|
|
Like this article? PLEASE +1 it! |  |
|
What is a Prospect Looking for Online
| Guest post by: Cidnee Stephen |
Article Overview: Understand your prospects buying pattern and give them what they need at every stage and you will ALWAYS attract and convert more sales.
 |
Free Download - Where to focus in 2012 By Cidnee Stephen |
What is a Prospect Looking for Online
I had to laugh at my 18 year old son the other day when he couldn't connect with a friend because his cell phone was down and he wasn't on Facebook. This friend might as well not exist, in my son's world. I suggested he look up the family phone number in the phonebook which my son thought was absolute "genius," (a rare complement as many of you with kids this age know). I went to grab the phonebook for him, because I knew he had no idea where this book lives, but alas he had already found it online.
Think about the last time you purchased a product or service. Just like my son with seeking a phone number, you naturally follow a buying pattern probably without realizing you are doing so. And, if you are like over 90% of the population, a lot of that buying pattern is done online.
Understand your prospects buying pattern and give them what they need at every stage and you will ALWAYS attract and convert more sales.
It starts with a Timing Trigger - something happens that makes buying this product or service a priority on your to-do list. Maybe your car broke down, the doctor told you need to lose weight, you have a big event that requires a new outfit, or someone or something interrupted you and made this product or service a necessity right now (e.g. impulse buy at the cash register or price sensitive deadline).
How can you interrupt and cause a timing trigger?
Did you know timing triggers make excellent headlines?
Next - (for bigger purchases) we enter Research Mode - look up info on the computer, ask friends, buy a how-to book and through our research mode we determine that we need a certain provider of goods.
Do you create educational material and share this online?
The question is do we already KNOW of a company that can help us? If that company has been out there networking, advertising, promoting their business, getting some media attention, then maybe we do. This is why P.R. advertising and promotional activities are very important. But what happens if we don't KNOW? Then we will do one of two things - ask (Referrals) or "Google."
When you Google your product or service, do you come up on the first page?
Once we know a company exists, we want to check them out to see if they really can provide us with what we are looking for. While this could mean a trip to the store, a lot of times for small businesses it most likely means a trip to their website. Do we LIKE what we see, what they say, what they do?
And do we TRUST that they will deliver?
Here's a check list of some key elements that should be on your site:
a) A killer headline on the front page that tells a prospect they are on a relevant site
b) A professional image that says you are a solid, reputable company
c) Reasons to choose you over your competition
d) Results, testimonials, information about your product, your process
e) Benefits of your products or services
f) Your story
g) Ways to reduce the risk from buying from you (guarantees, trial product, etc)
h) Ways to get engaged today (free report, free trial, free online publication, forum)
i) YOUR Contact info (don't laugh....it's crazy how often this is missed).
It's only when our questions have been answered and we like and trust enough that we are willing to take the next step and purchase a product or service.
What's interesting is that a buying pattern can take seconds, or months depending on how much risk is involved in the purchase. Low risk, we fly through the steps. High risk we need way more information.
UNDERSTAND YOUR PROSPECT'S BUYING PATTERN and PROVIDE THEM WITH WHAT THEY ARE LOOKING FOR and the result is MORE CUSTOMERS.
When They Do Not Buy
Eight Steps to Nailing a Sales Call
Home Business Expert: Establishing A Connection
Prospecting Sales, How does it Work?
Home Business Expert: How To Prospect
Sales Call Objective
Internet Income Opportunities – The 2 Things that you MUST Do!
What to Do When Your Prospect Goes into Hiding
Can You Use Closed Questions to Sell More Insurance?
The TRUST Selling Process
Cutting Through Stalls and Objections
Quit Making Your Insurance Prospects Feel Stupid
Selling With Education Marketing
Getting to the Real Decision Maker
Why this Common Sales Mistake is Costing You More Sales than You Realize
Replace Your Thank You Cards
Andy has been a network marketer for 16 years. Of late, he has focused on mentoring other network marketers over the internet. For more of Andy’s network marketing articles and to find out how he can assist you in building your business, visit his blog: http://www.AndyAcci.com
Top 10 Strategies For Sales Success
Sales Prospecting - Know the Color of Their Underwear!
Why Refer You
Article Tags: buying pattern, Cidnee Stephen, marketing, online, prospect, small business, strategy
|
About the Author: Cidnee Stephen RSS for Cidnee's articles - Visit Cidnee's website Click here to visit Cidnee's website   Dating the Trysumer My secret spy online 5 WAYS TO LOSE A PROSPECT What is a Prospect Looking for Online 10 Tips to Gain Credibility Online |
Related Forum Posts
Internet Users Hbk http://www.internetscamsanonymous.com
- Current site for sale of our handbook as a Clickbank product
Welcome any and all feedback:
Sale page Content
Handbook Content
Pricing
Too Big
Considering braking it to 2 volumes: Avoiding Scams Online and Doing Business Online and maybe ad 3rd volume related internet technology
Kind of like selling preventive medicine!!
Thank you in advance for your interest and comments
Re: What is your Business?
- We are running a Online Marketing Firm and we have some good clients to which we are offering a complete Digital Marketing strategy like Search, Mobile Marketing, Branding and Design. I think in Online Marketing company online presence can be a wining factor for the success of the company.
Re: Kevin's Case Study #11 - A New Forum Category?
- [quote:31qpen1j]This is just my opinion, but I consider the prospective categories, Online Marketing, Internet Marketing and Online Promotion, as being pretty much one and the same - just different words that different people use.[/quote:31qpen1j]
I completely agree! Those are all just "internet marketing" as far as I am concerned.
And I normally would have voted for internet marketing, however I chose social media marketing simply because there are more than enough IM forums out there already.
Kevin's Case Study #11 - A New Forum Category?
- Hi Everyone,
2009 is a new year and I'd like to create a new forum category to jazz things up! In the past, there's been some interest voiced about adding a "Social Media Marketing", "Online Marketing", "Internet Marketing" or "Online Promotion" category.
I'll implement [u:1g2tv6tf]ONE[/u:1g2tv6tf] of those new categories, but can someone first tell me what the difference would be between the existing "Marketing" section and one of those new options mentioned above?
Thanks
Re: Should Evan add a "Social Media Marketing" category to the f
- [quote="BuzzAroundBooks":p78047w2]Just as an update, Evan has extended the poll's expiration date and says he'd like to see at least 25 "yes" votes before implementing the new category. Moreover, it would probably be called "Online Marketing" instead of Social Media Marketing".[/quote:p78047w2]
Okay - I have a request -- can the title be changed to "Online Marketing"?
The reason I'm asking is because people may not know what social media marketing is , while that would make me vote for it to learn more, but not every thinks like that. Also, online marketing could capture more attention when people spot in on the list.
Shri
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Featured Article
Mortgage Refinancing Rates – Where to Start with Refinancing
by: Canada Mortgage, Mortgage Canada Rates
by: Canada Mortgage, Mortgage Canada Rates
Best Automated Forex Trading Strategy
Build Your List with Joint Venture Giveaway Events
May 2012 Top 100 Social Media Experts to Follow on Twitter
What to measure to be phenomenally successful in business
10 mistakes of media relations
Newsletter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Suggestions
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.
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.