Marketing Tips
Increase Your Internet Sales and Overcome Sales Objections
By Devin | 2 comments
2
Here is another great article by my partner Omar Martin
Whenever you are trying to sell something you must consider that prospect WILL have reservations about buying your product. On the internet this is even more prevalent because buyers are trying to be cautious of cons and scams so they are very, very careful before clicking your “Buy Now” button. Being aware of this fact gives you (the marketer) the upper hand. You must use your ‘copy’ to pre-empt the prospects objection and gain their trust. This is the only way to “Win the Sale”.
In face to face selling or telemarketing this is a bit easier to do because you can read the customer’s buying and non-buying signals. You can read these signs by the tone in their voice or in the body language they display. So how do you compensate for this lack of interaction within the sales copy on your website? Well, you must put yourself in your customer’s shoes and read your sales page back to yourself over and over again. Take a highlighter and section off the areas that may give rise to objections and reservations from your prospects. Then go back and address those objections by adding the info to your copy or “sales pitch”.
Regardless of how silly an objection may seem to you, they are very real for the prospect and they must be addressed accordingly. There is no generic rebuttal for all objections but there are key phrases that should always be used when rebutting an objection. The main thing to remember is that an objection is an opportunity. The prospect is testing your credibility and product knowledge. It is a chance to shine in the eyes of the prospect but it is inherently also a chance to blow the deal completely. Always be prepared for an objection.
When selling in person or over the phone, you don’t have as much time to think about a perfect rebuttal as you do when you’re writing sales copy. You should have pre-planned responses to all the common objections for your product. “I don’t have the money.” or “I have to talk to my spouse” or “It’s too expensive.” are all examples of common objections that we here regardless of product or market. Your rebuttals to these should be quick and assertive. But some objections are not as easy to handle, especially when they are technical in nature. Remember that your credibility is being tested so you should not guess at the right answer. Instead, make a list of the prospects concerns and after each concern say “What else..” Let the prospect see that you are attentively listening and writing down the questions. Repeat the process until they have no more objections then say “Those are some great points Mr. Prospect, now I’m certain that when I satisfy all of these concerns you I will have earned your business.. Correct?” REMAIN SILENT.. (The first person to talk here gets sold so don’t let it be you) Next reassure them that you will thoroughly investigate each of these points and give them the exact date and time that you will get back with them, to close the deal. This method will always win their trust in comparison to just baffling them with nonsense answers that you made up or guessed.
Remember to always edify the prospect. Their objections may sound common or ridiculous to you, but to them they are real concerns. Make them feel like it’s the first time you’ve ever heard that concern and give them the attention it deserves. Agree with them and their objection, then refute the objection and finally, close the deal. Never argue or take an opposing stand because that will not win over the prospects trust. You get more bees with honey than you do with vinegar. This approach disarms the prospect and makes you look like a helpful friend instead of a salesman. Whenever possible, you should relate their concerns to another customer’s similar situation and point out how it was resolved for them. This makes them feel like they are not alone and kicks in “The Jones Effect.”
Omar Martin is an internet marketing and sales expert. Omar & his partner Mike Filsaime help internet marketing newbies succeed online through 1 on 1 mentorship and coaching. You can get their free Cd-Rom delivered right to your doorstep at: InternetSellingForNewbies.com
Indifference Factor When It Comes To Sales
By Devin | 15 comments
15Here is another great article by my partner Omar Martin
Indifference is probably the most effective of all 4 impulse factors. I’ve made an incredible amount of money on my ability to convey indifference alone! If you can portray GENUINE indifference to your prospects, they will be compelled to buy now and not even think about asking if they can buy it later.
This is a basic psychological fact and it can’t be denied. If you want to compete with the pro’s then you must master indifference in your sales pitch. You can’t get around it!!
I believe, indifference is best portrayed non verbally, it is instilled in the reader by the context of your written words on a sales page and not by the actual words themselves. Face to face or in “copy”, indifference is basically something you imply. The best way I can explain this is by saying that indifference is the “It doesn’t matter to me.” or “I don’t care.” attitude. It’s the aura that you project which makes the prospect feel like it’s of no worry to you if they choose not to buy. INDIFFERENCE IS VERY IMPORTANT IN SALES!
