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