I just bought six square pieces of spongy fabric for $20 and walked away happy - “victim” of an impulse purchase.

I was at one of those big show events and walked past a demonstration booth. I even knew it was coming. About 50% of the people walking out were carrying two bright yellow cylinder-things.

As we walked toward the convention center, I told Tim (my other half), “There’s one of those guys with a microphone in there, doing a demonstration. He gets people so excited they think they have to buy those things. They over-pay then never use them.” I said this a bit smugly. I know of such things, so I wouldn’t succumb.

Yeah, right. This guy was good. So good, I came away with five ideas for increasing sales from impulse purchases. Next time you evaluate short-term sales and marketing strategies, think about and apply these five impulse purchase lessons…

Impulse Purchase Lesson 1: Demonstrate an impressive, relevant feature.

If the product is chocolate, sold at a retail checkout stand, you have no need for this one. Human nature takes over. When you are selling unrecognizable cylinder things, people need some encouragement.

You would never know it to look at them, but these things were super absorbent shammies. They can suck 8 - 10 ounces of soda out of your carpet in nothing flat AND it makes for an impressive demonstration. When the demonstrator mentioned they could dry a sweater in three hours, I was hooked. Never mind we have about two spills a year in my house and I don’t own any “lay flat to dry” sweaters.

This ability to get people to “live in the moment” is one key to a successful impulse purchase demonstration. The salesperson has a lot to do with it, of course. Repetition of an incredible, attractive feature, however, is key as well.

Think of any infomercial or “Billy Mays” product. There is always an “AMAZING!” feature - cooks in minutes, instantly removes stains, easily pulls dings from your car, etc.

2: Try to “time it right”.

Quite coincidentally, one of those semiannual spills in my house happened the day before I bumped into the yellow cylinder guy. I was thinking “If I’d had these yesterday, right now we wouldn’t have books stacked in the middle of the living room floor.” Quite by accident, he had related to something that was top-of-mind for me.

Fortunately, you do not have to rely on coincidence. At any one time, there are usually six or eight generally popular “themes” you could tie into. Better yet, your target audience is likely to have it’s own unique interests.

On the Internet, you can “time it right” by associating complementary products or services. If someone is researching monitors, for example, perhaps they need an ink cartridge for their printer.

Showing or highlighting ink cartridges on the screen along with the monitors may incite an impulse purchase. Better yet - and this is impossible unless you have order histories or detailed profiles - show them the exact cartridge they need.

3: Make it easy.

It turns out the cylinder things costs a flat $20. There was no change to mess with, no stopping to fill in order forms, and no multiple pieces of currency. As people pulled $20’s out of their pockets, the demonstrator took them and handed over the shammies in a single motion.

On the Internet, you can make it easy in two ways - ordering and delivery.

Make the order process as simple as possible. Amazon’s “Quick-Click” links are a good example of making ordering easy. Impulse purchasers simply click on the “Buy from Amazon” button and order straight off a pop-up window. You can see how it works here, in the left column under “Amazon ‘Quick-Click’ Example”: http://WebSiteMarketingPlan.com/Arts/ImpulsePurchase.htm

Easy delivery is another way to encourage impulse purchases on the Internet. Immediately downloadable digital items are an example. For physical items, quick delivery - overnight, same day, or local store pick-up - can increase sales.

4: Give an enticingly presented discount.

A roll of three shammies was $21 something, but the guy was taking care of the sales tax, which made it an even $20 (But wait, there’s more!). Because it was early he would throw in another 3-roll for no additional charge. Caught up in the moment, we nodded agreement. We were getting a deal - no sales tax plus three free.

The way a discount is presented can make a deal sound either appealing or “not such a deal”. Which sounds better?…

1. “Buy One, Get One Half Off.” OR “Buy Two and Get a 25% Discount.”
2. “3 for $5.00″ OR “$1.67 each.”
3. “40% Off Sale” OR “On Sale, $12.00 each.” (Assuming $20 item.)

Another way to encourage impulse purchases is to give a discount by bundling. Offer to reduce the price on a second, related item (Like in example #1, above.).

Online, I have seen this done with books. Some booksellers offer you a chance to save money on shipping and/or book price if you also purchase a related item.

5: “Keeping up with the Joneses.”

