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6 Simple Ideas to Using The Internet To Sell More
6 Simple Ideas to Using The Internet To Sell More of What You Sell
http://www.instantauthoritytoday.com/
Okay, I’ve just finished writing my newest book called The Tale of Two
Websites. I’m negotiating right now with some publishers in New York and
hopefully the book will be in Malaysia in the fall.
I want to show you that no matter what you sell, you can use the Internet to boost your sales. It’s cheap. It’s easy to learn and use. It works!
(Gerry Robert is offering you a FREE Complete Corporate Website when you sign up for the launch of his newest seminar in Kuala Lumpur in August. It’s being organized by Teamnet and you can get a brochure by calling 03-704-4401)
What follows are the 6 Simple Ideas and Action Steps to help you implement
those ideas.
Simple Idea #1: Concept is King
Despite what you have heard, if you want to sell, you need an innovative
concept. A glorified brochure will not cut it. My suggestion is to see everything from your prospect’s eyes. Create something that they will tell their friends and colleagues about. A true sign of success is if the local media give you coverage.
- Action Step 1: Determine your Primary Website Objective.
You need to think through what you would like your website to do for you. Do you want it to generate leads, make actual sales, generate a database, or real world inquiries? Do you want people to visit your site and call you? Are you looking to attract a certain type of person? Are you wanting to boost your credibility?
Whatever the goal, you need to think it through and let that govern everything you do with your website. This step is very important because far too often the objective seems to be simply to put up a brochure and frankly, I don’t know of anyone making money doing that.
- Action Step 2: Do a T-Pop.
A T-Pop. is a Target Population analysis. You want to give some serious thought to exactly who are you trying to reach. I posed this question recently to a senior Vice President of a company right here in Malaysia and she told me that she wanted to reach “everyone.” As politely as I could, I asked her if she was nuts! I’m sorry but you don’t sell to “everybody.”
You might want to do that but let’s face it, you will never enjoy success until you know exactly whom you are marketing to. Are they rich or poor? What are their ages, sex, occupation? What kind of cars to they drive, where do they work? What are their likes and dislikes? All this will help you come up with a concept that will succeed on the Internet. The next Action Step will take you further.
- Action Step 3: Do a T-Pop. needs and problems analysis.
Once you have figured out “who” you are marketing to, you need to analyze what their pain is. At best, you want to know everything you can about their needs and their problems. Why? Because if you are in “selling” you are in “solving.” What you solve, is their needs and problems.
So, ask what bothers these people. Why do they want what you sell? What concerns them most. Make a huge list. Figure things out from their perspective. A friend told me recently that the Number one problem of small business marketers is that they are far too centered on themselves. Get your eyes on them and not yourself.
- Action Step 4: Answer the Magnet Question
The Magnet Question will help you focus your attention and it will energize the magnetic effect of your website. The question is: Why should anyone visit your website?
If the best answer you can come up with is to say…”to see our corporate logo and brochure,” you will certainly lose online. People don’t care about you, your slogan, your catalogue, your company. They care about themselves and their pain.
Simple Idea #2: Think Marketing
Let me say it again. The problem with the Internet is that it’s driven by techies, nerds, geeks and computer guys. Watch out for them. They usually don’t know anything about marketing. (Unless the geeks name is Gates!)
The focus of your Internet involvement should be to be involved in marketing. I know of some people who are spending a lot of money and time learning HTML programming, Java scripts, and a bunch of technical gobbleleygook. They should be focussed on the money-making concepts and techniques. Leave all that stuff to the geeks.
——————————-
PRESANNA: IN BOLD, IN BOX
The Main Thing
The main thing, is to keep the main thing, the main thing
and with website profitability the main thing is – MARKETING
———————————
- Action Step 5: Create involvement.
You must get people involved in your website or you are never going to make any money online. Here’s where the concept of an electronic brochure breaks down. People don’t get involved with a virtual version of your corporate marketing materials. They need more. The temptation to not stick around very long or come back is too great. Keep in mind that your competition is only a click away.
- Action Step 6: Create a FREE offer.
I understand the power of the word FREE. It’s not by accident that we are giving everyone a FREE Complete Corporate Website who attends my August seminar. I know that many people will take us up on the offer because they are getting something of value for FREE. Many of you know that I conducted FREE Sales seminars throughout Asia. When we did these seminars we would have between 3,000 and 5,000 per week attend. People love the word FREE. So why not use it. It makes people stop, something we all need to do in our fast-paced world. FREE stops people and it makes them act.
- Action Step 7: Call for action.
If you are going to study anything, why not study the best in direct marketing strategies. That would be a lot more helpful than boring computer programing don’t you think? Say yes! One of major tenets of direct marketing is the call for action. Everything you do should move people further down the buying cycle. People will follow so lead them.
