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7 Great Ways to Lose Your Shirt Using Google Adwords!
Google Adwords is a great tool! Careful use can lead to legions of highly targeted visitors breaching the moat around your site, and demanding to pillage your products! On the other hand... Adwords is also a great place to drain your advertising...
A.I.D.A.
No we're not talking about the Broadway Play, a hotel in Paris, or even the British Comedy Group. We are talking about a simple four step formula which will help you create powerful sales efforts that get maximum results. People want to know what...
ANYONE FOR DARTS?
How many bull's-eyes are painted on your back? Actually, there are probably so many on you, they would have to cover your whole body, not just your back. What am I talking about? Targeting. It's important in business that you target the right...
Do All ROIbot Ads Look Alike To You? ....
"Do All ROIbot Ads Look Alike To You? .... They Aren't, And Here's Why!" copyright 2001-02 John Evans ROIbot Ads Are NOT Created Equal! Why not? Because they're all Different. When reading ezine ads, how many times have you passed up an ad just...
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Merchandising on the Web and Off
Now that I have several new products coming out in succession, I've been
thinking a lot about how best to feature them at my Web site. My thoughts
have turned to how supermarkets and department stores highlight certain
products, and I've found useful analogies between catching the attention of
a customer wheeling a cart up and down the aisles and a shopper on the Web.
Here are some merchandising techniques you'll find in bricks-and- mortars
stores and their counterparts on the Web:
1. New products. In stores, these often smack you in the eye when you first
walk in. On the Web, popular sites feature new products in a prominent spot
on the home page.
2. Seasonal items. My local supermarket places these at the ends of the
aisles and in a special interior aisle set aside for barbecue supplies in
summer, Halloween candy in fall and rock salt in winter. On the Web, they
often are featured on the home page but not centrally, getting less of a
spotlight than the new products.
3. Combinations of items. In department stores, you'll often see signs
saying, "Buy three for only $25." Amazon.com is currently promoting book
titles in this way, bundling two related titles together for an appealing
discount, making sales of those items jump.
4. Non-traditional combinations. In supermarkets, instead of simply putting
fruit with fruit and condiments with condiments, this involves putting
caramel and piecrusts next to the apples and lemons on top of the fish
counter. On the Web, this seems feasible at sites selling more than one
kind of merchandise.
5. Add-ons. In supermarkets and department stores, these are the impulse
items near the checkout counters, and
in shops with personal service, it's
the sales person asking, "Would you like a tie to match?" Again, I haven't
seen this implemented on the Web, but it seems as if it could be programmed
into the shopping process.
6. Customer mailings. At a lot of stores, you can sign up to get notice by
postcard of upcoming sales. The online counterpart is pretty common, as
with e-mails about cheap flights for the coming weekend.
7. Loyalty programs. Here, a department store promises 10 percent off today
if you sign up for our store charge card. A supermarket offers a free
Thanksgiving turkey if you spend more than $X,000 all year. Bonuses for
buying frequently work well online too, because they can easily be
automated.
8. Ads. You'll often see inserts in the local paper announcing the week's
specials at supermarkets. Online, the equivalent would be banner ads or ads
in ezines announcing promotional prices for a limited time.
David Weltman of Future Now puts it this way: "Merchandising is making sure
awareness of your product or service breaks the preoccupation of your
shopper and becomes part of his or her buying process." I'd amend that
slightly, because good merchandising doesn't always interrupt the shopper's
absorption. Put the right item in the right place in your store or Web site
and it smoothly becomes part of the shopper's experience. Ka-CHING!
About the Author
Marcia Yudkin is the author of Poor Richard's Web Site
Marketing Makeover and 10 other books. Her site review service tells you
what, if anything, you need to change at your site to turn visitors into
customers and clients. Details: http://www.yudkin.com/sitereview.htm
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