Creating A Successful Online Sales Strategy
Creating A Successful Online Sales Strategy
Order-takers are next to useless in the field, so don't expect the tactic to work any better on your website: you know what I mean by order-takers, the guys and gals that service fully developed territories with clients that already use your wares, and who order what they need no matter whether anybody calls on them or not.
No, what you need is a real sales presentation, one aimed at the customers you don't have, the ones looking for new ideas and products.
Here's seven website sales tactics to try:
1. Use The Web's Video and Audio Capability
Make better use out of your company's website by adding some face-to-face ingredient through the use of audio and video. Give your audience someone they can relate to, someone who will connect on an emotional and psychological level.
2. Don't Fall Into The SEO Trap
Unfortunately, many business owners have fallen into the SEO trap of designing their online presentations for search engine spiders not people. Sure it's great to drive traffic to your website, but if visitors leave within seconds of arriving without getting your marketing message, what exactly have you achieved?
3. Technology Is Not The Solution To A People Problem
And of course, you've got those websites that are nothing more than a shopping cart and ordering system; a technological solution to a human problem that turns whatever is being sold into a commodity, and we all know commodity sales go to the lowest seller.
4. Be Aware of The Paradox of Choice
Some entrepreneurs think by offering everything but the kitchen sink is how to get customers; but they obviously haven't heard of the Paradox of Choice, a term coined by psychologist Barry Schwartz, whose book by the same name postulates that the more choice you offer, the less likely people will make any decision at all.
5. What Is Required Is A Performer
The Web with its remote, dislocated nature requires very specific performance criteria that few people, even professional salespeople possess. You may be practiced at making presentations, maybe even immensely effective in front of a live audience or in a boardroom, but selling in person is far more forgiving than selling remotely online.
What is required is a performer, someone who looks, sounds, and acts the apart; someone who also knows how to use verbal and nonverbal techniques to deliver a message. Don't let your ego get in the way of building your online clientele.
6. The Web Is No Place For Overheads Or Flipcharts
Selling on the Web is about building relationships the same as traditional beat-the-pavement sales, but the arsenal of techniques required is far more challenging from a psychological and performance point-of-view. An online presentation that is nothing more than a series of overhead slides, graphs, and royalty-free photos delivered with a tentative delivery will not be taken seriously from an audience that is one click away from accessing your competitors.
7. Treat Your Website Visitors Like An Audience
So what then are the criteria for creating an online presentation that sells? There are four things your online presentation must be: informative, engaging, entertaining, and memorable.
Why you ask? The thing you have to keep in mind when you want to use your website to connect to people and build a business relationship is that you can't treat them like customers, you have to treat them like an audience, and once you make that leap of faith, you are on your way to a successful online sales presentation strategy.
Creating A Successful Online Sales Strategy - To learn more about this author, visit Jerry Bader's Website.
Like this article? Share it with your friends
.
Order-takers are next to useless in the field, so don't expect the tactic to work any better on your website: you know what I mean by order-takers, the guys and gals that service fully developed territories with clients that already use your wares, and who order what they need no matter whether anybody calls on them or not.
No, what you need is a real sales presentation, one aimed at the customers you don't have, the ones looking for new ideas and products.
Here's seven website sales tactics to try:
1. Use The Web's Video and Audio Capability
Make better use out of your company's website by adding some face-to-face ingredient through the use of audio and video. Give your audience someone they can relate to, someone who will connect on an emotional and psychological level.
2. Don't Fall Into The SEO Trap
Unfortunately, many business owners have fallen into the SEO trap of designing their online presentations for search engine spiders not people. Sure it's great to drive traffic to your website, but if visitors leave within seconds of arriving without getting your marketing message, what exactly have you achieved?
3. Technology Is Not The Solution To A People Problem
And of course, you've got those websites that are nothing more than a shopping cart and ordering system; a technological solution to a human problem that turns whatever is being sold into a commodity, and we all know commodity sales go to the lowest seller.
4. Be Aware of The Paradox of Choice
Some entrepreneurs think by offering everything but the kitchen sink is how to get customers; but they obviously haven't heard of the Paradox of Choice, a term coined by psychologist Barry Schwartz, whose book by the same name postulates that the more choice you offer, the less likely people will make any decision at all.
5. What Is Required Is A Performer
The Web with its remote, dislocated nature requires very specific performance criteria that few people, even professional salespeople possess. You may be practiced at making presentations, maybe even immensely effective in front of a live audience or in a boardroom, but selling in person is far more forgiving than selling remotely online.
What is required is a performer, someone who looks, sounds, and acts the apart; someone who also knows how to use verbal and nonverbal techniques to deliver a message. Don't let your ego get in the way of building your online clientele.
6. The Web Is No Place For Overheads Or Flipcharts
Selling on the Web is about building relationships the same as traditional beat-the-pavement sales, but the arsenal of techniques required is far more challenging from a psychological and performance point-of-view. An online presentation that is nothing more than a series of overhead slides, graphs, and royalty-free photos delivered with a tentative delivery will not be taken seriously from an audience that is one click away from accessing your competitors.
7. Treat Your Website Visitors Like An Audience
So what then are the criteria for creating an online presentation that sells? There are four things your online presentation must be: informative, engaging, entertaining, and memorable.
Why you ask? The thing you have to keep in mind when you want to use your website to connect to people and build a business relationship is that you can't treat them like customers, you have to treat them like an audience, and once you make that leap of faith, you are on your way to a successful online sales presentation strategy.
Creating A Successful Online Sales Strategy - To learn more about this author, visit Jerry Bader's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|||
Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
|||
Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Jerry's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Human Resources Checklist Managing the Unimaginable Free Marketing Plan Template Choice of Forum 10 Ways To Go International |
|
 | ||
 |
Top 50 Marketing Blogs
Top Marketing Blogs of 2010 | |
 |
Top 50 Debt Blogs
Learn To Get Out Of Debt | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||||
| ||||||||||||
|
|
||||||||||||