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Vol. 1 issue #107 May 20, 2004            


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Are You Really Trying To Make Sales Online?
2004 By  Willie Crawford


Picture this... a person sees your link SOMEWHERE and clicks through to your site. When they get to your site, it's a real challenge figuring out what the site is all about.   There's just a lot of talk on the site about "the opportunity," or "the president of the company."

Forgive me for bursting your bubble... but I know beyond a shadow of a doubt that if you have a site like this you'll NEVER make any real money.  Most people aren't going to struggle trying to figure out if the site is really about what they're looking for. Instead they'll just click back to the search  engine and look at the NEXT site.

Stop pop-up windows instantly.If they think they've figured out what your site is about, and they think they're interested, they wonder how reputable the company is, but can they find any information about the person or company behind the site?  If not, you don't have a snowball's chance in purgatory of making a sale.  People buy from people they know, like and trust.  If your site doesn't tell them who's behind the site they CAN'T feel this way about you.
But suppose.... even with two strikes against you, they consider contacting you with a few questions, but they can't find any contact information.  All they find is a very cold, impersonal form that they assume will take weeks to be responded to.   They wonder if they should even bother and most people won't.

But suppose... that they DO think that they really want what you have to offer?  So they're ready to proceed.  However, your online form asks for 50 pieces of private information.  They look at all of the information you're requesting and decide to look
elsewhere.  You should ask for only as much information on
your contact form as necessary.

But "FRANKLY, I'm Confused!"  Why do you make potential customers jump through hoops in the first place?  If you're trying to get people as customers, why are you doing  everything you can to make it extremely difficult for them to  become your customer?


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For your site to be a "selling machine," it needs to be just the opposite of the all-too-common site that we've just described!

When a person first gets to your site, they should instantly know what it has to offer that'll make their lives better.  They should also instantly know what they should do to take advantage  of the benefits your site offers them.

Your site should tell enough about the person or company behind the product or service to build a feeling that they know, like and trust you. That generally means that they need to know  something about WHO is personally behind the site.  People  relate to other people, one-on-one!  Even if it's a  business-to-business site, the person making the buying decision relates to individuals.

Tell your potential customers who you are, why you're  qualifiedto solve their problems, why OTHERS say that you  provide top-notch service, and why you're the ONLY choice for them.

Then, make it incredibly easy to purchase from you, and  incredibly easy for them to contact you if they have questions.  Give them an email address, a physical address, and a phone  number.  Alongside your physical address, confirm what time  zone you're in and give them your business hours if you conduct  business over the phone.

You should consider offering them the option to order by phone or fax.



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Consider offering them a toll-free number.  If you live in the continental United States, you can offer your customers this option for as little as $39.95 per month. That's all I pay to offer  this option to my customers :-)  For a little more than $1 per day, your customers can just pick up the phone, speak to a  reassuring voice on the other end, ask a quick question or two,  and give you their order.

If you'd like to know what service I use, it's at:

Since you should be offering them a toll-free number, you probably also want to be able to just jot down their order right over the phone. That means you need a merchant account that  allows you to key in orders from your virtual terminal or into a physical terminal. You can get set up with merchant account,  virtual terminal and gateway for less than $100 if you live in the  US. So you have no real excuse there either.

If you'd like to know what company I use for taking my order right over the phone if I want, just visit:

One final thing you need to do to make it REALLY easy for them. Give them a printable order form that they can fax or mail to you. There are people who still don't trust online forms for some reason.  Don't make it hard for them to get your stuff. You ARE  trying to make a sale aren't you?

If you see yourself making any of the mistakes above, then you've just figured out why you're not making 1/10th the sales that you could be making. You've also just discovered how to FIX the problem. Now all you need to do is just do it!

Willie Crawford has been teaching others how to build an on-line business since late 1996. Frequently featured in radio, magazine and newspaper articles and interviews, Willie teaches the average guy what the top marketers are doing but seldom talking about. Willie provides detailed how to information in his newsletter, through his personal coaching, and at his annual how to workshop. Learn more at: http://InternetMarketingHowToWorkshop.com
  Stop pop-up windows instantly.
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