Mastering the fundamentals of Social Networking and the
Web2.0 philosophy is merely the permission-based art of selling, knowing how to
present! whatever it is that you're selling to your visitor in such a
manner that she feels you will personally solve her problems or fulfill her
dreams.
Anybody can sell anything to anybody and selling on the Web-absolutely no different than selling by mail, in person, or face to face with
your prospect...just a more efficient and economical way of making contact:
You've got to captivate her attention;
You've got to appeal to her interests;
You've got to reveal to her how her purchase of your product
will benefit her;
You've got to close the sale by causing her to reach into
her purse for her credit card or to write out a check for whatever it is you're
selling.
The first few seconds of the opening encounter with your
prospect ultimately affects the success of the presentation and
inevitably-whether or not a sale is made. Therefore, it's
absolutely critical that your sales presentation radiates enthusiasm and
success!
Once she's on your Site and is looking at your presentation,
you've got to make her feel comfortable; be friendly and believable.
Stimulate her
interest in whatever you're selling by appealing to one of her primordial
wants, needs or problems with a solution.
Don't waste her time with a long and/or complicated
dissertation...Make your sales presentation flow;
Anticipate her objections; Logically answer them within your presentation.
Explain all of the irresistible benefits gained from
ownership of your product or service;
Whenever possible, let her see or read of proof or
testimonials from people who have already bought from you.
The most important thing you want to do is to create- within
your presentation- the fulfillment she'll have as a result of buying from
you....
Stimulate her imagination;
Explain to her how she can use whatever you're selling to
solve her
problems or achieve her dreams;
Invite her to attend the theater of her own mind;
Cast a word movie that allows her to see herself ultimately
gratified and satisfied with your product.
Give her a payment button to click on or a simple benefits packed squeeze page.
Make it as simple and as easy as possible for your prospect
to buy from you, extend a generous guarantee and – most importantly- STAND
BEHIND IT.
The payment button, order agreement or simple coupon should
close the sale for you - that is, if your presentation is well-written and
highly compelling; she sees what you're selling as an immediate solution to one
of her immediate wants, needs or problems!
Too many sites begin with some sort of blah-blah story about
the seller...
“Hello there, I'm writing to you from the beautiful beaches
of Waikiki” Or...
“After a hundred years of research I've found the fountain
of youth”.
Even some such tripe as “dear friend, you may not know me
but I'm now a millionaire...” blah biddy blah.
Just ask them if they'd like to _____ ...if so, let me
explain; if not, then I don't want to waste your time. Treat your prospects
as though their time is more precious than your own!
