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Feature ArticleOnline Sales Close Secrets
One of the biggest problems in any type of sale is the
close. With one-on-one salesmen, getting them to ask for the sale is one of the hardest things to teach. In online selling, where words are the salesman, many times you see the same problem - the writer never asks for the order or business! Do you make that mistake in your marketing? There are as many ways (perhaps even more) to ask for the sale with the written word as there are in person. But, you
Must ask for it! Here are some examples:
The Assumed Close
With direct in-person selling, this is one of the big ones. Forget the old adage about never assuming anything, when it
comes to selling; just assume that your prospect is going to buy. For example:
"Well Bob, all we have to do now is process the order and get you started today!"
You can say that in person, and you can also use it in
writing. With the personalization feature in your follow-up
responder, you should address the person by name, and ask
for their business. Tell folks Exactly what you want them to
do next:
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"Click Here and fill out the order form. Once you have done that, you will be redirected to a page where you can get
(download, set up, call, or whatever the case may be) your hands on the product and get started Now!"
The Internet really speeds up the process with Real Time
ordering, and instant downloads. Many times a live sales person has to wait for the home office to ship your order, but when dealing with digital products, the transaction can take place instantly! Use that to your advantage in closing the sale.
"Let's get you set up right now Bob!"
The Option Close
Some net marketers will disagree with me on this one. Some studies do seem to indicate that online you need to give
them one choice, and one choice only. Any more than one choice will detract from sales, or so the philosophy goes.
I'm not sure that I fully buy that theory. The option close works so Extremely well with mail order and one on one sales, that there has to be a way to use it online successfully.
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The simplest option close works like this "Bob, do you want the blue or green today?" Most of the time you will only have one choice (i.e. your ebook or digital product), but there are other choices you can offer. Many of the net Gurus that say to only give your visitors one option really have more than one and don't realize it. For instance, maybe they don't buy your book, but they sign up for your free
newsletter - that is an option! Or how about "Will that be VISA or MasterCard?" That is an option!
Perhaps you want to give them the option of Pay Pal or some other form of payment. That can be your option. Really the
option is a form of the assumed close. When you ask, "will that be Pay Pal or 2checkout" you are assuming they are ready to buy and giving them an option.
Fear Of Loss
Nearly all pro online marketers use this fear of loss close. "If you don't order today the price may go up and the bonuses will be gone." You have seen this everywhere online.
Here is another example of the fear of loss close: "If you are not serious about earning online income, then this product is not for you". What this does is take it away from them. They fear that if they don't act they are not going to be a part of your wonderful team and offer. You can no doubt think of many other Fear of Loss type closes.
It all comes down to asking for the sale, and giving your prospect a reason for dealing with you "Now" and not later!
One thing is for sure, if you don't ask for sales, you probably won't get any!
**************
Doug West is the editor of Opportunity Investigator. He has
been interviewed in many of the top home biz publications
like SFI magazine - (see kosoma.com/DougWest.htm ).
His affiliate program provides members all the tools you
need to succeed online. 209.61.158.154/close.htm
**************
As part of our ongoing commitment to provide quality content, we
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This week's TIP
Form "focus" method
One of the things we have seen used a lot on the Web lately is the Form "focus" method. What's it do? It brings the typing cursor right to the input box that you designate. Google.com is one site that does this, and it is very handy to begin typing immediatly.
To automatically focus your forms, add the following code to your page and manipulate the attributes in red to suit your needs:
<body onload="document.thisform.username.focus()">
<form name="thisform">
<input name="username" type="text">
</form>
* Get these syndicated tip feeds for your
web site, free. *
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Second Article3-2-1 Clicks to Open Windows Explorer
There are three ways to access Windows Explorer:
- Using the Start Menu
The way that most people access Windows is Explorer is a four-click process. Click on the Start button. Click on the All Programs menu. Click on Accessories. Click on Windows Explorer.
- Using the Shortcut Menu
To cut out half the clicks, you can use a shortcut menu. Right-click on the Start button. Click on Explore.
- Using the Quick Launch Toolbar
If you have the Quick Launch toolbar showing, you can get to Windows Explorer in a single click! Simply click on the Windows Explorer icon in the toolbar. (It resembles an open file folder with a magnifying glass in front of it.)
NOTE: If you don't see the Quick Launch Toolbar, right-click anywhere in an empty part of the taskbar and choose Properties. On the Taskbar tab, click in the Quick Launch checkbox and then click OK.
**************
Beth Sunny and Karin Rex share their extensive knowledge in IT and training as freelance writers for SharperTraining.com. Don't miss their training tips along with insights from other experienced trainers in SharperTraining.com's "Focus On Training" newsletter. To subscribe, visit lb.bcentral.com/ex/manage/subscriberprefs.aspx?customerid=1468
**************
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seem to find myself short on words today. If you came here hoping to learn something from me, you're out of luck!
opefully you can glean some knowledge from the two articles. Our Feature Article talks about how to close a sale online. It is very important that we learn how to close a sale if we hope to survive in an online business.
erhaps closing sales is even more important than SEO strategies, branding or any number of things pertaining to marketing online. No sales = no income.
