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Copyright © 2009
Steven Gower
What do most website owners want for their online business?
1. Increase sales
2. Make more money
3. Attract more customers
You can achieve these goals. How? By constantly testing. For example: Do you have a compelling benefit headline on your web site? If not, chances are your website will not make a lot of money.
So it's to your advantage to test different headlines. By changing headlines, you can increase your sales dramatically.
What website owners don't understand is this: If you don't get visitors attention, they will leave your site. And you lose sales to competition.
Remember web surfers have very short attention spans. There are many websites that use no headlines. Big mistake. It's like scanning a newspaper with no headlines. Why should they buy from you?
There are about 350 million web sites on the Internet. If you want to make money, you have to get their attention.
Your sales message should be loaded with benefits and power words. Before adding your sales message, you should make a list of what's in it for your customers. Or what's in it for me list. If you are selling a product or a service, this is not about you. It's for the buyer. Tell them why they should buy from you.
Many Internet marketers disagree with using a sales message. They'll tell you it's different on the Internet. Don't use a compelling sales message. Just use information. If you're not selling anything, that's great. Listen, sales is not a dirty word. What your sales message should do is help your buyer rationalize, why they have to have it. Help them make the decision to buy.
Some people have a negative image of sales people. But you know, the economy would be in sad shape without someone to help them make a decision. To answer questions. Help them understand the product. Give great service, and handle problems.
The sad truth is many Internet marketers don't understand the selling process. It's just their perception of the person selling the product. All people in sales are slick talkers. That's not always true. Professionals care about their buyers, and want repeat business.
The sales message on your website is your salesperson. If that message is weak in the selling process, so will your sales. You have to ask for the order or you won't get it.
Do you have testimonials, bonuses, and a guarantee in your website sales message?
The testimonials are creditability builders. And should be placed in areas where they help make your sales points.
Are free bonuses or gifts offered as an incentive to buy? This is a must!! You should offer 1-5 bonus gifts for free. Watch your sales increase. If you offer no bonus gifts, you are hurting your web business.
You must also offer a guarantee that removes the risk. This will help eliminate buyer fear. If the guarantee says you can return it in 30 days and receive a full refund no questions asked, why wouldn't they take a chance?
The close or call to action must create a sense of urgency to buy now. Such as: price good for 10 days only. Or this is your last chance to buy, almost out of stock.
If you'll add these selling techniques to your web site. Test the ones that work best. You'll see your sales increase dramatically.
Steven Gower is a direct response copywriter for websites.
http://www.copywritersinc.com
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More articles by Steven Gower
- Why You Need A Larger Vision To Succeed (Gary M Bailey)
Finding the right business is not the most important step in changing your future - in fact, if you do not enlarge your vision, the best business in the world will do you no good! - Paid Surveys : What Do They Really Mean? (Robert McEwan)
Almost every time a person opens his or her email these days, there are several invitations to sign up and get paid to take online surveys. Who is offering these surveys? What do they pay? What do the results mean? These are some questions we will try to answer here.
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