THE #2 RULE ON HOW TO SELL PRODUCTS ONLINE
NOTE: This tutorial looks at ways to increase online sales. If you were looking for ways to get more customers to your web site, please refer to the Search Engine Yearbook.
We hear it often when selling strategies are discussed:
-- EMOTION DRIVES SALES --
To sell products online, you have to do more than know that emotion sells, you have to USE it to make sales.
Repeat after me:
To sell products online, I have to speak to their emotions.
I read a post by Hal Alpiar (President/CEO of BUSINESSWORKS) in the
I-Copywriting list this morning. He says:
[[QOUTE]]
You may think (and have actually convinced yourself) that the SUV
you purchased was a great investment because it allows you to sit
high enough to see above traffic, it can provide more traction in
bad weather, it can go off the road, it can tow trailers, it will
take less of a hit in an accident than a sedan, it allows you to
haul more firewood and home improvement stuff, Consumer Reports
ranks it at the top of their Best Buy list, there's tons of room for
the kids and the dogs, it can pull out tree stumps, you got zero
down and zero percent, and the service warranty is spectacular.
BUT if you think for one minute that you bought that gas guzzler
for any of those reasons (or ones like them), you're BS'ing
yourself! You bought the SUV because you think you look good
driving it!
[[/QUOTE]]
-------
From "I-Copywriting"
Subscribe at http://www.adventive.com/
-------
He's exactly right. I sell a business magazine online. It's pretty
damn good info I publish - if I say so myself - but that's NOT why
people subscribe.
They subscribe because they like the feeling of being an insider - of
being one of a strictly limited subscriber base.
So, sell what they want:
--Security
--Independance
--Self-confidence
Not what your product does:
--Super strength gearlock
--Affordable houses
--Slimming products
How will owning your product make your customer FEEL?
Figure it out and sell that - not technical specs.
It's the second rule of sales. (The first is to know your customer)
|
-
- - ADVERTISEMENT - - -
|
 |
|
André
le Roux's
Search Engine Yearbook 2004
Review
by Jill Whalen:
"If you love all things about search engines, SEO, SEM and whatever
other acronyms are cropping up, you'll want a copy of this reference ebook..."
->
MORE
|
HOME >> Selling Online 