Instead of putting the shammies in a bag, the demonstrator rolled them up into a cylinder. This way, people at the show would see others carrying them around and wonder what they were missing.

The same concept can be applied to the Internet. I have seen messages like: “Others who bought ‘x’ also bought ‘y’” on order forms, at check out, and on product screens.

So there they are - five tactics the yellow cylinder guy used to convince me (and nearly everyone around me) to happily walk away with six shammies. By correctly applying these same techniques you can see your sales soar as well.

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It’s impossible to sell a product or service without demand – no matter how low the price or how big the discount.

Education-Based Marketing creates demand by showing the prospects why they need your products and services, how to make intelligent buying decisions, and how to best use it after they buy.

Education-Based Marketing creates a ‘halo’ surrounding everything you sell.

When you promote an individual product or service, only that particular product or service benefits. But empowering customers and prospects benefits every product and service you sell.

Information pre-sells and differentiates. It builds customer confidence and positions you as credible, knowledgeable and trusted. Information sets you apart. You become a unique, trusted advisor.

Education-Based Marketing answers questions that must be answered before prospects will buy:

1. Who benefits from the product or service?
2. What benefits does the product or service provide?
3. When is the product or service needed?
4. Where is the product or service used?
5. How do you choose and use it?

Conventional advertising is hard to create because it’s judged by its creativity – how effectively it attracts attention, how cleverly it delivers its message and how memorable it is.

Education-Based Marketing, however, is easy to create because the goal is to inform, rather than interrupt, manipulate or show-off. All you have to do is answer the five questions listed above.

Education-Based Marketing saves you money because technology has caught up with technique. You can do most of the production yourself using desktop-publishing software, saving on expensive outside production costs.

You can distribute educational messages for free as web site downloads or as e-mail attachments. Five ways to educate your prospects include:

• White Papers. These analyze challenges and trends and show how to benefit from your products and services.
• E-books. These offer in-depth, procedural descriptions that demonstrate your competence and communicate how-to-buy and how-to-use tips.
• E-mail newsletters. You can keep in constant touch with customers without addressing, printing and postage costs.
• E-courses. You can automatically deliver information in chunks over a period of several days – or even weeks.
• Teleseminars. You can also present teleseminars, which permit prospects to get to know you in an informal, interactive environment. Free line rentals are available; others cost about $25 an hour.

Education-Based Marketing works best when you keep in touch and deliver information at frequent intervals.

A monthly One-Page Newsletter, for example, is far more effective than a bimonthly four-page newsletter or a quarterly eight-page newsletter.

Customers and prospects give you their total attention when you offer information that helps them achieve their goals.

Education-Based Marketing’s effects are cumulative. The more information you share, the more your market will look forward to your messages and refer coworkers and friends to you.

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Here are 4 easy ways you can boost your sales for little or no new expense …and without making major changes in your selling process.

1. Focus on What Your Customers Really Want

Your customers really don’t want your products or services. They don’t even want what those products or services do for them. What they really want is to gain the specific feeling they get after buying and using your products or services.

Keep this in mind when you create web pages, sales letters and other selling presentations. Emphasize the feelings produced by using your product instead of talking about what your product is - or how it works.

Tip: Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits.

Example, if you sell financial products, describe what it feels like to enjoy an affluent life style without debt.

2. Keep Communicating With Your Previous Non-Buyers

You’ve heard it before - but I’ll say it here again. Most prospective customers will not buy the first time they see or hear about your product or service. You’re losing a lot of sales if you do not persistently follow up with those prospects.

Your follow up procedure can be as simple as periodically contacting them with a new offer. Or it can be more complex like distributing a newsletter or providing updated product information.

Tip: You cannot follow up with prospects if you don’t know how to reach them. Set up a system for collecting the names and contact information of all prospects who do not buy from you.

Example, offer a special report, a list of sources or some other valuable information your prospects cannot get anywhere else. Deliver it only by email or postal mail so you can get their contact address.

3. Encourage Questions

Questions from prospects may be a nuisance. But answering them can be very profitable.

Prospective customers only take time to ask questions when they have a high level of interest in your product or service. Providing a satisfactory answer to a prospect’s question often leads directly to a sale.

