Web sites exist for essentially two purposes. The first is to provide information. The second is to sell. If your purpose 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 smoke filled rooms or some gift you are born with. At it's core, selling is really finding out what people want and providing a way for them to get it. And you must take the buyer through a certain logical order before they will buy.
Like almost any other skill, selling can be learned. Today we look at the five basic steps of a sale. After you finish reading today's article take a close look at your website, selling letters, ad copy and more to see if they take the buyer through these five steps. If not, take steps to make your copy stronger and measure the results.
After going through this 'fine-tuning' process a few times you will have a web site that consistently makes sales and creates a reliable income for you. Now, the five steps of the sale.
There are five distinct steps you must go through with a prospect in order to get them to say yes. Write these on an index card and use them as a checklist each time you make a presentation.
1) Attention - Without your prospect's full attention, you can't proceed. Make sure that your prospect pays attention to your selling message, not your graphics or hot color combos. Spinning ducks are cute, powerful words sell products.
2) Involvement - Once you have their attention, get them involved. Have them do something. Ask them to sign up for your newsletter or take an online survey right from your home 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 a logical decision. Prospects buy on emotional impulse but if they can't defend their purchase with logic you'll lose the sale.
4) Desire - This is where the art of selling lives. THEY MUST WANT IT. Include strong emotional 'hooks' for people to relate to. Tell them exactly what's in it for them. Remember that people are usually motivated by the promise of gain (making more money) or the fear of loss (act now before the price goes up).
The simple fact is that people will buy on an emotional impulse. They may defend their purchase with logic - especially to their spouse ;) but they buy things because they WANT to.
A great example of this is the Golden Gate Bridge. I'm totally 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 preceding points, closing is a matter of arranging the details. But it is in this step that many sales are lost. Here's the key to closing the sale. TELL them exactly what to do next and keep them laser focused on doing that one thing. Do NOT include links to other products or programs on your order page. Keep their 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 your website and selling material to see how you stack up. No matter what you sell, the prospect must complete the steps before they will buy. The fact that they visit your site at all indicates interest. Gently guide them through the other four 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:
You are the productWe're all in the selling business whether... Read More
Along with having an innovative supply chain, there's another reason... Read More
In my opinion, the most overrated topic in sales training... Read More
After completing a workshop on personal productivity or time management,... Read More
You stand there, in front of your great presentation material,... Read More
TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More
Want to build a successful incentive program for your company?... Read More
Lance has what it takes and then some.Did you know... Read More
This is a stupid question but it has to be... Read More
Products for sale need to be displayed in a manner... Read More
There are many tactics and techniques that go into converting... Read More
Could this be the worst moment in your selling cycle?You've... Read More
Writing fundraising letters can be an effective way to request... Read More
"I'd love to work with you, but?"How many times have... Read More
Any company in today's global economy must eventually face the... Read More
GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More
Just about every clothing store uses mannequins. There are many... Read More
With hundreds of direct sales companies out there, how do... Read More
Always give a reason for the sale for credibility. 1.... Read More
Make sure you target women. It's true for almost anything... Read More
A challenge facing many businesses is how to maintain a... Read More
No matter what you sell--products, services, or causes--one of the... Read More
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Over the years, many prospects have hidden behind their well-trained... Read More
Web sites exist for essentially two purposes. The first is... Read More
Ever had a party online or offline, and had guests... Read More
Manufacturers and distributors are rolling out more sales incentive programs... Read More
First, recognize that motivation is an inside job. The word... Read More
A white paper supports PR, marketing and sales because it... Read More
VOICEThe Image the customer has of the Salesperson is vital.... Read More
Most business people will tell you that selling is not... Read More
I was sitting at my desk last week when my... Read More
Steps - it is unrealistic for most salespeople to expect... Read More
Consulting Vs Selling, How we can make sales by not... Read More
Hi, I'd like to discuss the most powerful words you... Read More
Do you have 5, 10, or 20 years of sales... Read More
Have you ever asked yourself, now how did I let... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
The largest sale that I ever closed was negotiated over... Read More
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More
Have you ever met with, or talked to a prospect... Read More
Can you say who you are and what you do... Read More
Our world of selling is closed off from other areas... Read More
So now the time has come to invest in Lead... Read More
Products for sale need to be displayed in a manner... Read More
"Value-added." That word is used so much it has become... Read More
Have you ever sat through a movie and got to... Read More
Everybody is familiar with the old retail chant, "Location, location,... Read More
Your choice of materials for store fixtures includes wood, metal,... Read More
Benefits are what motivate people to purchase from you, right?... Read More
Strategies to help produce your brochure, advertisment or direct mail.... Read More
BackgroundThere's a conundrum that currently exists between the customer and... Read More
A challenge facing many businesses is how to maintain a... Read More
Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More
When you are in the business of sales, among the... Read More
Part one of this article is available at ... Read More
On an introductory call, your voice is your instrument. During... Read More
As I become more successful with my internet business I... Read More
How many of you made as much money as you... Read More
Just about every clothing store uses mannequins. There are many... Read More
Not all mannequins are made to look like full-grown adults.... Read More
"How do you create a perceived value to differentiate yourself... Read More
I've found that winners say "I choose to." Whiners, on... Read More
Hello Everyone: Here's a unique look at learning how tosell:... Read More
All customers have a choice to make. Sometimes that choice... Read More
They say if you wait long enough, a style you... Read More
Sales |