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Creating a Powerful Sales Presentation
The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, experience has taught me that most presentations lack pizzazz and are seldom compelling enough to motivate the...
Put A 'Mini' Salesman In Your Client's Wallet
When was the last time you took a long critical look at your business card? I'd bet you haven't really thought about it since you initially got them printed. Let's stop for just a moment and ask, what is the point of your business card? Is it to...
Sales Brochures - 9 Steps to Success
Even in this day of websites, many customers want to look at a brochure or other form of hard copy. It's important therefore that your brochure tells the customer all they need to know. *It can be handed to the customer or used for direct mailing...
Top Ten Ways of Why and How to Write your Book's Sales Letter - Part 1
Top Ten Ways of Why and How to Write your Book's Sales Letter - Part 1 Judy Cullins ©2005 All Rights Reserved. Authors/publishers are great at getting their books written. But after the initial one-year honeymoon, sales slow down. To counter this...
Want A BIG Boost In Sales? Market To Lots Of Niches.
When most of us think of racking up massive sales, we imagine a product or service that EVERYONE will want. The person who comes up with the next paperclip or comb will strike it rich, right? Mass appeal products do garner massive sales, BUT...
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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.
About the Author
Jim D. Ray is a seasoned web developer and president of Web Presence, a national web design firm exclusively serving the small business market sector. To learn more, or for a free quote for your own web site, visit the Web Presence web site at http://www.web-presence.net.
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| Sales - Wikipedia, the free encyclopedia |
| Dubious selling practices may occasionally result in a sale if the ... These can be slightly influenced by the salesperson, however, the sales person knows ... |
| en.wikipedia.org |
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| Sales Jobs .com Worlds Largest Sales Employment Site |
| Sales Jobs features thousands of sales jobs for sales professionals. |
| www.salesjobs.com |
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| Manage Smarter - Performance Gateway |
| Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
| www.salesandmarketing.com |
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| Oracle Customer Relationship Management Solutions |
| Oracle's products cover the breadth of CRM functionality—from sales, ... With Siebel CRM On Demand, you can accelerate sales, improve marketing and deliver ... |
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| Sales and related occupations |
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| www.bls.gov |
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| Sales Jobs - Search Sales & Marketing Jobs at Monster.com |
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| sales.monster.com |
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| Government Sales and Auctions: FirstGov.gov |
| Official site for information on all sales and auctions of government surplus property and assets. |
| www.firstgov.gov |
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| Sales and Marketing Executives International |
| Worldwide association of sales and marketing management. |
| www.smei.org |
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| GPO U.S. Government Bookstore: Main Page |
| Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections. |
| bookstore.gpo.gov |
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| Sales |
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| www.managementhelp.org |
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| Sales Resource Center - Business Sales Web Site - Small Business ... |
| Sales resource center at Inc.com, small business sales and marketing information. |
| www.inc.com |
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| Sales - Wex |
| Transactions for the sale (and leasing) of goods is governed mainly by sales ... Federal law has a limited impact on transactions for the sale of goods. ... |
| www.law.cornell.edu |
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| Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com |
| Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today. |
| sales-marketing.careerbuilder.com |
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| Compare prices for retail store sales at SalesCircular |
| SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads. |
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| Sales Jobs in Canada - workopolis.com |
| Sales Jobs - Find sales Jobs online with workopolis.com. ... CSR (84), Office Equipment Sales (5). Call Centre Opportunities (109), Real Estate Sales (12) ... |
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| free online sales training articles, sales & selling processes ... |
| Sales and selling terms explained. (Scroll down a little bit to find this set of terms.) |
| www.businessballs.com |
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| Music Sales Group |
| Music Sales Group - Eight Offices and three distribution centres worldwide bring you the world's best music. The Music Sales Group is Europe's largest ... |
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| Sales Autopsy |
| A collection of the best of the worst of negative selling experiences. Sales horror stories to use for learning, training and managing salespeople. |
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| REALTOR.com: Real estate listings & homes for sale |
| REALTOR.com is the world's largest real estate database of homes for sale and the official site of the National Association of REALTORS. |
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| Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
| Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily. |
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