Invite prospects to ask questions when in live selling situations. And make it easy for them to ask questions when they are not …such as at your web site. For example, list a phone number or email address where you or someone else can answer their questions.

Tip: Include a Questions and Answers page on your web site with answers to frequently asked questions. It will reduce the number of questions you have to answer individually.

4. Make Buying Easier

Every non-essential action in the buying process is an opportunity for the customer to reverse their decision …causing you to lose the sale.

Look for ways you can make your buying procedure easier and faster. For example, many marketers use a multi-step shopping cart to get online orders when a simple online order form would do the job with just 1 or 2 quick clicks.

Tip: Don’t ask for unnecessary information during the ordering process. Instead, send a personalized “thank you” message after the sale and include a brief request for the information.

These 4 selling tactics may not be new to you. But are you using all (or any) of them? If not, they can easily boost your sales …for little or no new expense - and without making major changes in your sales process.

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Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import – is at best, a wishful endeavor.

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No one ever questions the fact there are born athletes who, when compared to others, make what they do look effortless. For these athletes, instinct seems to guide them like a good road map. That is their gift.

Exceptional though they may be, even athletes like Wayne Gretzky or Michael Jordan, would never rise to their true potential without one integral ingredient - Coaching.

Although I’ve written many articles on Coaching, this isn’t one of them. I mention it only to point out that the aspect of coaching, is Mental. That is to say, gifted athletes already possess the physical skills necessary to excel. Nevertheless, it is only one aspect of their sporting expertise.

Who among us hasn’t heard a professional coach say things like: “I only want players with a good head on their shoulders” or, “I only want players with Heart!”

What are they saying? They [Coaches] are saying there is more than one key discipline for success in sports and that what’s in the heart and head is more important than most all other attributes. The right knowledge and the right attitude, compensates for, often usurps, things like natural talent.

Can the same thing be said for Natural Born Sales People and the Discipline of Selling? Bet on it!

The Rule:

Renowned sales guru, Dale Carnegie, is known to be the architect of the ‘Five Steps to a Sale’ selling process. Over the years, his successful program has stood the test of time and spawned many other successful interpretations upon his theme. “Up Your Income! Solution Selling for Profitability” by Paul Shearstone [available at all fine book stores and on the Net], is just one of them.

The reason for the success of Carnegie’s strategy is largely due to its simplicity. In short, five clearly defined, easy to understand Laws or Rules that apply to almost all products or services. For example:

Step #1: “Talk to your customer Briefly regarding something that interests Them”.

Easy to say but what does it mean? Simply put, when salespeople meet customers for the first time, they must say or do things to help with the initial Get-Ta-Know-Ya bonding process. Dale said, in your opening meeting with customers, the best way to get them to like you is to engage them in brief conversations about things they find most interesting. I could go on to elaborate further but the fact is, it works.

The real lesson here is, now knowing this Rule, those without natural born sales abilities can integrate it into their selling approach and be guaranteed better results in the introduction stage of the sale. Incorporating the four remaining steps can unquestionably level the playing field with other competitive seasoned selling professionals – but only if the steps are applied Correctly!

The Application:

Home Depot may have every tool we could imagine but if you don’t know how to use them, what good are they? In professional selling, RULES are TOOLS. Use them right and they work.

One need only look at the home libraries of most mediocre salespeople to find plenty of books and tapes filled with time-tested and proven rules designed to garner more sales, profit and success. The courses have been taken and the rules have been learned but sadly, NEVER PRACTICED!

Tiger Woods / Michael Jordan / Wayne Gretzky – pick any one you like. At the top of their game, they still practice/d the basics [the Rules]. Name any professional discipline; would a surgeon be allowed operate on someone without first having benefit of exhaustive practice? I sure hope not!

The irony is, selling is the only professional discipline that allows someone to start with no experience and learn on the job. Even a professional laborer has to apprentice first.

The point? Knowing what to say is only part of the success-formula in selling. Much like any Academy Award-Winning actor, his or her part is honed and made convincing [award-winning] only through rehearsal and practice.

In Sales: To the degree a sales-pitch appears natural and spontaneous, is in direct proportion to the practice put in it! …Paul Shearstone 2000 [from the book Up Your Income!]

