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Today, we're going to tackle techniques 6 through 11. I think
these are my personal favorites. Are you ready?
Great... Here they come!
6. Develop A USP
- What is a USP? If you don't know the answer to this question,
you're business is in serious trouble! Again, an entire book can be
written on this subject (many have been). Your "USP" is your
"Unique Selling Perspective". In other words...Why is your business
Unique?
-- What does your business possess that separates
it from the rest of your competition?
-- Why should a customer buy from you instead of
your competition?
-- What do you offer your customers that your
competition doesn't?
There's a great article written by one of the best copywriters in
the world that clearly puts the power of your USP into perspective.
His
name?.... Dan Kennedy.
Dan has
written sales material for some of the largest fortune 500 companies
in the world. Why is Dan so successful? He knows how to develop a
client's USP to pinpoint accuracy and capitalize on its amazing
power.
If you�re going to be successful online, you need to learn more
about how to develop a strong USP. This one aspect of your business
could determine your success or failure.
Here's a good example....
Amazingly enough, a once failing pizza shop used the power of a
strong USP to turn their struggling business into an empire. They
decided to become unique and capitalize on one specific aspect of
their business that no one else had yet capitalized on. Once they
did, their profits soared!
Who is
this pizza shop? Domino's Pizza.
How did
they turn their business around? With a simple, clever, slogan
combined with a strong USP....
Delivered Hot And Fresh In 30 Minutes
Or Less... OR IT'S FREE!
The young owner of Domino's Pizza didn't capitalize on fresh
ingredients, the ripest tomatoes, 5 different cheeses, or special
offers.... Everyone else was already doing that! This "college
student" realized where the need was and hammered home his simple
message! What did folks want from a pizza place?
They
wanted their pizza FAST!
This simple slogan and USP alone turned a once failing business into
a MEGA MILLION DOLLAR FRANCHISE!
If you really want to discover how to develop a USP for your
business, you must read Dr. Ken Envoy's ebook,
Make Your Site Sell,
widely recognized as the "Bible For Selling Online". Dr. Envoy is a
master at his craft and over-delivers on every one of his e-books.
He's propelled his business into one of the most visited sites
online.
Get His Book Today!
You'll thank me tomorrow!
7. Don't Sell Products...
Sell Content
- This may sound a bit strange... After all, you're in business to
make money, right? Absolutely! You want the sale...Right? Of
course! But just as I touched on this same issue previously, the
best way to sell a customer is by first gaining their trust and
reassuring them that by making a purchase from you, it will be a
decision they won't regret.
The only way to really do this effectively is by pre-selling. Yes,
you want your website visitors to ultimately click the "Buy Now"
button on your website, but you only want them to do so AFTER
they've come to know your business and respect you as a business
professional.
Why not
put some articles or valuable content on your website that will
interest readers in your niche' market. For example:
-- Offer free downloads for visitors to read at their leisure.
-- Get them to sign up for your newsletter so you can stay in touch.
-- Place a web poll on your site to get visitors involved - make
sure the questions relate to your site's theme
-- Put a feedback form on your website for readers to offer their
suggestions
-- Put a testimonials page up to show your visitors how much
previous buyers enjoyed their shopping experience
-- Offer a "Buying Tips" or "Helpful Hints" page to give your
visitors something of value for free
-- Offer a weekly promotion to get visitors returning to your site
on a regular basis
This is only a small list of suggestions you could incorporate into
the selling process. When folks are returning to your site on a
regular basis, your chances for a sale are 1000 times greater than
when a first time visitor hits your site.
Below are two great resources to find some webmaster tools that will
add "Sticky" to your site, and most are SIMPLE to setup:
Free Sticky - Web
polls and interactive forms to get visitors involved on your website
Bravenet - The
largest webmaster resource online. If you need something for your
site, they'll have it!
8. Sell On Every Page Of Your Site
- Your website may be 20 pages, or it may be 200 pages, but what so
many folks don't understand is that every page on their website
should be a "SUPER" salesperson!
For instance, let's assume you have a newsletter subscription box
that allows your readers to sign up for your newsletter. Now I know
(after reading some of the tips throughout this report so far) that
your subscription box is going to be a SUPER salesperson in itself!
You'll have a free offer for signing up, perhaps a "Special Report"
that readers won't want to miss out on so they'll subscribe, or even
a special sales promo for those on your list. I think you
understand my point. You subscription box is going to SELL!
But here's the problem I see on so many sites....
The subscription box is setup very nicely and sells effectively,
getting dozens of new subscribers each day, but unfortunately once
the new prospect subscribes..... VIOLA! A simple little "Thank You
For Subscribing" page shows up to confirm their subscription.
That's very nice and all, but the greater lesson here is that this
is another page on your site to SELL! Why not put another offer on
your "Thank You" page as well! This is PRIME advertising
space.
The offer doesn't have to be obvious or annoying. Actually, the
offer should be something extremely subtle. You don't want to keep
bombarding your visitors with POP UP ADS or flashing neon sales
promotions... one sales pitch after another. By doing that, you'd
lose credibility and trust!
