Use the Internet and Your Web Site to Close Sales
Use the Internet and Your Web Site to Close Sales
Design a Web Site that Pushes Customer Hot Buttons
The web site should meet customer needs and build excitement about your products or services. This is absolutely critical, because the sales process may stall when a potential customer visits a poorly designed site. Develop a site that gets rave reviews and works for customers. Get outside of your box and get feedback from folks other than your site developer, friends or co-workers. Get feedback from customers. They will decide if your site adds value with a click of their mouse.
Send Everyone to Your Site
Be proud of your site. This confidence is expressed in how you ask people to visit the site. If you believe in your site's ability to push hot buttons, your customers will believe. Send anyone you meet to your site. If the site pushes hot buttons, then the sales process will be much easier. Make sure there is something of value on the site for each visitor. This will usually come in the form of expert advice, or knowledge, about your product or service, not self-promoting content.
Deflect Sales Objections with Your Web Site
When objections arise, send people to your web site. Always validate the objection and let the customer know where to go on the site for help. Inform them that others have had the same concerns and the web site will clarify the situation. This educates the customer about how your company can help them. The web site will allow the customer to look at the information with no pressure to respond or act. It lets the customer stay in control. A good web site, that pushes customer hot buttons, will help ease objections and build the customer's confidence.
Use the Site to Build Trust
The site should support your sales process by building trust. This trust is built through credibility and competence, which are the keys to building trust and reducing objections. A well-designed site communicates to your customers that you know what you are doing and you understand their needs. This builds competence by expressing to your customer that you know how to help them. It also builds credibility by showing that you have the savvy and knowledge to build a web site that works. Customers will return to your site because it provides valuable knowledge.
Web Sites Qualify Prospects
The Internet is still very young and there is some novelty to having a web site, as not everyone has one, yet. Prospects that are interested in doing business with you will visit your site. This is a great way to qualify potential clients. If they do not take the time to visit your web site, then they probably are not going to buy or move forward with the project. Customer feedback about your site will be very helpful as you assess their needs. However, don't give up on prospects who do not visit your site, but learn from this process.
Follow-up with Email
Use benefit-oriented emails to connect with customers. Email is non-threatening and very customer focused because the client can respond on their time. Be direct with email and focus on benefits to the customer. Write about how you can help. Use the customer's name and avoid referring to yourself too often in your email message. The email should clearly express what you are going to do for your customers and how it will be a direct benefit to them.
This is an exciting time for sales and marketing professionals. Research and develop effective Internet marketing strategies and watch your sales grow.
Use the Internet and Your Web Site to Close Sales - To learn more about this author, visit Thomas Young's Website.
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The Internet is currently the most dominant force in marketing. Yet, most companies are struggling to implement strategies needed to make their web sites pay-off and increase their business. The first step is to bring visitors to your site. The best method to increase a site's visibility is through old-fashioned sales and marketing; there is no quick fix. The sales professional makes use of their web site to increase sales and attract new customers. Here are a few tips on how to use the Internet to close sales.
Design a Web Site that Pushes Customer Hot Buttons
The web site should meet customer needs and build excitement about your products or services. This is absolutely critical, because the sales process may stall when a potential customer visits a poorly designed site. Develop a site that gets rave reviews and works for customers. Get outside of your box and get feedback from folks other than your site developer, friends or co-workers. Get feedback from customers. They will decide if your site adds value with a click of their mouse.
Send Everyone to Your Site
Be proud of your site. This confidence is expressed in how you ask people to visit the site. If you believe in your site's ability to push hot buttons, your customers will believe. Send anyone you meet to your site. If the site pushes hot buttons, then the sales process will be much easier. Make sure there is something of value on the site for each visitor. This will usually come in the form of expert advice, or knowledge, about your product or service, not self-promoting content.
Deflect Sales Objections with Your Web Site
When objections arise, send people to your web site. Always validate the objection and let the customer know where to go on the site for help. Inform them that others have had the same concerns and the web site will clarify the situation. This educates the customer about how your company can help them. The web site will allow the customer to look at the information with no pressure to respond or act. It lets the customer stay in control. A good web site, that pushes customer hot buttons, will help ease objections and build the customer's confidence.
Use the Site to Build Trust
The site should support your sales process by building trust. This trust is built through credibility and competence, which are the keys to building trust and reducing objections. A well-designed site communicates to your customers that you know what you are doing and you understand their needs. This builds competence by expressing to your customer that you know how to help them. It also builds credibility by showing that you have the savvy and knowledge to build a web site that works. Customers will return to your site because it provides valuable knowledge.
Web Sites Qualify Prospects
The Internet is still very young and there is some novelty to having a web site, as not everyone has one, yet. Prospects that are interested in doing business with you will visit your site. This is a great way to qualify potential clients. If they do not take the time to visit your web site, then they probably are not going to buy or move forward with the project. Customer feedback about your site will be very helpful as you assess their needs. However, don't give up on prospects who do not visit your site, but learn from this process.
Follow-up with Email
Use benefit-oriented emails to connect with customers. Email is non-threatening and very customer focused because the client can respond on their time. Be direct with email and focus on benefits to the customer. Write about how you can help. Use the customer's name and avoid referring to yourself too often in your email message. The email should clearly express what you are going to do for your customers and how it will be a direct benefit to them.
This is an exciting time for sales and marketing professionals. Research and develop effective Internet marketing strategies and watch your sales grow.
Use the Internet and Your Web Site to Close Sales - To learn more about this author, visit Thomas Young's Website.
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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 |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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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 |
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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 |
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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 |
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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 |
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I've created this section on my site to share some of the incredible tools that I've used to build my business. I hope you too can benefit from them and look forward to hearing your feedback on the reviews! - Visit Evan Carmichael's Website |
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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 |
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