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In this week's edition of eTips, Dan Lok, the world's #1 website conversion
expert, will assist you in boosting your online profits by up
to 330%.
I hope you'll enjoy the publication.
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 A Sneaky Little Technique
That Can Boost Your Online Profits By Up To 330%!
By
Dan
Lok Copyright © 2006 Quick Turn Marketing International, Ltd.
Today, I'm going to teach you an extremely powerful, marketing "secret" that
will get your profits multiplying like rabbits.
But first... let me ask you something.
When is the last time a computer bought your product or paid for your
service?
The answer is never. No one sells to machines. And yet, because of the net...
because of the technology... because of the automation... experienced
entrepreneurs who take their business online, forgot that they're doing business
with PEOPLE.
The fact that your "store" is a website or that your marketing message is
delivered via email rather than snail mail doesn't change who your target
is: real, live human beings with thoughts, emotions...and hopefully deep
pockets!
Even though you're using a webpage, an autoresponder, or an email, it's really
YOU -- a person -- who's reaching out to a customer or prospect. Success
in selling happens when a one-to-one personal connection occurs.
Relationship is the key.
You can't sell benefits to a computer. You can't get a computer excited about
how good it will feel after using your product or service. It's so obvious;
it's ridiculous. You're selling to a person. And if you want that person
to buy from you, you need to put yourself out there.
So why do a lot of people act like they're criminals and disappear when they're
selling online? Are you guilty?
Do you use the Internet itself to create walls that hide "human side" behind
technology. Do you hide behind emails instead of making phone calls? Do you
peak out from behind your website without offering a "hard copy" way to reach
you?
And do you play a weird game of hide-and-seek with customers using frequently
asked questions and customer service "tools" so that you never really have
to connect?
I know, I know! You're saying that automation and technology are the biggest
advantages of the Internet. All these streamlined communications processes
help you do good business.
That's fine, if what you want is good business. But personal communication
can make your business great.
Sometimes just by adding that personal touch... that human factor... to your
site can boost your sales by 100%, 200% to as much as 330%!
What am I talking about? I am talking about a tangible demonstration that
your business is trustworthy because trust is at the foundation of every
sale.
So it turns out that this secret strategy is actually a simple one, too.
I'm talking about adding a phone number to your site... and a mailing
address...and a fax number. I'm talking about giving your customer an option
to contact you one-to-one.
I'm talking about talking! Just talk to your customers and find out what
they want.
Now you might say, "Dan, this won't work for me. I'm a one-person operation
and I'd get so buried by phone calls that I wouldn't be able to do anything
else."
You know how important testing is in business, don't you? Well, why not test
my theory before you reject it. Do it my way. And see if you will actually
get a lot of calls.
I think you'll be surprised. I have a lot of clients who add phone numbers
to their sites, and they don't really get that many phone calls.
If you're really stretched to the limits time-wise, you could hire someone
to handle it for you in-house or outsource it... although I think outsourcing
almost defeats the purpose by putting you one step further away from your
customers.
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Personally, I urge you to talk to
your customers once a while. It's time well spent...even if time is money.
You'll learn a lot from the conversation -- what people want and how they
want it.
And that, I assure you, can be worth millions (literally) to your business.
Do you know that a lot of people actually have a fear of picking up the phone
and calling a stranger? So it's unlikely that you're going to get flooded
with a lot of Chatty Cathies and Talky Teddies you've never met before who
just want to shoot the breeze for ten minutes.
So why will people pick up the phone and call you? Probably for one of four
important reasons that make these valuable calls that you'll want to take.
1. They have an urgent problem, and they need a solution now! If your
product/service will solve their problems, they'll buy from you - NOW.
2. They want to buy from you, but they might just have a few questions and
you answer them well, they'll buy from you - NOW.
3. They might have a comment regarding of your product or service. This could
be helpful to your business and make them more likely to buy from you in
the future.
4. They might have a problem, and they're mad. But even if they are, you
can fix it for them. Then they'll love you, and they'll buy from you again
and again.
You may not have realized it before, but every telephone inquiry from a customer
or prospect is a money call. And when money calls, you want to be sure to
answer. Because each one of these money calls means sales in one way or the
other.
