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Make More Sales By Being More Specific

Expert Author Gihan Perera
Although people find round numbers easier to know , they find specific numbers more believable. When you're more specific, you sound more credible and authoritative, so use this in your internet site marketing.

For example, a while management experts advise you to schedule meetings at an odd time, such as 8.05am, instead of a "round number" like 8.00am or 8.15am. The round number allows people to assume it's an estimate, in order that they don't provides it much importance - and might dawdle and wander in 10 minutes late. On the opposite hand, once you announce an unusual time, such as 8.05am, it forces people to take a seat up and notice . By being more specific, you're giving greater importance to the amount , and it encourages people to attend on time.

You can use an equivalent principle on your internet site . By being specific and giving more detail, you give the knowledge greater weight in your site visitor's mind.

You do need to take care , though, that you're realistic; otherwise, you'll lose credibility. This jogs my memory of the joke about the young child lecture his father at a museum:

Child: These dinosaurs lived 30 million and three years ago.

Father: How does one realize it so precisely?

Child: Well, the sign here says they lived 30 million years ago, and therefore the museum opened 3 years ago.

Joking aside, here are four ways to use the principle of specificity on your Web site:

1. Use more precise numbers

Examine your internet site for samples of round numbers, and - if appropriate - replace them with more precise numbers.

For example, compare these two statements:

"We have worked with 100 of the Fortune 500 companies."
"We have worked with 97 of the Fortune 500 companies."
The first number seems like an estimate (even if it's not), while the second looks more precise and is more credible.

Note: you ought to only do that with round numbers that you're using to demonstrate credibility - as during this example. When you're using numbers for clarity and explanation, a round number is typically better (for example, you'd say "The city features a 30,000-seat stadium" instead of "The city features a 31,238-seat stadium").

2. Tell them what's within the package

When selling a bundle, set or collection of products, list each item within the bundle and describe it intimately . for instance , if you're selling a drill set for the house handyman, you'd describe the contents of the set. the extent of detail depends on what's appropriate for your market. for instance , if you're selling to the overall public, you almost certainly don't got to list the dimensions of each drill bit; it's enough to mention something like, "12 drill bits starting from X to Y".

When you do that , you are doing need to take care to not overwhelm the customer. If you think that this is often a drag , put the small print on a separate page and provides them the choice to look at them if they need to try to to so.

3. Tell them what it's worth

If you're bundling products together and offering the bundle at a special price (that is, but the value of shopping for each product individually), show the individual prices and their total, therefore the internet site visitor can see the discount with their own eyes. Listing the worth of every item is more credible than simply stating the discount, because the location visitor knows they will verify the small print if they want .

3. means the foremost useful bit

In some cases, it's useful to single out specific items as being more useful than others - for example:

"For most of our clients, the foremost useful a part of the package is that the two-hour consulting session with one among our coaches."

This doesn't diminish the worth of the opposite items within the package; it simply highlights the precise items that people have found most useful.