| |
| |
| Internet Marketing Information | |
|
|
|
E-Psychology: Increasing Your Sales On-Line
As any successful entrepreneur knows, there's more to generating on-line sales than owning a web site. To produce sales, your web presence must be effective, easy to navigate, and properly marketed - all of which require a well-rounded understanding of your target client. But how do we get inside the collective mind of our market? The key is psychology - in this case, e-psychology - or the science of understanding how consumers shop on-line. Understanding how consumers make the purchase decisions on-line will allow you to develop web site content that appeals to the maximum number of prospective clients. World Wide Psychoanalysis Internet advertising isn't the same as print advertising. Web surfers tend to read less on-line, instead using visuals such as photos, animation, and colorful graphics to gather information. From a development standpoint, this places an emphasis on site navigation and overall layout. The motivations behind on-line purchase decisions differ from those generated by more familiar mediums. To achieve success, your on-line sales strategy must embrace these differences. Let's begin by glancing at the web sites of your biggest competitors by sales volume. Chances are, the primary content is designed to accomplish three goals: * Generate interest, usually by eliciting or identifying a need * Convey the unique value of their specific product or service, and * Promote a transaction. To produce sales on-line, your web site must do more than serve as an information resource about your company. Your site must ask for the business. Each page of the web presence should lead to an action step promoting a sale or contact request. On- or off-line, asking for the business is the only way to achieve any greater result than educating prospective clients about your industry and product or service. Writing For The Web The foundation of any purchase decision is the desire for a product or service, usually based on a pre-existing need or want. Selection of a specific product or service provider begins when a consumer identifies a company that offers a value most compatible with the consumer's perception of value. Start by writing your web site's content to elicit the general value the product or service provides. Introduce solutions generated by having the product or service, based on the typical ultimate desires of the target market. For example, the benefits of developing a web site for a small business may include increased sales, expanded credibility, and a 24/7 on-line purchase option. Next, build on this general foundation by introducing the features, benefits and value of your own company. Remember that surfers tend to do less reading on-line, so you'll need to accomplish a great deal in each line of text. Each sentence must: * Convey the tangible and intangible value of your product or service * Include key terms and phrases effectively describing your industry and products/services * Promote prospect-to-client conversion * "Hook" the surfer, encouraging further reading Use plenty of bulleted lists to highlight information at a glance, making sure to limit the number of words used in each bullet. Regardless the space available or font size used, each highlight should not exceed one line of text. Paragraphed text such as sales copy or product descriptions should be kept simplistic, yet appealing to the physical senses. How will your product or service enhance the individual's life? What are the most common benefits of your version that existing clients do not recognize until after purchasing the product or service? Keep Your Prospects Focused One of the primary reasons prospective clients do not proceed with a purchase is their own inner dialogue. Typically, consumers will continually try to talk themselves out of a purchase, until absolutely certain it is the best choice for their need. When the positive elements of an opportunity outweigh the negative feedback generated by inner dialogue, a purchase will result. Therefore, it is important to keep your prospective clients focused on the features, benefits and value of your company through effective site content. If you are serious about developing a business that will control a measurable amount of market share, your products or services will reflect Unique Selling Points (USP) upon which your entire sales strategy will be founded. Integrating your USP into all aspects of your web presence will help to build and maintain a cohesive, positive focus on your products or services. Closing the On-line Sale A client isn't a client until after a purchase is completed. Bringing your prospect to the point of purchase isn't enough; a smooth, effective closing process is required to maximize the potential for on-line sales success. An effective closing process must reassure the prospective client's decision to make a purchase before, during, and after a transaction. This can be achieved by: * Offering visible customer support options throughout the purchase * Employing a user-friendly shopping cart and multiple on-line payment methods * Clearly explaining each step of the purchase process * Providing immediate transaction confirmation by e-mail, telephone, or your web site Each step of the sales process is an opportunity to develop trust between your company and a prospective client. Developing long-term relations remains the best way to build a faithful, strong client base that will remain loyal to your business. The infinite potential for your success is dependant only on the satisfaction of your most recent client. Jim D. Ray is a seasoned web developer and president of Web Presence, a national web design firm serving the small business market sector. To learn more, or for a free quote for your own web site, visit the Web Presence at http://www.web-presence.net.
