By Brian Edmondson.
Over the past twenty (20) years, Internet marketers have developed a number of sophisticated – and not so sophisticated – ways to “market” themselves online.
Yet, often overlooked by entrepreneurs in the rush to become great marketers is how to actually convert those Internet marketing efforts into Internet sales.
Sales are the lifeblood of your business. Without adequate sales revenue in the formative years of your online efforts, you will have no choice but to abandon ship or reduce your efforts to that of a plain hobbyist. Therefore, it behooves you to learn how to increase your salesmanship and conversion techniques once all the marketing is in place.
In this article we’ll discuss in detail some of these Internet sales techniques.
1. Limit the Number of Products and Services Offered on Your Home Page
Unless you are Walmart or a recognized branded store, it probably doesn’t pay to be all things to all people. Perhaps you’ve got a whole bunch of great products, nobody is denying that. However, your prospects will likely be overwhelmed by the choices you offer, and not buy anything!
Limiting your home page offers to one best seller and perhaps another item will help focus buyer attention on your best and targeted sales copy.
You can address all the benefits in one place, and alleviate the doubts of prospective customers.
Of course, as part of a well-constructed sales funnel strategy, you will still be able to sell other items from your inventory through various follow-up techniques, including e-mail marketing follow-up.
2. Keep List-Building by Tweaking Your Opt-in Offer
List-building and e-mail marketing is the key to many online businesses, because it serves as your “foot in the door” to the lives of thousands and tens of thousands of people. However, online entrepreneurs often make the mistake of leaving their main opt-in offer alone once it’s done.
This can be a terrible mistake, especially if fewer and fewer people sign-up to receive your information. A little bit of testing is possibly all you need. If you hit a dry spell, why not re-position your home page opt-in to see if more people will pay attention? You can also multiply the opt-in to appear on several of your web pages.
3. Improve Your Headlines to Emphasize the Benefits of Your Offer
As the name implies, a sales headline is often the first thing a reader will notice about your web page. A good headline encourages people to continue reading your sales letter for juicy details about your solution. A poor headline means lost prospects and therefore fewer sales.
Therefore, test out all aspects of the headline (font, size, wording etc.) over a period of time and analyze the results.
4. Introduce the Element of Trust
Consumers purchase from companies, brands, and individuals that they trust.
Therefore, choose tactics that enhance this trust and encourage newcomers to give your products and/or services a try.
Authentic customer testimonials are among the best ways to establish credibility and trust. If prospects see that at least one person has benefited from your efforts, they will be curious if the same scenario can apply to them.
Your personal and business credentials are an asset, and are arguably the best reasons why visitors to your website should trust you. Make the case that you are indeed the person to solve their most pressing problems.