Trust is the First Step of Selling
Dont Sell Products... Sell Content
This may sound a bit strange... After all, youre in business to make money, right? The best way to sell a customer is by first gaining their trust and reassuring them that by making a purchase from you, it will be a decision they wont regret.
The only way to really do this effectively is by pre-selling. Yes, you want your website visitors to ultimately click the Buy Now button on your website, but you only want them to do so AFTER theyve come to know your business and respect you as a business professional. Why not put some articles or valuable content on your website that will interest readers in your niche market. For example:
- Offer free downloads for visitors to read at their leisure.
- Get them to sign up for your newsletter so you can stay in touch.
- Place a web poll on your site to get visitors involved - make sure the questions relate to your sites theme
- Put a feedback form on your website for readers to offer their suggestions
- Put a testimonials page up to show your visitors how much previous buyers enjoyed their shopping experience
- Offer a Buying Tips or Helpful Hints page to give your visitors something of value for free
- Offer a weekly promotion to get visitors returning to your site on a regular basis
This is only a small list of suggestions you could incorporate into the selling process. When people are returning to your site on a regular basis, your chances for a sale are 1000 times greater than when a first time visitor hits your site.
Sell On Every Page Of Your Site
Your website may be 20 pages, or it may be 200 pages, but what so many people dont understand is that every page on their website should be a SUPER salesperson! For instance, lets assume you have a newsletter subscription box that allows your readers to sign up for your newsletter. Now I know that your subscription box is going to be a SUPER salesperson in itself! Youll have a free offer for signing up, perhaps a Special Report that readers wont want to miss out on so theyll subscribe, or even a special sales promo for those on your list. I think you understand my point. You subscription box is going to SELL!
But heres the problem I see on so many sites....
The subscription box is setup very nicely and sells effectively, getting dozens of new subscribers each day, but unfortunately once the new prospect subscribes..... A simple little Thank You For Subscribing page shows up to confirm their subscription.
Thats very nice and all, but the greater lesson here is that this is another page on your site to SELL! Why not put another offer on your Thank You page as well! This is PRIME advertising space.
The offer doesnt have to be obvious or annoying. Actually, the offer should be something extremely subtle. You dont want to keep bombarding your visitors with pop up ads or flashing neon sales promotions... one sales pitch after another. By doing that, youd lose credibility and trust!
But by being a smart SALESPERSON, you do want to effectively sell at every turn and take advantage of every opportunity.
Heres an example of a well designed Thank You page for a newsletter subscription...
Thank you for subscribing to our newsletter Family First - Money Second! Youll now begin to receive a new issue each month - directly to your email. Youll be amazed at how much youll look forward to receiving each issue! Youll discover ways to Bring More Love And Laughter Into Your Home! Plus, youll receive some money saving tips on entertaining ideas, dining, gift giving, and much more! I know youll enjoy reading it as much as I enjoy sharing my ideas with everyone!
(And heres the sales pitch....)
BONUS: We have an EXCLUSIVE special for our newsletter subscribers! For only $6.95 a month, you can now join our exclusive Members Only Clearance Club! With your membership, youll receive EXCLUSIVE discounts on clearance items WEEKS before the general public. That means BIG SAVINGS for you... PLUS, youll receive a free SURPRISE GIFT immediately just for joining today! If youd like to learn more about how you can save some money and join our preferred club, just CLICK HERE
Now thats not an annoying ad.... Is it? Do you think it will generate some additional back end sales for your business? Absolutely! And itâ ™s not hard to do! Plus... set it up once and youre done!
Again, this is just one example of the power you can harness on EVERY SINGLE PAGE of your site, and how you can capitalize on each and every page. And again, thats just one example. What about the emails that are sent automatically when a customer makes a purchase from you? Can you add some subtle sales pitch to those? Absolutely!
Use your own creativity and implement some of your own ideas and youâ ™ll begin to see your sales increase tremendously!
Take This Challenge.... Analyze your website, check out each and every page, look for areas on your site where you could implement some of these ideas and I guarantee youll be shocked at just how many pages arent being utilized like they should be.
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