Learn How To Sell On The Internet
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Selling on the Internet is all about finding the right
words, it’s all about writing effective sales copy. Many
companies still think the most important is to have a great looking web site – cool flash animations, expensive graphical design… and they put all their focus and money on these elements.
That’s completely wrong -- they don't know how to sell
on the Internet. The truth is, you customer doesn’t really care about the design of your site. All he wants is an answer to his burning questions, a solution for his problems, a clever way to save money…
Good copy writing will convince your site visitor that your eBook, service… - or whatever product you are selling - provides a solution for his problems. Graphics won’t
achieve that.
Bottom line: Words sell, graphics don’t – no matter how much money you spend on them.
Ok, lets learn more about how to write powerful sales copy
and how to sell on the Internet.
It's important what you write and how you write it.
What should you write in your sales letter? In order to answer this question, you have to
know your product and its benefits.
What writing tone and style should you choose? Well, to answer that one you have to
know your customer. What are the expectations of your target market? To what age group do they belong? What problems do they have? …
Before you write a single word, know your
product and your customer.
Know the benefits of your product
Knowing only the features of your product isn’t sufficient. If you want to sell effectively, you have to know all the benefits of your product.
Your book has 324 pages, the laptop comes with a 80 GB hard disk, the car is equipped with leather seats… -- these are all product features and they are not important
when you introduce your product. They come into the game a bit later, after your customer “has fallen in love with your product”.
The book shows you the most clever ways how to convince at any job interview and how to get more money, … the car makes you look sexy and successful… -- these are benefits, they stir emotions and they make your prospect want to have
your product.
It’s the benefits that sell and not the features.
Make a list with all the benefits of your product. Think outside the box, to find more benefits – they might not always be evident.
You also have to work on your USP (Unique Selling Proposition). That’s the most important benefit of your product, the one that allows you to differentiate yourself from your competitors.
Ideally, your USP is something your target market desperately wants and no one else can offer.
You will use this benefit in the headline of your sales letter.
Know your target customer
Many small Internet businesses are trying to sell their product to the whole world. Doing so, they end up selling nothing at all. The key to success is to target a narrow niche market.
In order to sell effectively, you need to know your target customer – the person who most likely will buy from you. Once you know your customer, you will also know what they want and need and you can sell it to them.
Create a thumbnail profile of your customer
What are your customer’s specific interests?
What age group does he belong to?
What kind of information is she looking for?
What kind of web sites is he visiting?
What forums and discussion groups is he visiting?
What questions is she asking? … Find out as much as possible about your target market – get a clear picture of your customer.
Ok, now you know your customer. Whatever you do from now on, do it with your customer in mind --
your actions have to suit your target market.
When you create a new product (for example an eBook)
-- is it
something
your target market is looking for?
When you write a new page for your web site
-- does the writing tone
match
your customer?
When you choose some images or graphics for your site -- are they
suitable for your market? …
Stay on target
Don’t weaver from your customer:
Concentrate on your target market. The look and feel of
your site, the
layout, every single word… has to be
crafted for your specific target
market. If you try to
sell to everyone, you will lose everyone.
Don’t weaver from yourself:
Develop and keep a consistent personal image that fits
your target
market and stick with this image.
Don’t weaver from your site goal:
Whatever you do, keep the principal goal of your site in
mind.
Everything you do must drive your visitor towards
executing your
principal goal – for instance buying your eBook.
Stir emotions and
sell more
All buying decisions are emotional. Therefore, your sales copy has to create excitement and rouse emotions. Help your customer to imagine using your product and enjoying all the benefits. Use words and phrases that create images and emotions.
Find a way to get your prospect emotionally involved. The easiest way to achieve
that is to stress benefits that stir emotions:
Making money or saving money
Easing pain and gaining health
Finding happiness
Finding the perfect partner
Having more leisure time -- spending more time with the
kids
Eliminating worries, doubts and fear...
It’s very likely that your target market is looking for a solution to one or more of these problems. Create a product that provides a solution and let your customers know how and why you can help them. Make your prospect imagine enjoying all the fantastic benefits he will get from using your product.
Now you know the basics about how to sell on the Internet, here are some more
tips.
Surefire tips for successful web copy-writing
Use short
and active verbs that rouse emotions.
This will keep your
reader interested and excited.
Use words that trigger
strong emotions -- that's especially important
for your headlines.
Some examples: Easy, free, secrets, how
to, finally, you….
Web surfers are always in a hurry, so keep your
writing style simple.
Use short words, sentences and
paragraphs. Put space between your
paragraphs to increase readability.
Many people merely scan the content on a webpage. So, if your visitor
only reads
your headlines she should know exactly what are the
benefits of your product and how they can improve her
life.
Don’t use jargon. Never assume that your visitor
understands the
specific jargon of your industry. Choose a
simple style -- no need
to prove that you can
use a thesaurus.
Use a friendly and lively tone and don’t be boring and
scientific. You
can also use smiles and quotes where appropriate.
Be creative and surprise your reader. Go straight to
the point and
deliver your benefits.
In your writing, concentrate only on your customer.
Give her what she
wants and needs. It is all about your customer,
customer, customer...
and never about yourself.
Focus on your target market and don’t try to be everything to
everyone.
Provide a rock-solid guarantee. Allow your
customers to return your
product within 6 months if it doesn't keep up to
its promises. Let your
customers know that there is absolutely no risk
for them.
Use testimonials from customers who already bought
your product.
Testimonials are excellent confidence
builders.
At the end of your sales letter, tell your
prospect to take action.
Tell him to click the "Buy Me Now" button in
order to profit from all
the great benefits of your product.
well spent.
Copy-writing is quite a huge subject and it's impossible to handle it on a
single web page. But if you want to learn more about how to create powerful
sales letters and how to sell on the Internet, I highly recommend
"Amazing
Ad Copy Secrets - Revealed!". It teaches in a simple and easy
understandable way the art of "Writing Sales Copy". -- Definitely the best book I
know on this subject.
Click
here to find out more about the Amazing Ad Copy secrets.
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How to sell on the Internet? Selling online isn’t about graphics or fancy animations.
It’s all about finding the right words.
People buy for emotional reasons. Underline the huge benefits of your product in your sales letter.
Help your prospect to imagine, spending more time with
her kids, making more money, being happier…
Stir emotions and getting the sale will become easy.
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Other pages in this section:
●
Learn How To Write Great Headlines And Explode Your Online Sales
●
Convert More Site Visitors Into Buying Customers
>>> Learn How To Write A Great Headline
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