Don’t assume that they will know to include their telephone number. Tell them to leave it. They will! Don’t assume they know how to order your product – Show them! Take the mystery out of buying. Make it easy.
Simple Idea #3: Avoid The Money-Robbers
I can’t believe the mistakes people are making with their websites. That’s really why I got involved in this area. For years, we had been helping people avoid costly mistakes with their marketing materials. The most common mistakes of poor headlines, product or self orientated materials, boring copy, no action offer etc, were being replicated online. I had to say something about that. It’s expensive to lose sales.
- Action Step 8: Create a strong initial grab factor.
People surf the Internet at a thousand miles per hour. If you don’t grab them quickly, you will lose them. So this Action step suggests that you capture their attention quickly. A big image file of your corporate logo just won’t stop them long enough. They need something punchy, catchy, controversial, need meeting. Whatever device you use, you must find some way to grab their attention quickly. Here are a few ways to do that:
- Use the word FREE (always in caps!)
- Be controversial
- Use a client-centered benefit statement
- Make a strong promise
- Avoid humor
- Make a promise
- Use a quotation from a famous person
- Action Step 9: Develop a compelling Hold-on Value
The Hold-On value is really the device that keeps people around your website. Information is the best way of doing this. Make sure that your website is rich with valuable information from your prospect’s perspective.
Simple Idea #4: Go To Your Prospects
Many people think they can put up a website and they will strike it rich. Come on!!! It won’t happen. You must promote your website and the best way to do that is find where your prospects hang out online and go there.
- Action Step 10: Go to your prospects.
Right now there is a number of people who are ready, willing and able to buy what you are selling. They need, want and can afford your product or service. These people belong to Internet chat rooms, discussion groups, email lists and various other places online. Your job is to find out where they are and investigate.
For example, if you sell fishing equipment, your prospects will visit the most popular fishing magazines online. Go there and check things out. If you sell to hotels, you might find prospects by subscribing to a hospitality industry newsgroup. Go to your prospects.
Simple Idea #5: Become a Magnet
I think by now you know that I’m big on magnets. I’m not big on cold calling or spending much time with people who are not predisposed to buy what I sell. So how do you get around that? Well, use a concept I developed which will yield a lot better results than shaking trees, attract them by becoming a magnet.
- Action Step 11: Write a magnetic Signature file.
One of the ways you become a magnet is to ensure that every email message you send out has a Signature File at the bottom of it. A SIG File is simply some words that are automatically placed at the bottom of every message you send. Here’s mine so you can see:
~~~~~~~~~~~~~~
Gerry Robert
FREE Report: “6 Steps For ANYONE To Find 200+ Hot Prospects and Get
Others To Pay For Everything – Including Sending Out 10,000 Brochures
Email: gerry@salesmall.com URL: http://www.salesmall.com
~~~~~~~~~~~~~
Notice: The word FREE. It includes my email and my website address (URL).
Simple Idea #6: Sell ‘Em
Attracting people is nice but you’ll grow weak if you can’t turn that interest into a sale. Here’s where you have to follow-up quickly. Your sales skills will take over on this step. Most people don’t have as big a need on this step as the previous ones. Most salespeople tell me that if they could only get in front of more prospects, they’d make more sales. The previous steps will get you those prospects, now sell ‘em.
Wizard’s Rules
My newest book will be called The Tale of Two Websites. It’s a fictional book about two websites who talk inside a computer about why one is successful and why one is not. One teaches the other the ways of the Wizard. The Wizard uses all these Warnings and Rules. I think you can benefit by sneak peak.
1. Never let the technical people do marketing.
2. Find technical help who will follow your direction
3. Use the 7 Simple Ideas of The Magnetic Website Profit System
4. Study how to become a magnet to your prospects.
5. Learn to identify and avoid the Money-Robbers.
6. No promotion = no profit
7. The media will promote your website if it is interesting.
Wizard’s Warnings
1. Don’t believe the myth: If I build it they will come – THEY WON’T!
2. People surf the Net at a thousand miles per hour.
3. Offer them something for FREE or suffer the consequences.
4. You need to keep on top of developments or you’ll surely be left behind.
http://www.instantauthoritytoday.com/ Gerry Robert has 4 NEW videos for FREE. Each one is full with tactics on how anyone can become an INSTANT AUTHORITY and use that to boost income and sales.
About the Author
http://www.instantauthoritytoday.com/
Gerry Robert is the author of 5 bestselling books including The Millionaire Mindset. You can get his 4 NEW videos for FREE. Each one is jam-packed with tactics that will teach you how anyone can become an INSTANT AUTHORITY and use that to boost income, sales and profit. (Limited Time Only!)
www.instantauthoritytoday.com
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