what happens?

Exactly -- they get put off and then wind up doing nothing.

So whenever your closing, remember to make it short...

And sweet.

Now go sell something,

Craig Garber

http://www.KingOfCopy.com

P.S. Check out all the prior archives you've been

missing, right here at:

http://www.kingofcopy.com/tips/tiparchives.html

About The Author:

Craig Garber is America's Top Direct-Response Copywriter. Uncover hundreds of FREE controversial direct-response copywriting and marketing tips that dramatically boost your sales and your response rates, right here: http://www.kingofcopy.com

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