1) Create Customer Evangelists
One of the key elements of the selling process is create a base of “customer evangelists.” When customers are excited about a product or service, they tell others about it in comments on their own websites and blogs.
When customers like your product so much that they want to tell the world about it, they start an informal “viral marketing” campaign. Customer evangelists can grow into a powerful volunteer marketing force for your company’s selling process.
How do you create customer evangelists? The key is to build a community of satisfied users around your website. These tips will help you get started:
• Get feedback from your customers and act on it.
• Share your knowledge and expertise with customers.
• Create a forum where satisfied customers can interact and share their experiences.
• Focus on continually improving your product or service.
• Start blogging. Blogs help to build a community of users, and bloggers are often the best customer evangelists.
• Create press releases.
Continual feeds to media outlets in your field or industry with news of product launches and updates can drive thousands of unique visitors to your website in search of more information. When a press release carries a link to a sales page for a specific product, it can generate revenue—and potential customer evangelists—in a matter of minutes.
2) Get the most out of testimonials and endorsements
Compared to what the customer has to say, your words aren’t as important as you think they are. Be sure to add audio and video testimonials to your website. It’s crucial to put in place a feedback loop for gathering information for increasing your selling process effectiveness.
Take the time to understand why you won a customer. Here are some tips to help you get the most out of testimonials and endorsements:
• Seek out endorsers who are willing to promote your product or service to their customers. Email allows this to be done smoothly and with no upfront costs.
• Collaborate with other experts in your field. Identify people in your industry or business whose customers are perfect prospects for your product or service. Co-write a special report or co-sponsor an Internet show with other experts.
• Ask vendors and customers for referrals. One of your vendors may have customers that are ideal prospects for your business.
• Use Tell-A-Friend viral tools. Approach your customers with a Tell-A-Friend campaign to drive their contacts to buy your product.
The Internet makes Tell-A-Friend campaigns fast and easy. A customer only needs to enter email addresses on a form page. It takes just a few seconds for a satisfied customer to tell friends about your product or service.
Think of “viral marketing” as word of mouth that spreads on the Worldwide Web, or as mainstream networking on the Internet. The goal is to get contacts to tell people about your site.
When visitors feel they’ve benefited from using your website or product, they’ll be happy to spread the word to friends and co-workers. By providing a “Tell-A-Friend” link on your website, visitors can contribute to your viral marketing by simply filling in the names and email addresses of contacts.
3) Use your website as the best place to build your brand
Many people fail to see their website as an important piece of the selling process. To sell customers on the benefits of your product or service, the first thing you need is a good informational website. To get the most out of your online presence, a website must do four things:
• Collect names and emails of visitors
• Build your brand
• Make it easy for visitors to buy
• Foster affiliate relationships
Make it easy for visitors to buy your product or service. Your site must be easy to navigate, or visitors will go to a competitor’s site. “Buy now” or “Add to shopping cart” buttons are hard to find on many websites.
F.W. Woolworth, who can best be described as the Sam Walton of his day, said: “I am the world’s worst salesman; therefore, I must make it easy for people to buy.” Make sure your site is customer-friendly by asking friends to give it a test drive. It could be the most important feedback you ever get.
Your website is the best place to build your brand. Make sure your brand is visible: your company name, product and service names, product design and packaging, business logo, membership associations, or professional certification.
Make sure customers understand your guarantees policies. Maintaining trust and building long-term relationships is how you turn customers into clients for life. In every business, online and offline, it’s easier to make a sale to a satisfied customer than to a new prospect.
4) Focus, Focus, Focus
A key characteristic of successful people is their ability to focus on a single goal. If Internet marketing is your profession, you must treat it like professional athletes treat their training and preparation.
Be a lifelong learner. Approach everything you do in business as an opportunity to improve and innovate—if it ain’t broke, break it.
When your business isn’t moving ahead as fast as it should, you must try something new—something bolder. Force yourself to break out of your old way of thinking and doing things. Build continual innovation into your business and marketing systems. Your selling process should be flexible and capable of being adapted to the market evolution.
Successful Internet marketers focus on a single goal. They know that the main cause of failure in Internet marketing is a lack of focus. As you watch your signups and sales conversions skyrocket, never lose sight of the hints stated below as a way of summary:
keys to greatness for Internet marketers:
- To grow a successful long-term business, you must build innovation into your business system. Copycat marketing can help you catch up, but innovation enables you to take the lead.
- Concentrate on building a community of users around your website—a community based on connectedness, sharing, and trust.
- Master the art of benefit selling.
- It’s easier to sell to a satisfied customer than to a stranger.
- Always create a call to action. Leave an impression that convinces customers mentally and emotionally to do something.
- Selling is a science and an art. Relationship management is the key to creating customers for life.
- Integrity is who you are when no one is looking.
- Continually update your web copy, podcasts, and video casts. Search engines re-index pages that have been changed. The more you update your sales material, the higher your page will be ranked by the search engines.
Concentrate on mastering the human aspects of the sales process. Studies show that most consumers visit a website four or five times before they buy. That’s why it’s so important to give visitors a reason to come back.