Are you doing this? This is an exerpt from my recent newsletter...
You walk into a potential client's office, introduce yourself, and place a beautiful sales packet in front of the client about your company and the great product or service you sell.
During your elaborate presentation, the client reaches into his suit pocket, pulls out a gold-plated ink pen and starts glancing around the desk for the order form.
As the new client starts to sign the lucrative order, you reach over across the table, smack his hand, knocking the pen to the floor and yell at the top your lungs, “I haven't finished my presentation!"
Surely, you wouldn't do that, would you? Then why are you using web design techniques that keep the visitor from going for the sale? The golden rule of doing business on the Web is "Do nothing that gets in the way of the sale."
I started my sales career with the venerable Fuller Brush door-to-door and then migrated up to pushing pianos and organs on the midways of county fairs. Sounds glamorous, doesn’t it? But the techniques for grabbing a customer’s attention and then heading immediately for the closing of the sale haven’t changed.
Yeah, uh-huh... but this is the Internet now. Things are not the same. Wrong!
Human nature about buying took a long time to evolve and a few, dinky years of computers and megabytes haven’t short-circuited our brain’s desire to be convinced why we should buy something.
The key is consistently providing your visitors a way to purchase THE moment they become convinced it is right for them. Not a second later, nor after the ‘show’ is completed. NOW! Good salespeople know you start asking for the sale the moment you open your mouth. Ask closing questions from the beginning and never quit.
Your website should do no less for you. Make certain the service or product you sell can be acted upon by your web visitors at every turn – ask for the sale. Do that and you will see new results in short order.
For a no-obligation review of your site and design, feel free to contact me anytime!
