The "Big3" Points to selling on the Web (part 2)

by: Glenn Ducharme

Ok in my last article I spoke about the "Big 3" points to selling on the web

Point 1 develop a great product

Point 2 write a Website that SELLS with deadly effectiveness

Point 3 attract targeted customers (i.e., traffic) to the site.

We will cover point #1 "develop a great product" and how it relates to point #2, since I only touched on this briefly in my last article.

Before you can successfully market products on the web, you first need to change your mindset from selling to preselling customers. Preselling is taking a product and writing good sales copy "from your own words" and not copy and pasting sales copy for your products. Why? Because everyone else who promotes the same product(s)is probably doing it too. You can not expect your customers to click through on sales copy they have seen on 10 other sites they visited it just reinforces that being sold feeling. Which is why I am not an advocate for using flashy ad banners, while they do generate click through they dont put your customers in the buying frame of mind. Just think about this, if you did generate sales with banners, how many of the clicks actually converted into a sale? What happened to all the clicks that didnt convert, guess what, they bought from your competitor. Typically banners give your customer the feeling of being sold which is not the MWR you want.

MWR (Most Wanted Respose)is what you want your visitor/customer to do while on your site.

I know your saying, I want them to buy something from me. No, that will be the second MRW response you want. The first is, to get your customer in the proper frame of mind to get the click through to your merchants site, purchase a product, sign up for your newsletter etc.

You can accomplish this by:

1. Setting your MWR goal for each product(s) you have.

2. Write good content for each of the products leading to a great closer with your link.

You need to do this before you even start to think of putting products on your site.

How do I create a MWR? Glade you asked, let take for example you want to sell software priced over $1000, that cost would be difficult to sell. Your MWR goal might be to offer a free 30 day trial offer to use the software. If your selling a service your MWR goal might be generating a lead, have a sign-up form with contact information for a sales follow up.

Once you have set your MWR goal, write good content to presell it. From the software example above, you could write a review of the software detail the benefits to your customer, add a testimonal, then use a good closing line, and finally your link. Remember your customer wants information, thats why people search the web right? So give them what they want and they will be more open minded and trusting about buying from you.

You may view some examples on my site:

http://biz4-u.com/make-your-site-sell-review.htm

http://biz4-u.com/site-build-it-review.htm

While most experienced marketers use these techniques, many people new to home business start up are not sure where to begin. I must highly recomend for you to get Ken Evoy's Make Your Site Sell book. All of what I discussed in my article is covered step by step in Ken's book, and its guarenteed to help you learn to sell the web with confidence.

Good luck and best wishes,

Glenn Ducharme