7 Killler Ways To Increase Your Online Sales

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 by: Tony L. Callahan

Every online entrepreneur I talk to is asking the same question, "How do I increase my online sales, NOW?"

Online selling is essentially a numbers game. The more
visitors to a site, the more sales that site will make. The number of
sales made divided by the total number of visitors to a site is called
the conversion rate. A typical site will have a conversion rate of
between 1 and 2 percent, or 1 to 2 sales per 100 visitors.

It is obvious that if the number of visitors increases,
and the conversion rate remains the same, then sales will increase.
Traffic is the first variable that most online marketers attempt to
influence when they begin their online marketing campaigns.

There are two basic problems with the increase traffic
method. The first is that it is expensive to run advertising and
improve a site's ranking in the search engines. The second, and subtler
issue is that there is no guarantee that the conversion rate will
remain constant.

So what about increasing the conversion rate? Using the
example above, if the number of buyers could be increased from 1 or 2
per hundred visitors to 2 to 4, sales will have doubled! So what can be
done to increase a web site's conversion rate? Below I list 7
techniques designed to accomplish this goal:

1. Provide plenty of testimonials
   

   These testimonials should be from previous customers and
   should include specifics as to how the product or service helped them
   solve a problem.

   Obtaining testimonials is no problem, just ask. People
   love to be asked what they think; most will be willing to share their
   thoughts on your product or service. Implement a process of following
   up with your customers with a questionnaire. Leave plenty of room for
   their comments and make it clear that their comments may be used in
   your advertising.

   
   

2. Improve your follow up
   

   Many people will not buy the first time they see your
   product. In fact, some experts claim that people must see your message
   seven times before they are ready to buy. Autoresponder courses are a
   great way to follow up with the potential customer. There are many free
   autoresponder services on the web. I use FreeAutoBot.com.

   
   

3. Give away free samples
   

   By letting your customers try before they buy, you can
   significantly increase your sales. If you sell an information product,
   provide a few paragraphs or even the first chapter by autoresponder.
   This technique also helps to improve follow up by guaranteeing you
   obtain contact information.

   
   

4. Give a bonus product
   

   Everyone likes to get something for nothing, especially if
   that something is perceived as valuable. E-books make a great bonus,
   especially if they contain original content. If you are unable to
   create your own e-book, you could give away someone else's.
   Free-eBooks.net is a good resource for finding E-books to give away.

   
   

5. Focus the web site
   

   Use the Direct Response Site model. A direct response site is
   one where the customer's choices are very limited. Essentially they can
   buy the product, bookmark the page, subscribe to your ezine, or leave
   the site. The more options a visitor has, the less likely they are to
   make a purchase.

   
   

6. Follow on sales are crucial
   

   It is well known that successful businesses make 75% of their
   sales to repeat customers. Start a free ezine and get your customers to
   subscribe. Get their permission to send them information on upgrades
   and new products. On their receipt, mention a product that compliments
   their purchase. Don't have a product to offer for follow on sales? Find
   and join an affiliate program offering products of interest to your
   target market.

   
   

7. Change the web site copy
   

   Appeal to target emotion rather than reason. People respond
   more intensely to emotional appeals than to intellectual discussion.
   Design your copy to focus on the visitor's dreams, desires, fears or
   goals. Position your product to appeal to their emotional needs.

Implement these seven tips, and watch your online sales increase.

About the Author

Copyright 2002 Tony L. Callahan, All Rights Reserved Tony L. Callahan is president of his own Internet marketing company, Link-Promote.com. He also publishes Web-Links Monthly, a newsletter full of tips, tricks, tools and techniques for successful web site promotions. http://www.link-promote.com/wlmonth/subscribe/index.html.

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