 |
Selling Strategy - 5 Ways To Success
Web sites exist for essentially two purposes. The first isto provide information. The second is to sell. If yourpurpose for being online is to sell products or services,but you don't have tons of sales experience to fall back on,this article is for you! Selling is not some mysterious process that happens in smokefilled rooms or some gift you are born with. At it's core,selling is really finding out what people want and providinga way for them to get it. And you must take the buyerthrough a certain logical order before they will buy. Like almost any other skill, selling can be learned. Todaywe look at the five basic steps of a sale. After you finishreading today's article take a close look at your website,selling letters, ad copy and more to see if they take thebuyer through these five steps. If not, take steps to makeyour copy stronger and measure the results. After going through this 'fine-tuning' process a few timesyou will have a web site that consistently makes sales andcreates a reliable income for you. Now, the five steps ofthe sale. There are five distinct steps you must go through with aprospect in order to get them to say yes. Write these on anindex card and use them as a checklist each time you make apresentation. 1) Attention - Without your prospect's full attention, youcan't proceed. Make sure that your prospect pays attentionto your selling message, not your graphics or hot colorcombos. Spinning ducks are cute, powerful words sellproducts. 2) Involvement - Once you have their attention, get theminvolved. Have them do something. Ask them to sign up foryour newsletter or take an online survey right from yourhome page. If they are interested enough to take this step,you're headed in the right direction. 3) Conviction - They have to be convinced in order to buy.Make sure your words include the FACTS they need to make alogical decision. Prospects buy on emotional impulse but ifthey can't defend their purchase with logic you'll lose thesale. 4) Desire - This is where the art of selling lives. THEYMUST WANT IT. Include strong emotional 'hooks' for people torelate to. Tell them exactly what's in it for them. Rememberthat people are usually motivated by the promise of gain(making more money) or the fear of loss (act now before theprice goes up). The simple fact is that people will buy on an emotionalimpulse. They may defend their purchase with logic -especially to their spouse ;) but they buy things becausethey WANT to. A great example of this is the Golden Gate Bridge. I'mtotally convinced the Golden Gate Bridge is a great bridge,but I don't want to buy it. ;) Dry stats won't do the job,emotion will. 5) Close - If you've done your job in the four precedingpoints, closing is a matter of arranging the details. But itis in this step that many sales are lost. Here's the key toclosing the sale. TELL them exactly what to do next and keepthem laser focused on doing that one thing. Do NOT includelinks to other products or programs on your order page. Keeptheir focus on whipping out that credit card and buying now.Make it simple and easy to do. Now that you know the five steps of a sale, examine yourwebsite and selling material to see how you stack up. Nomatter what you sell, the prospect must complete the stepsbefore they will buy. The fact that they visit your site atall indicates interest. Gently guide them through the otherfour steps and success will be yours! Erny Setyawati is author of Bali Global Market Ezine that give solution of home business promotion and strategy, visit her webiste a:
MORE RESOURCES:
|
 |
|
|
RELATED ARTICLES
Stop Telemarketers, Do Not Call List or Not
American consumers have spoken and have done so loudly registering 50 million telephone numbers with the FTC's National Do-Not-Call list since the registry debuted in July.This new telemarketing sales rule, which was scheduled to take effect October 1st, recently encountered two legal battles which could diminish the rule's intent - to allow consumers to fight back against annoying telemarketing calls.
Three Ways to Get More Referrals
When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible.Wouldn't it be nice if every morning you walked into your office and had a referral sitting there waiting for you on your desk?Unfortunately it doesn't work that way, but here are few suggestions that should help steer some referrals your way.
How Leaky is Your Sales Pipeline?
Does your Sales Pipeline leak? If you answered no, you don't even understand the question. Every business' Sales Pipeline leaks to some extent.
Great Telephone Skills
Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of public. However, since both parties may not see each other face-to-face, a telephone conversation may not lead to favourable results; on the flip side, it may lead to unintended misunderstanding.
Whats So Special About You? Defining Your USP
Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up "widgets.
Dont Let Rattlesnakes Scare You
Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California.
What Successful Sellers Know - Others Dont ... The Subtle Art of Closing
Ask any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, "at the End". To be fair, they are not totally incorrect but they are, nevertheless, more wrong than right proving in principle and in practice, Perado's Law: Twenty percent of the sales force make eighty percent of the sales and profitability.
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or service is flawless. More importantly, we would like for others to believe that as well.
Its Better When They Tell Them
You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time.
Restaurant Pressure Washing
Many pressure washing companies try to stay away from the restaurant pressure washing business, while other specialize in it. One reason some do not like it is due to the all the grease, which gets on their hoses and equipment, which in itself is difficult to clean off.
Writing Effective Sales Messages
A sales letter is a document designed to generate sales. It is a distinctive type of persuasive letter.
The Secrets Behind Hypnotic Selling
Hypnosis has been a taboo word for far too long. And many people see it in a mystical light.
How to Create Material That Will Get You Sales Now!
WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER?
A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his own words.
First, Fast, And Foremost . . .
First - being before all others. Fast - moving or able to move quickly.
Talking To A Prospect As If To A Friend
While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite.
Secrets to Buying Without Being Sold
Have you ever asked yourself, now how did I let that guy sell me on something that I had no real need for at the time? Do you ever get a sneaking suspicion that your probably not going to really use whatever it is that your buying in the way that it was presented? If this is true which is often the case, then why in the heck do we give up our hard earned money for something that until we heard some sales spiel, we really had no need or want to have.Please allow me to expose what marketers do to us on a regular basis in an effort to develop those perceived wants, needs and desires in us which drive us to buy what is being offered.
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales.
Consumers are becoming creatures of convenience; when dealing with businesses-large or small-they desire ease of transaction.
Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different.
The Hands On Approach
While living in the technology age where everything is computerized, digitized, and auto-responded, it is very easy to forget where we came from, and how all of this progress has almost completely wiped out the personal touch.In this article, I am going to discuss three different ways to reach out and touch your customers and get their attention in ways you could never do even with all of todays modern technology.
Your Ad -- Who Cares?
Junk mail. We all get it.
|
