| Abe Cherian | | | | broken links? |
| The basic principles used successfully by brick and | | | | 5. Is there a privacy policy posted on the site? |
| mortar storefronts in moving your potential clients | | | | 6. Is it easy to navigate? |
| through a successful sales process is also the most | | | | Step three- Help the buyer: |
| effective way on the web. | | | | If you have done your prospecting right, the visitors |
| | | | coming to your website are hoping to find a solution |
| You do this by following the five step process in | | | | to their problem. The solution can be a product or a |
| your marketing strategy by attracting potential | | | | service. Internet marketing studies show that 7 out |
| clients, building trust, helping them choose the right | | | | of 10 visitors are ready to buy. They are only looking |
| product, presenting the product, and then closing the | | | | for a vendor who they find more helpful. |
| sale. | | | | Ask yourself these questions: |
| Step One- Marketing / prospecting: | | | | |
| Prospecting is the delivery of qualified visitors to your | | | | 1. Are you helping your visitors to identify and find |
| website. It can be achieved by many forms, such as, | | | | the solution to their problem? |
| search engine marketing, pay-per-clicks, and e-mail | | | | 2. Are you guiding them to find the solution by easy |
| advertising that draw people to your site. | | | | to find information, and navigation? |
| Once they are there, it's your responsibility to show | | | | Step four- Present the product: |
| them how your product can fill the void in the | | | | Before you present your product, make sure that |
| marketplace and what sets your product apart from | | | | you have already helped the buyer by identifying |
| the rest. Deliver your 'Unique Selling Proposition', USP. | | | | with their needs in the previous stage. When you |
| Step two- Building trust: | | | | present your product or service to your visitor be |
| Just like in a brick and mortar business where you | | | | sure to keep their attention and their interest by |
| greet a person when they walk in the door or | | | | motivating them to continue with the sale. |
| physically help them find what they are looking for, | | | | Step five- Successfully close the sale: |
| you can build trust by doing similar things on your | | | | Look at each of the products that you offer and ask |
| website by the elements that surround the design | | | | yourself these questions: |
| and development of your website. | | | | |
| Your visitor is unconsciously judging your credibility by | | | | 1. Are you assuring them by giving guarantees? |
| asking themselves the following questions: | | | | 2. Does your description answer all their questions? |
| | | | 3. Are you giving them feed back and testimonials |
| 1. Does the website have the feel and look of a | | | | from your clients? |
| legitimate company? | | | | 4. Do you take credit cards, if so which ones? |
| 2. Is it easy to find the company contact | | | | 5. What happens after they purchase? |
| information? | | | | Take the guess work out of the purchase process. |
| 3. How is the copy on the site? | | | | If you court your visitors by the five steps above, |
| 4. How fast does it download, and are there any | | | | you'll see better conversions, and increased profits. |