 |
Selling Strategy - 5 Ways To Success
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:
MORE RESOURCES:
Sunday Streets event had mixed impact on salesSan Francisco Chronicle, USA - 56 minutes agoSales slipped by as much as 20 percent for some Fisherman's Wharf merchants over the holiday weekend when parts of the Embarcadero were closed for the ... |
Sales - Google News
|
|
|
|
RELATED ARTICLES
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise.
Selling Your Business - Step by Step Process
So it's finally come time to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor.
UK Sales and Marketing Terminology
Terminology / AcronymsABC figures: This is the independently audited sales figure for all recognised publications in the UK. By using the ABC figure, you can quickly establish how much the advertising will cost per 1,000 readers.
Asking The Right Questions
On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step, setting that introductory meeting.
Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions
There are many tactics and techniques that go into converting visitors into buyers. However, this article will prove to you why creating an "interactive" sales letter will be the most critical weapon in your modern marketing arsenal to accomplish this.
The Most Important Word in a Business Letter
What do you think it is? Many experts insist it's the word "you." Why?When most of us read anything, we're looking for something that interests us.
Exporting to Europe: Not the Challenges You Think
If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls - until it's too late.
Dead Silence From Your Prospect: The Worst Sound Of All
Could this be the worst moment in your selling cycle?You've done all the right things with your prospect:? You've identified a real need and developed a reasonably solid relationship.? You've determined that your prospect is interested in your solution.
What Should I Charge?
People ask me, "What should I charge?"I say, "Ask your clients."If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay.
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.
The Top 10 Myths About the Sales Profession
Myth 1: Sales People are all Shady!In the Broadway play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying to understand his life after 34 years of traveling up and down the roads selling his products. The negative stereotype of a Salesman is rooted deep into the subconscious of society.
How Many Ways Do You Have To Justify Your Price?
If you were selling a mansion, and you were selling it for 25 cents, some
wiseacre would inevitably respond, "It costs too much."When that happens, are you prepared?As an excercise, make a list of 20 "reasons why" your services are worth your
fees.
Five Keys to Make Your Cold Calls Sizzle
Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupted him a minute later.
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on the other hand, say "I have to.
Selling the Difficult: How to Sell What People Dont Understand How to Buy
I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you.
6 Ways To Get More From Your Promotions
1. Settle On The Right Way ForwardThe purpose of your promotions is to get more sales, not to soley enhance the image of you or your company.
Business Lessons Learned At The Mall
Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.
Six Simple Steps for Getting More Applications
When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan.
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends.
They go on and on about how this product can do this and that.
Five Things More Important to Buyers than WHAT Youre Selling - I
Article I of a two-part series.No matter what customers say they want, what they're really looking for is "something special.
|
