Nowadays all companies, regardless of their size, require to know how and why they should have a presence on the internet for Sales. In our articles we try to clarify these and many other aspects related to Internet Business.
In order for you to sell on the internet, you must previously apply multiple related techniques in online marketing that allow you to produce the desired visitor traffic, the generation of the required trust and the desired conversion rates (from visitor to buyer).
When it comes to trust, it is important to note that when your website receives visitors, they have not necessarily made the decision to purchase or contract your products or services, but are learning about what you offer.
For visitors to your website to decide to contract your products and / or services, they must feel confident that what you offer and represent will meet your expectations, both your needs and your wishes (reasons and emotions).
Now, in a previous article we cited the basic aspects necessary to sell a unique product or service through the Internet, highlighting on that occasion the use of Landing Pages, Autoresponder Systems and Search Engine and Social Media Positioning Campaigns.
This is necessary, but not enough to generate all the confidence that a prospect needs to become a buyer.
The conversion process requires that the prospect (who may be a potential customer) be convinced that you and your company are real, human, expert and trustworthy in the subject they offer.
In order to convert a prospect, through the generation of trust, elements of Interactivity, Education and Orientation, Demonstration and Consulting must be added to the process.
Interactivity must be achieved by demonstrating that behind what is offered there are human beings, and for this today there is nothing better than active participation in social networks. You and your marketing and marketing team should actively participate in the social networks most used by your target audience (eg Facebook, Twitter, Linkedin, YouTube, Reddit, etc.). This participation is achieved in many ways, among which are: publishing links to content of interest, conducting short surveys and giving feedback, generating conversations about the use of products and services (without trying to sell them directly but generating value), answer questions with concerns raised by prospects, highlight relevant aspects on the subject, manage informality without losing the image, humanize the online customer service process, etc. In general, when a prospect manages to interact with the people who make up the company as well as with other users through social networks and gets good and positive responses about our products and services, trust is generated.
Education and Orientation to the prospect is essential since your purchase or hiring decision will depend on how clear this is regarding the necessary elements for a correct decision making. That is why we must educate him explaining these aspects with all possible details, thus positioning ourselves as experts in the subject. To achieve this, it is best to have a business or consulting blog in which we publish articles that explain such aspects and that allow us to highlight our differentiating elements of the market versus the competition (without making direct references but, again, adding value). In turn, we should try to publish these articles in as many online media as possible, as guest authors, as well as create documents in PDF format that can be downloaded from our Internet sites and social networks. This in addition to building reputation generates traffic towards us, again increasing the trust of the prospect.
The Demonstration is accomplished with images, not written words. This is why in the process of generating trust, the prospect must be able to see with his own eyes the demonstration of the applicability of our products and services as well as the testimonies of those who have previously used them and those who generate them. For this we must create videos of different kinds, both very short for a testimony, and a little longer for demonstrations of use or tutorials. To share these videos, there is nothing better than YouTube, so we must manage our YouTube channel and direct our prospects to it. In this way they can see our faces and know that effectively supporting these products and services are committed people.
Regarding Consulting, the point is to give prospects the opportunity to participate in conferences in which they are exposed to the most relevant aspects of the benefits that could be obtained by using our products and services. By exposing these benefits live and direct, we can better convey the enthusiasm and passion we feel about having what we sell, of which we are convinced and can demonstrate that it works. This can be accomplished through the use of Online Video Conferences, Online Seminars or what is known as Webinars. Basically we invite our target audience to participate for free in a seminar dictated by an expert in the field that will give them the main elements of success in the area of interest. After exposing them to the subject, our Unique Value Proposition is presented to prospects, through an exclusive offer only applicable to those who have attended the seminar and who contract in the next 24 or 48 hours. This unique offer must be presented with a high value in terms of what the client will receive and with the lowest possible price, thus increasing the need and desire to buy or contract.After the expiration of the single offer period, it is possible to maintain an offer with fewer advantages, however what is sought through the online seminar is to achieve a quick conversion (from prospect to buyer).
Statistics say that an advertising banner does not exceed 1.5% of clicks on its number of exposures, after getting a visit to its website there is a long way to go for these clicks to become purchases, substantially reducing the possibility of conversion if the proper techniques are not applied. A landing page by itself (with good search engine positioning techniques) can achieve 5% conversion, while applying what is explained here can achieve conversion factors greater than 30%.
After knowing this, if you want to increase your sales on the Internet, be sure to apply these techniques, relying on the experts in Internet Business, since the success you require requires these and many other elements.
Success for all…