The Psychological Import:

Independent, confident personalities may make great leaders – not always great believers. My policy in life has always been to be guarded in what information I’ll take in or believe. I am not a skeptic but since: [According to Albert Einstein] “We become what we believe”, and, [According to Abraham Mazlow] “Most people live lives of quiet desperation”, my reluctance to accept the reality-interpretations of others has served me well. It hasn’t, however, stopped me from asking the question, “Why?”

Anyone looking for the one defining ingredient that separates top sellers from the rest can find it here. Much like the runner who wins gold by 1/100th of a second, the difference is subtle – but dramatic.

In selling, knowing the Rule and learning to deliver the Rule, still pales in comparison to the importance of knowing WHY the Rule is so integrally important to the success of the process.

How much more successful, more convincing could one be if they knew the answers to: “Why is it so vital the Rule be done at this time, this way and not another? What is the psychological, human-behavioral importance of such a rule and why are my chances of success predictably diminished should the rule be overlooked or poorly articulated? How does this Rule psychologically embolden my interaction with the customer resulting in mutual respect, rapport and better communication?” – and so on.

At the risk of diluting this point, consider this. The worlds best Landscape Architects concentrate their designs more on the artistic value or utilitarian purposes of the open spaces – where nothing is – giving lesser importance and an academic expectation to the fact, the flora and fauna appeal is a given.

Comparing that to elite salespeople, their methodology is focused at a higher level, gravitating more toward the natural laws of human interaction and psychology – the esoteric – the essence for which the Rules of Selling were written and in which they find credibility. Their delivery appears effortless albeit transparently deliberate. What they do and the success they achieve is not by accident!

The Bottom Line:

The discipline of the Professional Sell is both an art and a science. As such and in keeping with all other disciplines, mastery finds bedrock in the academic understanding of its Laws, its Applications and its Rationales.

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Content is king. Without content your website is an empty shell, a skeleton with no flesh, an empty vessel. Content can redeem the worst designed website. The right content can make your phone ring off the hook and flood your inbox with people wanting your product or service. Content is the most important ingredient in the recipe for your website’s success. If you have engrossing, valuable and relevant content you are onto a winner..

Tip 1 - Keep It Customer-Focused - What You Like Is Irrelevant

I land on the homepage. I want to buy a bathroom from this company. I want to know what bathrooms they have available. I want to know how much it will cost, when they can deliver, if they have any special offers and what their previous customers have said about them. Instead, upon landing on the homepage I get the following all-time classic;

“Welcome to ABC Bathrooms. Our company was formed in 1985. Our Managing Director John set up the company at the age of 25 after spending thirty years in the position of..”

Who cares?! I want to know exactly what you sell and how much it will cost me. I have 10 spare minutes today to find this information out and if I don’t see it on your site in a few seconds I will click off to your competitors so don’t bore me with the life story of your managing director. I do not care. Give me content that I like - not what you THINK I would like. Key difference.

Tip 2 - Sell Benefits, Not Features

Potential customers do not want to know how your product was built, how old the production manager is or what colour the wallpaper is in the production plant - they want to know how buying it will enrich their lives. They want to see evidence for the benefits of owning your product or using your service. People don’t buy things - they buy benefits and they buy feelings. People buying a Ferrari are not buying a mode of transport they are buying prestige, luxury, envy, success - they are buying a symbol, a way of life.

Think about your product or service from a customer’s point of view - what are the real, measurable and provable benefits to them of buying from you? Include these over and over in your content and it will bring more sales for you. Don’t be afraid of blowing your own trumpet - stick the benefits right on the homepage for a start!

Tip 3 - Include Calls To Action - Everywhere!

Excellent - you’ve written killer content and people are coming back to your website time and again for the information. Your traffic figures are shooting through the roof. It’s brilliant! You can’t believe you’ve cracked it. And then you look at the number of orders placed last week - zero. Oh. What happened there? Better to have one person visiting your site each month who actually places an order or produces a sales lead rather than have 1000 people who do neither.

If you don’t have clear benefit-focused calls to action peppered throughout your content people will not get in touch with you or place that all-important order. You hook them in with the winning content and then you offer them more information vial email or a free quotation if they phone you - anything! You must have calls to action present throughout your site - combine this with the other two tips and you are on the way to having content that actually makes you sales.

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