How to sell to 99% of your visitors- Again
© 2002 Paul Easton.
Many web site owners miss the point. So many times they
spend thousands of dollars on a web design and more on
Most of it a waste because the missed an important part:
>> Building Trust
Without trust the visitor will hold tightly to his wallet,
never thinking to ever release his money to you.
His first fear, the fear of making the mistake of a bad
purchase,and losing his money, holds him back.
Now there are ways of reducing his fear
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1. A Guarantee- Now starting to become common as
site owners realize the prospective customers fear. Offering
a No Questions asked money back guarantee could be the
difference between you
and your competition.
2. Contact Details- Placing full contact details-
Name, Phone, Fax, Physical Location, and of course email.
This helps if the customer does not get what they expected
or something is wrong-
you want to be able to fix it quickly before word of
mouth(or should that be mouse?) gets around
3. A Photo -A Picture of a real person and maybe a
signature can help your site become more
"personal" more like a real persont hat can be
But how do you turn the first time buyer into a repeat
customer-a customer for life?
Its simple really- don't force him to buy.
You see when a person visits your site he may only be
looking for information on your product or service, he may
not be ready to buy yet- but you want to be around when he
While your most wanted response is to get the visitor to
buy, your second or back up plan is to him to part with his
email information and permission to contact him on a regular
This is where a free email newsletter or ezine comes in. It
takes the risk away from the customer- no money involved at
the same time it starts to build the trust.
He provides his email address and trusts you not to give it
away or sell it.
You have made the first contact, the first step to take the
visitor towards becoming the customer. At the same the
information your provide him shows you as the expert in your
field- A person to turn to for advice.
Now you may have a business offline and expanding online,
your time is valuable so you need to make sure that your
time is well spend- looking after a list of 1000 or more can
quickly eat up your time.
Users change email addresses faster than underwear! And so
email addresses become unusable quickly
Internet service providers sometimes build in limits to how
much email you can send out to protect them from spam
It's important that these solutions be cost effective and
made for the non-technical. You will need a reliable
solution that will grow with you as your list size grows.
Moving a large list can be huge task
Now you have a method of constant contact with your web
visitor. Use it to provide the best possible information and
then all you have to do is find the right offer for your
subscriber and sellto them again and again!
All the Best
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