| Today, we're going to tackle techniques 6
through 11. I think these are my personal favorites.
Are you ready?
Great... Here they come!
6.
Develop A USP - What is a
USP? If you don't know the answer to this question, you're
business is in serious trouble! Again, an entire book can be
written on this subject (many have been). Your "USP" is your
"Unique Selling Perspective". In other words...Why is your
business Unique?
--
What does your business possess that separates it from the rest of your
competition?
--
Why should a customer buy from you instead of your competition?
--
What do you offer your customers that your competition doesn't?
There's a great article written by one of the best copywriters in the
world that clearly puts the power of your USP into perspective.
His
name?.... Dan Kennedy.
Dan
has written sales material for some of the largest fortune 500
companies in the world. Why is Dan so successful?
He knows how to develop a client's USP to pinpoint accuracy and
capitalize on its amazing power.
If you’re going to be successful online, you need to learn
more about how to develop a strong USP. This one aspect of
your business could determine your success or failure.
Here's a good example....
Amazingly enough, a once failing pizza shop used the power of a strong
USP to turn their struggling business into an empire. They
decided to become unique and capitalize on one specific aspect of their
business that no one else had yet capitalized on. Once they
did, their profits soared!
Who
is this pizza shop? Domino's Pizza.
How
did they turn their business around? With a simple, clever,
slogan combined with a strong USP....
Delivered
Hot And Fresh In 30 Minutes Or Less... OR IT'S FREE!
The young owner of Domino's Pizza didn't
capitalize on fresh ingredients, the ripest tomatoes, 5 different
cheeses, or special offers.... Everyone else was already doing
that! This "college student" realized where the need was and
hammered home his simple message! What did folks want from a
pizza place?
They
wanted their pizza FAST!
This simple slogan and USP alone turned a once failing business into a
MEGA MILLION DOLLAR FRANCHISE!
7.
Don't Sell Products... Sell Content - This may
sound a bit strange... After all, you're in business to make money,
right? Absolutely! You want the
sale...Right? Of course! But just as I touched on
this same issue previously, the best way to sell a customer is by first
gaining their trust and reassuring them that by making a purchase from
you, it will be a decision they won't regret.
The only way to really do this effectively is by pre-selling.
Yes, you want your website visitors to ultimately click the "Buy Now"
button on your website, but you only want them to do so AFTER they've
come to know your business and respect you as a business professional.
Why
not put some articles or valuable content on your website that will
interest readers in your niche' market. For example:
-- Offer free downloads for visitors to read at their leisure.
-- Get them to sign up for your newsletter so you can stay in touch.
-- Place a web poll on your site to get visitors involved - make sure
the questions relate to your site's theme
-- Put a feedback form on your website for readers to offer their
suggestions
-- Put a testimonials page up to show your visitors how much previous
buyers enjoyed their shopping experience
-- Offer a "Buying Tips" or "Helpful Hints" page to give your visitors
something of value for free
-- Offer a weekly promotion to get visitors returning to your site on a
regular basis
This is only a small list of suggestions you could incorporate into the
selling process. When folks are returning to your site on a
regular basis, your chances for a sale are 1000 times greater than when
a first time visitor hits your site.
Below are two great resources to find some webmaster tools that will
add "Sticky" to your site, and most are SIMPLE to setup:
Free Sticky - Web polls and
interactive forms to get visitors involved on your website
Bravenet - The largest
webmaster resource online. If you need something for your
site, they'll have it!
8.
Sell On Every Page Of Your Site
- Your website may be 20 pages, or it may be 200 pages, but what so
many folks don't understand is that every page on their website should
be a "SUPER" salesperson!
For instance, let's assume you have a newsletter subscription box that
allows your readers to sign up for your newsletter. Now I
know (after reading some of the tips throughout this report so far)
that your subscription box is going to be a SUPER salesperson in
itself! You'll have a free offer for signing up, perhaps a
"Special Report" that readers won't want to miss out on so they'll
subscribe, or even a special sales promo for those on your
list. I think you understand my point. You
subscription box is going to SELL!
But here's the problem I see on so many sites....
The subscription box is setup very nicely and sells effectively,
getting dozens of new subscribers each day, but unfortunately once the
new prospect subscribes..... VIOLA! A simple little "Thank
You For Subscribing" page shows up to confirm their subscription.
That's very nice and all, but the greater lesson here is that this is
another page on your site to SELL! Why not put another offer
on your "Thank You" page as well! This is PRIME
advertising space.
The offer doesn't have to be obvious or annoying. Actually,
the offer should be something extremely subtle. You don't
want to keep bombarding your visitors with POP UP ADS or flashing neon
sales promotions... one sales pitch after another. By doing
that, you'd lose credibility and trust!
But by being a smart SALESPERSON, you do want to effectively sell at
every turn and take advantage of every opportunity...right?
