You’ll only sell effectively on the internet when you target a specific group or a specific need.
“Drive buys” do happen but not with enough regularity to make this type of marketing profitable.
How many times have you had a question about something and you decided to “Google” it for the answer or the information. The web has become the “end all” solution to many every day questions and needs.
So, keeping that in mind, recognize a need and provide the solution to that need. Then when people come looking for information, they are “targeted” prospects looking for your site.
Remember, it’s not your site that attracts random customers with a need. It’s a specific need or problem that sends people looking for your site. Be there for them. These are motivated prospects.
Website business is simply an extension or replacement for a standard storefront. When people look for groceries they go to the grocery store rather than the hardware store.
The first step to a sale is accomplished when a customer visits your site to see the product he or she is looking for, and they find it there.
The second step is accomplished when you motivate him to buy the product by providing clear and precise information, by providing incentives in the form of discounts or back end bonuses, or by providing free newsletters as a source of continuing customer relations.
Always provide incentives to buy from you. Remember, you’re not the only store in town. There are others within “finger walking” distance.
With that in mind, it’s a good idea to check out other stores that sell the same or similar products, then tweak your presentation to provide more incentive to buy from you rather than a competitor.
If you happen to sell more than one product or service, provide all necessary information about this as well. You may keep this information at a different page so provide easily visible and accessible links that enable the customer to navigate to these pages for more details.
Filed under: internet marketing
