These days, selling on-line is a necessary component of building revenue in your business long term. As a business owner, if you are not selling any of your products and services on-line, you are missing a huge piece of the buying population and therefore leaving money on the table. Below I’ve listed 5 easy steps you can take to help you sell more on-line in an effective manner.
1. Capture attention
No matter what you’re selling, you must first get the attention of your prospect. The headline is the single most critical component of on-line advertising. You must use the headline to stand out in a world of less than exciting and educational advertising copy. Typically, more people will read your headline than the entire content of your ad, article, etc.
A pioneer in the world of marketing, David Ogilvy said it this way: “On the average, five times as many people read the headline as read the body copy. When you have written your headline, you have spent eighty cents out of your dollar.”
If you are wondering how to capture attention in your marketing, pay attention to the checkout line at your local grocery store. Tabloid writers capture our attention every time with the stories they write. Whether you buy the magazine or not, typically something you see at the checkout line is going to inspire you to pick up the magazine and read it. Writing captivating headlines is Marketing 101.
2. Inform your audience
The more information you provide your audience the better. If your advertising is informative, the more persuasive it will be. Most advertising today is not educational in nature and therefore many people view much of what is advertised as fluff and superfluous. However, if you teach your prospective customers something they do not know, they will be intrigued and interested. Additionally if you train your target audience that every time you are promoting something, it will be fascinating and informative they will expect it and chances are, be more inclined to make a purchase.
3. Give Value
Every piece of marketing that you put on your website or on the Internet, should offer value to the reader. Be sure to communicate what’s in it for them. By telling the reader why they should care, you’ve just addressed the issue of value. Your prospective clients need to understand the benefits of buying your products and services. Remember you’ve got competitors and value is something that helps to set you apart from your competition.
These days, buyers not only like bonuses but expect them. That said, every time you ask a client to buy something, you should be prepared to give something. Your call to action is a great way to prompt a response with the prospect, but it’s also a great way to give them something that provides them with an incentive to buy.
4. Talk in the 2nd Person
The best way to sell on line is using a conversational tone. Do not make the mistake of using language as if you are speaking in an auditorium. The majority of the time, when people read your sale messages, they are not in a crowd, they are alone, either sitting at their laptop or holding a Smartphone. Your job is to make them feel as though you are speaking to them directly. If you use words like “you” and “your “the person reading your copy will probably relate to it a lot better. Your goal should be to speak as if you are having a casual conversation, not too pushy and not too formal.
5. Sell to the Ready-To-Buy Market
No matter what industry you’re in and no matter what you’re selling, your target market is comprised of people who are planning to buy and those who are ready to buy. There is a difference. People who are planning to buy are looking for information. People who are ready to buy are looking for value and quality. The distinction between how you sell to ready to buy market is by simply showing them why they must buy now versus wait until later.
If you practice the above five easy steps, you will undoubtedly be more effective in your on-line selling and develop a revenue stream for your business that will serve you will for many years to come.
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Lori A. Manns is an award-winning, marketing, sales coach and business strategist who works with small business owners to help them elevate their brand, get more clients and grow revenue. Lori A. Manns is CEO of Quality Media Consultant Group and founder of the Trailblazer Business Academy™ where advancing entrepreneurs go to learn business growth strategies the soulful way. Lori is also the creator of Sponsorship Sales Secrets System; ™ that shows you how to get more sponsors and sales for your business, guaranteed. To purchase consulting services on marketing, advertising or sales and, learn how to increase your revenue and grow your business; please visit the small business solutions page on www.qualitymediaconsultants.com.