Believability is what's missing, and the majority of all businesses have the same problem. They advertise Institutionally, they fail to inform and educate their potential customers, they believe (and sometimes it's true), that they have the best product/service in their field. Trouble is, the customer usually doesn't appreciate that fact! Big Problem.
Having an online business is not unlike having a shop in the high street. Both have to be advertised. The shop distributes flyers, brochures; mailers, advertisments etc. and hopes for a percentage return on their investment (usually poor, but that's another story). However, the shop has one small advantage, it has a physical presence, customers can visit it, view the product, the decor; the furnishings; even the owner!
This allows them to at least judge for themselves whether the business is all it is said to be. There is at least an element of credibility and believability here that you as an online business owner don't have.
So what do you do? Well, there are several ways you can build belief, but to begin with, you have to realise that in the minds of your potential customers, Perception is reality! What they see when they visit your site, how easily (or otherwise) they were able to navigate it; how informative and content-rich the information was, all and more of these aspects of your site contribute significantly to your visitors perception of you as a business.
So the first way to build belief, is to ask yourself, does my site offer visitors the right Perception of my Product/Service.
Secondly, do you tell the truth? I don't imply you lie, but do you tell people what you are about, do they know your USP, your purpose for being in business; the source of your products? Realise this, people love to be informed. The more you tell them about you, your business, your product/service and why you believe these to be the best people can buy; the more likely they are to do business with you.
Thirdly, Build Rapport with them. View your business from the point of view of the potential customer. Understand their concerns, see the perceived problems they may encounter when trying to order; understand the doubts they may have. Ensure that your site is structured in such a way as to eliminate, or certainly minimise these problems BEFORE visitors arrive. Simplify at the beginning, not when the problems arise.
Where possible, Include documentary proof (in the form of photos and/or documentary evidence) to support your product/service claim. If you claim that a certain investment strategy will make me £10,000 pa, PROVE it to me. If a certain pill will eliminate my hair loss (or whatever), provide evidence to support the claim.
Where possible, provide a FREE sample of your product/service. This is really the ultimate belief builder (in some cases it this is not true eg if you tell me you sell the tastiest apples in the world, but I dislike the taste - you see my point). Generally speaking though, this is an essential aspect of marketing.
Where possible, provide a demonstration. The internet is great for this because you can utilise audio, video; interactive etc to allow your potential customer an insight into your product/service.
Strangely enough, if your product or service has a flaw, admitting this is more likely to endear a customer to you, because by admitting your flaw, you are being honest. This will increase their belief in you as someone to do business with. Believe it, honesty is very powerful, it can only do you good.
In terms of your product, be Specific. Tell people the nitty gritty of your product or service. The more you tell, the more you sell. They ARE interested in detail, they base their purchases on the amount of information they are given. The more doubts you address, the more likely they are to purchase. Inform them!
Try also to make comparisons. Don't knock your competitors, but do compare what you are offering with that of the competition and highlight the benefits they will get if they purchase from you. Ask yourself, given the competition WHY should someone purchase from me? Answer that question and you answer your customers question.
Give a Guarantee. The bigger the better. Give it in writing, the stronger the guarantee, the likely they will buy.
By utililising the above tools, you will build Believability with your potential customers. Many businesses loose customers simply because they fail to instil Believability.
Look at it like this, if you told me you had the best product in the world for (anything), then you would think that I would buy it, right? Wrong, truth is I am Jo average and I hesitate to buy, why? Because I don't believe you!
Michael's website can be found at http://www.CashPool4U.Com. His newsletter is a MUST for both online and offline marketers.
There are many people every day jumping into the online... Read More
1. Maximize the effectiveness of your banner ads. Don't just... Read More
When I mention, "flavor", I mean the appeal of the... Read More
When you make the decision to start an Internet business... Read More
The average person today is exposed to a never-ending deluge... Read More
Former U.S. president, George Bush Senior told the following story... Read More
If you haven't heard the word 'niche' being batted around... Read More
Copyright 2005 Tinu AbayomiPaulIn my last article on site promotion,... Read More
If you learn these website sales riveting tactics, you'll be... Read More
Your brain screams "Gimme Fast", "Gimme Easy", "Do it for... Read More
1. Utilize holidays to increase your visitors or sales. You... Read More
There are so many simple and achievable ways to make... Read More
"Never underestimate the value of giving things away." I remember... Read More
When you run an online home-based business, your web site... Read More
Even though the days of an IPO generating millions of... Read More
A back-end product is a product that you attempt to... Read More
One of the most exciting things about doing business online... Read More
Many people want to achieve financial freedom and they know... Read More
When it comes to your marketing message, the little things... Read More
Three Ways to Get Top Quality Content for Your Niche... Read More
We all do it I guess: give something away for... Read More
Today we are going to discuss a very important requirement... Read More
Your Enterprise Won't Survive Unless People Find ItWhether you're a... Read More
You won't be involved in Internet marketing long before you... Read More
Hint: don't send send your online advertising traffic to your... Read More
1. Far Cheaper and Much More Flexible Than Print AdvertisingThe... Read More
In the last year I have met people that have... Read More
Think about something Bill Cosby said and ask yourself "how... Read More
Before I expand on the above heading, I do have... Read More
Suppose you were offered 263 links coming into your website... Read More
How DO you get a great flow of traffic for... Read More
I, myself, being an internet marketing "newbie" (endearing term used... Read More
Your turn to succeed has come.I am happy to offer... Read More
How successful is your online business? Are you achieving the... Read More
Once you have figured out your what your focus should... Read More
Google is at least as interested as you are in... Read More
How many people visit your web site but type in... Read More
Have you ever watched ABC's hit TV show Lost? My... Read More
You can earn a large monthly passive income with a... Read More
Many of you are reading this article because you would... Read More
I am going to let you in on a secret?... Read More
There is an interesting phenomenon on the Internet and that... Read More
If you have read any internet marketing resource ever created,... Read More
1. Not sending out another mailingSending another mailing (to the... Read More
Do you believe that there is a price to pay... Read More
Public relations is popular because it is very cost-effective and... Read More
Many people fail to realize how they can really make... Read More
There are so many simple and achievable ways to make... Read More
Hello, do you feel low because sales at your website... Read More
Think about everything you can do in your business that... Read More
1) Web SiteThis is for sure the most important part... Read More
Be a Winner! Answer the Challenge! An e-course is a... Read More
During a saxophone lesson the other day I realized how... Read More
You may have heard the expression that "content is king".Yes,... Read More
Have you ever seen the trading floor in action on... Read More
Since I own my own business web site and have... Read More
Once you have decided on your ideal business to create... Read More
I am really fascinated by the world of on-line marketing.... Read More
If you have a marketing business, chances are you get... Read More
Finding the right Internet marketing technique that works best for... Read More
One of the best ways to increase your sales is... Read More
And you are so proud of it. You have no... Read More
When I first attempted to make money online I was... Read More
What is an Internet Marketing Godfather?Someone who I *perceive* to... Read More
The numbers are supposed to be big in online marketing,... Read More
As a marketer you are engaged in a "War" with... Read More
Internet Marketing |