Personally, I love it when my phone rings. Because it's either one of my
deep-pocketed mentoring clients who wants to run something by me OR a prospect
who wants to give me money.
Ching-Ching! How can you NOT love those calls?
And here's a special message for you if you're selling a luxury service or
a high-end product. It's tough to sell big-ticket items offline, and even
tougher online. It's not impossible... but it's tough.
Think about it. Someone who's looking for a marketing consultant and sees
your site is probably NOT going to plunk down $5000.00 in an electronic payment
just based on nothing more than your online sales copy.
And don't be fooled that an autoresponder series will do the trick any better.
It's tough to close a sale for thousands or tens of thousands of dollars
just through emails. Not impossible... but tough.
But, you can easily close a $5000.00 sale via the telephone. (If you know
how to "give good phone," that is).
A lot of copywriters don't do it the "easy way." They avoid the telephone.
They only communicate via emails. Or they charge exorbitant "consulting fees"
for phone calls as a way to telegraph that they don't want to speak to
people.
Now, that's their personal preference. But perhaps they should put themselves
in the shoes of their clients who say, "This means I'm going to hire a copywriter
and pay thousands of dollars to a service provider -- an employee -- that
I won't even be able to speak to by phone? That stinks!"
Worse than annoying a prospect, lack of accessibility makes people suspicious.
They might feel like you're hiding something... that you're not being totally
upfront.
Take the mayor of New York City, Michael Bloomberg. The mayor's office has
a website, but his home phone number is listed in the telephone directory.
And, while it sounds unbelievable, he actually does pick up the phone when
he's home and talk to his constituents.
They love him for it.
Take me for example. I am actually one of the very, very, very few experts
who can be reached by phone. If I'm not on a call already or working one-on-one
with a client in my office, I always pick up the phone.
And when I can't pick up before the machine does, I try to return all my
calls promptly. (Unless, they're trying to sell me insurance or some crap.)
Accessibility is, in a way, my unique selling proposition. People are actually
very surprised when I call them back. They know how busy I am. And my prospects
respect and appreciate that I prioritize them.
Is every call a walk in the park that ends with a trip to the bank? Well
no. Sometimes I do get calls from some jerk who just wants to "rip me a new
one" or waste my time.
But really... the whackos are few and far between. Most of my callers are
good people. They're calling me because they want me to help them with their
conversions, not because they want to BS about the weather.
I'd say 95% of the people who call are very serious and I'm happy to have
the opportunity to speak with them. As for the other 5%... once they "reveal"
themselves, I get off the phone very quickly.
So how can you use this sneak technique to beef up conversions on your site?
To borrow the old phone company slogan: "Reach out and touch."
Add a telephone option to your site and take orders via telephone. If you
think this could be overwhelming, you could test just taking calls within
business hours.
If you're doing huge volume, add a toll-free number.
If you're doing big business in the international market, outsource so that
you can accept phone orders 24/7.
The Internet is the Land of Opportunity, although some online entrepreneurs
think they're in Lazy Land... and don't understand why they're not
succeeding.
They want to live the ultimate Internet marketing lifestyle dream. They want
everything to be automated. They want their ads to find the prospects, they
want their site to sell the prospect, take the money, and forward a deposit
directly into their online bank account.
That dream can be real, but too many business people are relying too much
on the technology to do ALL the work for them. Sometimes, it's good to go
back to old-fashion communication. Silence may be golden, but in business...
talking is pure platinum.
We'll "talk" more soon.
Dan Lok
About the Author:
Dan Lok is
widely known as "The World's #1 Website Conversion Expert!" But what do you
care? Well, if you rush over to his site... I think you'll come to your own
conclusion that he's the real deal when you see how much FREE (yet extremely
valuable!) profit-producing info he's giving away. Check it out now at:
http://www.web-source.net/cgi-bin/t.cgi?l=webprofits |
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| Tip of
the Week |
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Cascading Style Sheets (CSS)
enable you to control the style and layout of a web page. They will enable
you to specify link styles, fonts, margins, colors, sizes, alignments and
much more throughout your entire web page. By using CSS, you can keep your
page size down, which will enable your web page to load more quickly.
Today's tip is an excerpt from the acclaimed
Web Design Mastery
series.
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