| Web sites exist for essentially two purposes. The first | | | | They have to be convinced in order to buy. |
| is | | | | Make sure your words include the FACTS they need |
| to provide information. The second is to sell. If your | | | | to make a |
| purpose for being online is to sell products or services, | | | | logical decision. Prospects buy on emotional impulse |
| but you don't have tons of sales experience to fall | | | | but if |
| back on, | | | | they can't defend their purchase with logic you'll lose |
| this article is for you!Selling is not some mysterious | | | | the |
| process that happens in smoke | | | | sale.4) Desire - This is where the art of selling lives. |
| filled rooms or some gift you are born with. At it's | | | | THEY |
| core, | | | | MUST WANT IT. Include strong emotional 'hooks' for |
| selling is really finding out what people want and | | | | people to |
| providing | | | | relate to. Tell them exactly what's in it for them. |
| a way for them to get it. And you must take the | | | | Remember |
| buyer | | | | that people are usually motivated by the promise of |
| through a certain logical order before they will buy.Like | | | | gain |
| almost any other skill, selling can be learned. Today | | | | (making more money) or the fear of loss (act now |
| we look at the five basic steps of a sale. After you | | | | before the |
| finish | | | | price goes up).The simple fact is that people will buy |
| reading today's article take a close look at your | | | | on an emotional |
| website, | | | | impulse. They may defend their purchase with logic - |
| selling letters, ad copy and more to see if they take | | | | especially to their spouse ;) but they buy things |
| the | | | | because |
| buyer through these five steps. If not, take steps to | | | | they WANT to.A great example of this is the Golden |
| make | | | | Gate Bridge. I'm |
| your copy stronger and measure the results.After | | | | totally convinced the Golden Gate Bridge is a great |
| going through this 'fine-tuning' process a few times | | | | bridge, |
| you will have a web site that consistently makes | | | | but I don't want to buy it. ;) Dry stats won't do the job, |
| sales and | | | | emotion will.5) Close - If you've done your job in the |
| creates a reliable income for you. Now, the five steps | | | | four preceding |
| of | | | | points, closing is a matter of arranging the details. But it |
| the sale.There are five distinct steps you must go | | | | is in this step that many sales are lost. Here's the key |
| through with a | | | | to |
| prospect in order to get them to say yes. Write these | | | | closing the sale. TELL them exactly what to do next |
| on an | | | | and keep |
| index card and use them as a checklist each time | | | | them laser focused on doing that one thing. Do NOT |
| you make a | | | | include |
| presentation.1) Attention - Without your prospect's full | | | | links to other products or programs on your order |
| attention, you | | | | page. Keep |
| can't proceed. Make sure that your prospect pays | | | | their focus on whipping out that credit card and buying |
| attention | | | | now. |
| to your selling message, not your graphics or hot color | | | | Make it simple and easy to do.Now that you know |
| combos. Spinning ducks are cute, powerful words sell | | | | the five steps of a sale, examine your |
| products.2) Involvement - Once you have their | | | | website and selling material to see how you stack up. |
| attention, get them | | | | No |
| involved. Have them do something. Ask them to sign | | | | matter what you sell, the prospect must complete the |
| up for | | | | steps |
| your newsletter or take an online survey right from | | | | before they will buy. The fact that they visit your site |
| your | | | | at |
| home page. If they are interested enough to take this | | | | all indicates interest. Gently guide them through the |
| step, | | | | other |
| you're headed in the right direction.3) Conviction - | | | | four steps and success will be yours! |