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Don't Let Customer Objections Stop Your Sales on the Web
*** DID YOU KNOW? ***
More
than 50% of web sales are lost because visitors can't find
content!
--Gartner
Group
More than 40% of repeat visitors are lost due to a
negative experience --Zona Research
Are These Client Fears and Objections
Stopping Your Sales?
When prospects visit your
Web site, they have some ideas about what they want to buy plus
they have certain fears and objections about buying from you
specifically, as well as from anyone else on the Web. Here is a
list of some prospect objections that we can help you to overcome
with our Comprehensive Marketing Packages:
- I don’t know who you are so how can I
trust you?
- What are you going to do with my
precious credit card and personal information?
- How can I contact you if I have a
problem with my order?
- How do I know that your site is
secure?
- What if the product I buy doesn’t work
right or there is something else wrong?
- Why should I buy from you when there
are lots of other online sellers?
- I’m having trouble finding information
on your Web site
- I can’t understand your product
descriptions or you’re not giving me enough information.
- I don’t see any large pictures showing
me exactly what I’m buying.
- I want to buy through the phone but
you only have one method for me to use on your site. I can’t buy
the way I want to.
- Your site looks like you designed it
yourself, I only buy from established companies.
- You only offer one type of shipping,
not the type I want.
Whenever someone comes to
your Web site, he or she is asking these questions in one form or
another. Is your site giving your customers confidence in dealing
with you? Are they getting a good impression that makes them trust
you and want to give you their money as well as the confidential
information required to make a purchase through your site?
Often it’s hard for Web site
owners to see their sites objectively. We can help by applying an
objective viewpoint along with marketing know-how that will get
you the sales and increased profits that you want.
Risk reversal and guarantees: One way to overcome
some of the objections listed above is with guarantees or risk
reversal. People have enough issues and reservations about
purchasing a product or service Online. Back your product with
some attractive type of guarantee. A simple money back guarantee
is a great one!
Powerful order grabbing copy is essential: Did you
ever think about the fact that the only way your site communicates
with your prospects is through the text and graphics that they see
when they click on your home page? Because of this fact, it’s very
important that your words and graphics make a great case for your
product or service. If you don’t have a headline that grabs the
prospects’ attention and interest, they will move on to another
page that may not be yours.
The copy on your site should continue to interest the prospects so
that they are likely to take the action you wish them to take.
That is, they take the action of buying something from you or
perhaps they give you their email address.
The process of creating powerful Internet copy is basically the
same as it is for selling items through advertisements in print
media. You only have a few seconds to attract the attention of the
site visitor. If you don’t have a headline and body copy that get
your visitor to take some sort of action immediately, you have
lost them.
Be sure that your page titles and descriptions do a good job of
selling your site as well as meeting top search engine ranking
requirements. Often, the only thing the prospect sees on the
search engine is your page title and description. If this does not
attract them to click on your link, then you’ve lost the sale.
Part of the work we do to help you get more sales is to develop a
Unique Selling Proposition (USP) that can help put your company
ahead of competitors. The main question you can ask to develop a
USP is “What makes my product/service different or better than all
the others? What can I add to my product or service to set it
apart from competitors?”
In writing copy for your site, watch for grammatical errors and
spelling mistakes. Even the computerized spelling and grammar
checkers might miss something like a word with several meanings.
Get anyone you can think of to help you ensure that there are no
errors.
Learn from your competitors: If you’re paying for
each click-through to your site from Overture or Google, this can
get very expensive. How will you know what words to use in selling
to your market? We help you to determine this by doing a
comprehensive competitive analysis to see what your most
successful competitors are doing. We then take the best ideas and
concepts to test on your site.
Of course, we also actually have lists of words that are more
likely to appeal to your client’s interests than others. We use
these words to get the prospect to take your most desired action.
The Web is a very anonymous place where no one knows
who you are. Therefore, in order to get sales from prospects you
must credential yourself. That means putting information on your
Web site about you and your company with details about how long
you’ve been in business, who you are, your education, where your
company is located, your phone number etc.
When developing copy for your site, we help you to focus on
benefits to potential customers. It is recommended that each page
of the Web site have a headline that will let the potential
customer know exactly what is on that page and grab their
interest.
Find great articles on
Internet marketing, search engines, sales success, web copywriting
and much more!
http://www.websuccess77.com/
Copyright 2004 Teddi McDonald
Please feel free to use this article on your site or in your ezine
including the information box with links and the copyright
information at the bottom of the article | |
ARTICLES
by Teddi McDonald
Get Your Site on
Search Engines
Write Great Copy
Overcome Customer
Objections
More Internet
Traffic
More Sales
Internet Marketing
Email, Success Stories, FAQ’s and More
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