But by being a smart SALESPERSON, you do want to effectively sell at
every turn and take advantage of every opportunity...right?
Here's an example of a well designed "Thank You" page for a
newsletter subscription...
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"Thank you for subscribing to our newsletter "Family First -
Money Second!" You'll now begin to receive a new issue each
month - directly to your email. You'll be amazed at how much you'll
look forward to receiving each issue! You'll discover ways to
"Bring More Love And Laughter Into Your Home"! Plus, you'll receive
some money saving tips on entertaining ideas, dining, gift giving,
and much more! I know you'll enjoy reading it as much as I enjoy
sharing my ideas with everyone!"
(And here's the sales pitch....)
BONUS: We have an
EXCLUSIVE special for our newsletter subscribers! For only
$6.95 a month, you can now join our exclusive
"Members Only" Clearance Club!
With your membership, you'll receive EXCLUSIVE discounts on
clearance items WEEKS before the general public. That means BIG
SAVINGS for you... PLUS, you'll receive a free SURPRISE GIFT
immediately just for joining today! If you'd like to learn more
about how you can save some money and join our preferred club, just
CLICK HERE
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Now that's not an annoying ad.... Is it? Do you think it will
generate some additional back end sales for your business?
Absolutely! Is it hard to do... NOT AT ALL! Plus... set it up once
and you're done!
Again, this is just one example of the power you can harness on
EVERY SINGLE PAGE of your site, and how you can capitalize on each
and every page. And again, that's just one example. What about the
emails that are sent automatically when a customer makes a purchase
from you? Can you add some subtle sales pitch to those?
Absolutely!
Use your own creativity and implement some of your own ideas and
you�ll begin to see your sales increase tremendously!
Take This Challenge.... Analyze your website, check out each
and every page, look for areas on your site where you could
implement some of these ideas and I guarantee you'll be shocked at
just how many pages aren't being utilized like they should be.
And remember... DON'T HARD SELL... SOFT SELL!
Tip: This is also a great way to place some
affiliate links on your site as well, but don't use the standard
"Out Of The Box" banners and text links that your affiliates
provide. Write some reviews about the products you�re endorsing or
create your own unique selling ad! BE A SUPER SALESMAN!
The promotions you create on your own will be much more effective
then the standard text and banner links available directly from your
affiliates.
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Looking for a great source for affiliate links? Check out
Commission Junction. You'll find thousands of companies
all eager to pay you cash for your referrals. Best of all, you
receive one check each month for all your affiliate sales!
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9.
Automate
- Automation is the key for any successful business online. The
term automation simply means "don't do anything repetitive that
can be done on "auto-pilot". And believe me when I tell you, you
can automate many aspects of your business very easily. The key
to automation is having the right software program to do the
task. Unfortunately, most programs out on the market that
actually do this effectively are quite expensive.
I personally recommend setting up an account with
AWeber Communications.
For $19.95 a month you need this system working for you to be
successful! Plus... they do have their 30 DAY RISK FREE TRIAL!
Don't immediately go to their website and setup an account.
WAIT! Get all your ducks in a row first. Once you feel you�re
ready to open the flood gates, that's the time to get setup. This
way you'll have your 30 day RISK FREE period to test drive their
system. And I promise you, once you setup your account and put
the wheels in motion, it will be the first bill you pay each and
every month! It's that powerful!
Now, onto the automation process....
There are so many aspects of your business that need to be
automated. For instance, your subscription "Sign Up" form. This
can be setup to automatically send a "Thank You for Subscribing"
email to your new prospects without you ever lifting a finger.
Hmm....
what a great place to also place a subtle BACK DOOR AD... AHHH! Now
you're thinking like the SALESPERSON you need to be!
What about your newsletter subscription? This can be automated as
well! Their system will automatically add and remove subscribers,
and follow up with them at predetermined intervals you set to stay
in touch.
And here's a clever idea... How about customer service? You can
setup a variety of email addresses in their system and the system
will automatically email an immediate response if an inquiry is sent
to that email address.
So how can you use this to your advantage? Why not setup various
email address for the following:
-- FAQ's
-- FREE Reports
-- Product Lists
-- Pricelists
-- An OFFLINE
SALE CATALOG
- WOW! Now there's a concept! You can have a special sales catalog
that is only available through email! Now, you have a prospects
email address and you can follow up with them through the
AWeber System
AUTOMATICALLY without ever lifting a finger. Their system will even
mail the attachment for you.
-- Complaint Desk - We all know that we can't please 100% of
our customers, 100% of the time. Customers like to know there's a
way to contact the owner direct and voice their complaint. You
could setup an email address for yourself personally, and draft a
prewritten email letting an unsatisfied customer know that you are
personally looking into their problem. They, in turn, receive an
immediate response to their complaint, and you have some time to
then look into the issue and follow up with them either via email or
phone. I guarantee you this unsatisfied customer will be a lot MORE
satisfied with that kind of TOP NOTCH Service!
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