MORE RESOURCES:
Internet-Marketing - Google News |
|
|
|
RELATED ARTICLES
How To Increase Your Online Sales Anytime Hold a discount sale on your web site. Use the sale to get rid of excess inventory, gain new or repeat customers, and increase your sales. Dramatically Boost Your Exposure With A Press Release Do you have a website but seem puzzled to how you can drive in traffic? Or are you a brick and mortar business owner looking to bring in new customers? Either way, a press release may be just the answer you need to solve this dilemma.Here are a few things to keep in mind when writing a press release. Arrgh. . .Those Stupid Internet Marketing Cliches Are True! If you have read any internet marketing resource ever created, you have no doubt seen simple, one sentence, pot-shot solutions to all of your problems: You will only be successful if you think you are successful. You will make money if you work hard. Internet Marketing Tips: 10 Benefits Of Surveying Your Customers & Subscribers One way to keep in touch with your customers and so keep them coming back to buy from you and also bring new customers to you is to survey them.Below are some of these internet marketing tips to help you do this. 5 Surefire Ways to Increase Sales The Internet has changed how people do their business. Even small business owners are able to reach global market inexpensively nowadays, selling anything from apparel, collectibles, to computer software, service and coaching. Can You Provide an Internet Advertising Solution? This year, 2005, will see the demise of some well known Network Marketing businesses. Spam laws, spam-traps, filtering and useless leads, will all be a contributing factor. Paid Customer List On Autopilot? How do you get a truckload of buyers eager to purchase from you. Create a good quality product and price it ridiculously low. Online Advertising Techniques Online advertising is necessary for your computer business to grow. An attention-grabbing ad is very important to the success of your web site. SEO 101... These Tags Really Do Matter In search of the coveted search engine traffic? Yes? Then don't ignore your meta tags. If anyone tells you that meta tags are not important, they are seriously misinformed. Is There A Future For Spam? Will you always be buried underneath a mountain of spam? Is there any light at the end of the tunnel? With the current flood of spam to your inbox and ever more devious practices on the part of spammers you'd be forgiven for thinking that spam is here to stay.The tide has turned folks. How Old is Too Old? How does a 74-year-old newbie break into the world of Internet marketing?You gotta admire an old codger like that trying to break into a complex, technical, all-new-to-him field at that age. You want to find out more about such a guy. Making Money Online: What You Really Want To Know So you've been thinking of doing some internet marketing or you've done some and you're not making money yet. What does it really take? Even more importantly, how long does it take and how much does it cost? Isn't that what you really want to know?The problem with this question is that there isn't a black and white answer. Solution Catalog - Getting More Out Of Your Searches The Fast And Easy Way Are you Tired of being Burned by your Internet solutions? Take advantage of a solution catalog with a difference, where your needs are thoroughly researched before they are presented, thereby providing you with trusted results.Permit me to share some beneficial experiences with you if you have the time. Become an Affiliate Later Rather Than Sooner I attended a presentation a couple of weeks ago given by Internet marketer, Michael Green. Michael runs the 'How To Corp' and has created numerous information products covering a wide range of topics. Keep those Back end Sales Flowing 24/7 Using The Funnel Theory of Marketing and Automated Tools The Funnel Theory of Marketing Relies on the fact that it is far more expensive to attract new customers then to resell existing customers. By Combining Automated Sales techniques with the Funnel theory of marketing you can keep your Back End Sales Flowing 24/7Direct Mail Merchants understand the funnel theory of marketing very well. 10 Ways To Increase Your Ads Efeectiveness The current climate on the internet is very unfavourable to the small business operator. All forms of advertising are becoming blocked, or too expensive. Offline Marketing for Online Home Based Businesses When it comes to marketing your web site, most home business owners use banners, link exchanges, different search engines, newsletters, forums, ezines, free and paid classifieds. However, a good home based business must also consider offline marketing strategies as well and how to use them in order to generate more business. How To Actually Make Money In Network Marketing Most people that I know who are, or have been in network marketing, never seem to make a dime! Others (myself included) make a small fortune. If you're not doing VERY well with your business, and you're honestly putting in the effort, let me explain to you how to turn things around!First of all, you need to make sure that you have the right product. Getting Your Business Listed for Local Search is Just the First Step The Public has Embraced Local Search and Want to do MoreAlthough Local Search only caught on in the last year, such queries already account for over 36% of all search engine queries. When a person adds a geographic term (like city, town, or zip code) to their search query, the results only show them the small pool of businesses located within that area - and not necessarily all of them. How to Track Online Marketing ROI Using Cost-Per-Action Forget clicks, page views, and impressions; the only way to effectively track your online marketing ROI is through Cost-per-Action (CPA) analysis.As the online advertising market is poised to grow nearly $10 billion over the next six years, it's essential that we remember the importance of measuring the effectiveness of that spending.
|
| home | site map |
| © myfinancialsolutiononline.com 2007 |
