Sell more by not selling – sounds like bad business advice! But your visitors do not come to your site to BUY. They come for information. They have a problem and they need to solve it. Sure, a purchase at some point may be the solution, but if you set out to just SELL, you won’t be making all the sales you could. Because no one wants to be sold! Do you?
No, people want to make wise and informed decisions before they buy. They want to buy from someone they like. And unless you are a fabulous copywriter that can generate one of those long one page sales letters, you most profitable approach should be to take the soft sell.
If you do you'll create long term customers who buy from you again and again, you’ll build relationships, you will be helping your visitors and you can feel good that all parties in the transaction went away feeling great. Is this not the perfect business?
Online business is different – we’ve said that before. And one of the key elements is trust. Who is the person behind this site? Is there REALLY a business here or are they just going to take my credit card information and leave me waiting for phantom products? You’ve probably felt like this if you’ve eve bought stuff online. So you know what it’s like.
Education, information and relationship building are the kernels that grow into trust. Once you have gained trust online, you are more likely to sell. So don’t sell – yet.
Your sales pitch will be at the end of a funnel of unique and highly engaging information!
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