I’m convinced that one of the big obstacles people have to becoming internet marketers is a fear, or misunderstanding of, sales!
I’ve sold stuff my whole life! Literally!
My dad was a salesman, and he had me selling light bulbs and Christmas trees when I was a mere eleven years old. At the time, I didn’t particularly like it, but now I know the lessons I learned at that tender age were pure gold.
Part of the issue is most people look down on sales people. If you’re one of those, then you need to get over that! You can’t make it big in business without sales. Sales is the heart and soul of business. All that other stuff exists merely to make the sales machine go.
Another part of the issue is people don’t understand the basics of sales. They are the same for the Internet as for direct, face-to-face selling.
Here’s the sales process, in a nutshell
The Tao of Sales
- Get your prospects attention
- Tell them what you’re selling
- Teach them about the benefits of what you’re selling
- Show them the features of what you’re selling
- Answer their objections
- Ask them to buy
It’s that simple. As I said, I’ve been selling stuff since I was a kid. My dad was a salesman. So was my grandfather. I grew up in sales. I’m as comfortable with it as I am with breathing.
That’s all there is to it.
Now, I would love to go into all of this in great depth, but that really would be a book–or two. Maybe that should be the subject of my next book.
But for now, we’ll have to do with this list.
As you read through these bullet points, think about which ones you’re good with and which ones you or your site is weak on.
Ask yourself these questions:
- Do you have a way to get traffic?
- Is the copy on your site clearly written?
- Have you stressed the benefits of what you’re selling? (Do you even know what benefits are?)
- Have you clearly told people exactly what they’re being asked to buy?
- Have you actually asked them to buy?
Be honest! If you’re missing on just one of these it’s going to kill your whole effort.