Indifference is the opposite of being overzealous or begging for the sale. It is the cool, nonchalant persona of “Fonzy” from the television show “Happy Days.” This is extremely powerful simply because you are making the prospect feel like you don’t care if they miss out on the product. Your job is just to show them the product and nothing more.
People inherently want what they can’t have. That is a basic psychological fact. That being said, if you make it too easy for them to have it or you try to push it upon them, they won’t want it.
“You have to PULL the string… Not PUSH it!”
For example, if you’re struggling to hit a goal, you’re probably frustrated and its showing all over your face. And if it’s showing all over your face, then you have lost all of your indifference. All the customer sees in your face is desperation, “please buy this from me.” You have to keep your business posture at all times and remain indifferent about the sale. You must portray that it doesn’t matter to you if they buy your product or not.
Many times, marketers and sales people make the mistake of getting overly excited when they feel they have a prospect on the hook. Don’t get too excited until after the sale is made.
Experience has proven to me, that on the days where I was care free about hitting a goal I made more sales. That’s because I didn’t have desperation written all over my face.
It’s because I set out those days with fun on my mind. My body language was telling people: “I don’t care if you buy from me or not.” People will be drawn to that type of attitude and behavior. Prospects will want to buy from you just because they like who you are. I’ve had people buy from me when they didn’t even need or want my product but simply like me. Bottom line, you are selling yourself!!
Did you ever have a crush on someone in school but the more you tried to talk to them the more they played hard to get? Then when you gave up on them and moved your attention to someone else suddenly the first person pops up and shows interest in you? That’s because you became indifferent to them and people inherently want what they can’t have!
Home shopping channels use indifference by displaying a picture of the next product that they will be selling. Almost as if to say “It doesn’t matter if you don’t buy this because we’re about to move on to something else here anyway…”
“We’re just about done with this item but don’t worry because coming up we have …. ” Again this is impulse building through indifference, they are not done selling this product yet but they are already talking to you about the next one.
Omar Martin is an internet marketing and sales expert. Omar & his partner Mike Filsaime help internet marketing newbies succeed online through 1 on 1 mentorship and coaching. You can get their free Cd-Rom delivered right to your doorstep at: InternetSellingForNewbies.com
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Website Traffic – Fundamental Methods For Driving Free Traffic!
By Devin | 24 comments
24FREE TRAFFIC : Let’s examine that phrase. Technically, there is no such thing as free traffic, it’s going to cost you your time. Many of the tasks involved in driving free traffic are very repetitive and boring, and the results don’t happen instantly. However, they DO work and over time will help expand your online business!
Website Traffic Free Vs Paid
So as you can see in the table above, each method of traffic has its own pros and cons. Besides the benefit of having no cost or risk, many of the free traffic methods also have the benefit of longevity. For instance, when you post and publish online articles, the content and links back to your site will be out there forever, continuously pointing people to your site. On the other hand, when you purchase some PayPerClick traffic, you get exactly the number of clicks that you paid for and then your ad is gone.
Many of the highly successful internet marketers I’ve met use both free AND paid methods for driving web traffic because they do not want to leave anything on the table. However, they are already making a significant income and can afford the investment and risk associated with paid traffic. The majority of them started out by building their online business with free traffic first, and then eventually adding the paid methods to their business when the time was right.
OK, SO HOW DO I DRIVE FREE WEB TRAFFIC?
I’m glad you asked. There are hundreds of ways to drive traffic, and each of them requires varying amounts of time as well as varying results. One of the common obstacles I see that hinders many new internet marketers is that they try to focus on way too many things at once. The key here is to pick one or two methods and focus on doing them every single day! It’s better to be an expert at a couple things than to be mediocre at many things. Rather than overwhelm you with too many choice, I’ll provide just a few of the most basic and popular ways to drive free traffic to your site
NOW YOU KNOW SOME OF THE BASICS, GET TO WORK!
This is the hard part, actually DOING THE WORK! It’s easy to research it, but just knowing these methods doesn’t get you traffic, you actually have to do them! Pick one or two methods and focus on them as often as you can. I know it is easy to get excited and want to try everything, but you run the risk of being overwhelmed with too much to do and too much to learn if you try to do it all at once. Once you have a couple methods down and it’s easy for you, keep them up and move on to a new one!
I hope you enjoyed this information, and most importantly I hope you learned something!
- devinchipman.com
Published by Devin in article marketing, blog comments, free traffic, Marketing Tips, paid traffic, social media, website traffic