It’s not as hard as you might think! Simply learn what your potential customers’ objections to buying your product or service are... and then strategically remove them. Do this and you’ll see an instant increase in sales!
Let me explain...
The first thing you’ll want to do is survey your past customers... your newsletter subscribers... your friends and associates... anyone willing to participate! E-mail them a survey that asks such questions as:
Why did they buy your product?
If they didn’t buy your product, ask them to explain why not.
What do they like most about your product?
What do they dislike about your product?
Are they happy with the product? Explain why or why not.
How has the product helped them / changed their life?
Would they recommend your product to a friend?
Why or why not?
Just by asking these simple questions, you’ll be able to begin adjusting your price... your sales letter... your order form... your delivery options... your site layout... your offer... your guarantee... to eliminate the problems and remove their objections!
With that said, you should know that there are three things every online consumer wants, no matter what product or service they are looking for:
#1: Online consumers want to know they are making a smart decision!
Nobody likes to be "had", and online consumers are particularly cautious. They want to know that you are a legitimate business and that your product or service is going to live up to your promises... and their expectations!
So to ease their fears you must...
Discuss all aspects of your product or service.
Make your contact information visible. If you don’t provide this, it will look like you have something to hide. Provide the consumer with free, good quality information that will benefit them in some way. Doing this will establish your expertise and lend credibility to the statements you make in your sales copy. Use testimonials! This assures the consumer that people just like them have successfully done business with you. Provide a strong guarantee!
(Important Note: The longer your guarantee is for, the fewer returns you’ll receive. Why? Because a long guarantee shows the consumer that you have a lot of confidence in your product... and it doesn’t make them feel rushed to make a decision about whether or not they’re happy with their purchase.)
#2: Online consumers want to know that they’re getting a bargain!
Nothing makes you feel better about a purchase than knowing you got more than your money’s worth!
But how do you make your customers feel like they’re getting a great deal? Simple! By increasing the perceived value.
Perceived value may be increased by...
A) Emphasizing a benefit or solution offered by your product that isn’t offered by your competition.
B) Offering a free bonus! It’s a good idea to emphasize that the bonuses are available for a limited time to increase the sense of urgency.
(Important Note: eBooks and special articles that contain valuable information make great bonuses. Not to mention production and delivery is free!)
#3: Online consumers are looking for instant gratification!
We want it all and we want it now, so you need to find ways to satisfy the demands of the impulse buyer. You can do this by:
Providing a wide variety of payment options.
Offering numerous delivery options
By checking the pulse of your visitors and customers through surveys and personal interviews, you will learn how you can change your offer... your web site... your sales copy... etc... and better focus your marketing strategies to meet the demands of your target market.
Remove the risk and you’ll make overcoming their objections to buy child’s play! Get started using this simple strategy today... and by tomorrow you could see a dramatic increase in your online sales!