Here's an example of a well designed "Thank You" page for a newsletter
subscription...
----------------------------------------------------------------------------------------------------------------
"Thank you for subscribing to our newsletter "Family First -
Money Second!" You'll now begin to receive a new
issue each month - directly to your email. You'll be amazed
at how much you'll look forward to receiving each issue!
You'll discover ways to "Bring More Love And Laughter Into Your
Home"! Plus, you'll receive some money saving tips on
entertaining ideas, dining, gift giving, and much more! I
know you'll enjoy reading it as much as I enjoy sharing my ideas with
everyone!"
(And here's the sales pitch....)
BONUS:
We have an EXCLUSIVE special for our newsletter
subscribers! For only $6.95 a month, you can now join our
exclusive "Members
Only" Clearance Club!
With your membership, you'll receive EXCLUSIVE discounts on clearance
items WEEKS before the general public. That means BIG SAVINGS
for you... PLUS, you'll receive a free SURPRISE GIFT immediately just
for joining today! If you'd like to learn more about how you
can save some money and join our preferred club, just
CLICK
HERE
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Now that's not an annoying ad.... Is it? Do you think it will
generate some additional back end sales for your business?
Absolutely! Is it hard to do... NOT AT ALL! Plus...
set it up once and you're done!
Again, this is just one example of the power you can harness on EVERY
SINGLE PAGE of your site, and how you can capitalize on each and every
page. And again, that's just one example. What
about the emails that are sent automatically when a customer makes a
purchase from you? Can you add some subtle sales pitch to
those? Absolutely!
Use your own creativity and implement some of your own ideas and
you’ll begin to see your sales increase
tremendously!
Take This Challenge.... Analyze your
website, check out each and every page, look for areas on your site
where you could implement some of these ideas and I guarantee you'll be
shocked at just how many pages aren't being utilized like they should
be.
And remember... DON'T HARD SELL... SOFT SELL!
Tip:
This is also a great way to place some affiliate links on your site as
well, but don't use the standard "Out Of The Box" banners and text
links that your affiliates provide. Write some reviews about
the products you’re endorsing or create your own unique
selling ad! BE A SUPER SALESMAN!
The promotions you create on your own will be much more effective then
the standard text and banner links available directly from your
affiliates.
------------------------------------------------------------------------------------------------------------------
Looking for a great source for affiliate links? Check out CLickBank
You'll find thousands of companies all eager to pay you cash for your
referrals. Best of all, you receive one check each month for
all your affiliate sales!
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9.
Automate - Automation
is the key for any successful business online. The term
automation simply means "don't do anything repetitive that can be done
on "auto-pilot". And believe me when I tell you, you can
automate many aspects of your business very easily. The key
to automation is having the right software program to do the
task. Unfortunately, most programs out on the market that
actually do this effectively are quite expensive.
I personally recommend Optin-Lightning.
But, WAIT! Get all your ducks in a row
first. Once you feel you’re ready to open the flood
gates, that's the time to get setup. This way you'll have
your 30 day RISK FREE period to test drive their system. And
I promise you, once you get this Software and put the wheels in motion,
it will be the Best Decision that you have made! It's that
powerful!
Now, onto the automation process....
There are so many aspects of your business that need to be
automated. For instance, your subscription "Sign Up"
form. This can be setup to automatically send a "Thank You
for Subscribing" email to your new prospects without you ever lifting a
finger.
Hmm....
what a great place to also place a subtle BACK DOOR AD...
AHHH! Now you're thinking like the SALESPERSON you need to be!
What about your newsletter subscription? This can be
automated as well! Their system will automatically add and
remove subscribers, and follow up with them at predetermined intervals
you set to stay in touch.
And here's a clever idea... How about customer service? You
can setup a variety of email addresses in their system and the system
will automatically email an immediate response if an inquiry is sent to
that email address.
So how can you use this to your advantage? Why not setup
various email address for the following:
-- FAQ's
-- FREE Reports
-- Product Lists
-- Pricelists
-- An OFFLINE
SALE CATALOG
- WOW! Now there's a concept! You can have a
special sales catalog that is only available through email!
Now, you have a prospects email address and you can follow up with them
through the Optin-Lightning
AUTOMATICALLY without ever lifting a finger. Their system
will even mail the attachment for you.
-- Complaint Desk - We all know that we can't
please 100% of our customers, 100% of the time. Customers
like to know there's a way to contact the owner direct and voice their
complaint. You could setup an email address for yourself
personally, and draft a prewritten email letting an unsatisfied
customer know that you are personally looking into their
problem. They, in turn, receive an immediate response to
their complaint, and you have some time to then look into the issue and
follow up with them either via email or phone. I guarantee
you this unsatisfied customer will be a lot MORE satisfied with that
kind of TOP NOTCH Service!
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