2. When most people begin any kind of business they seem
to have a lot of expectations. They think the money will
come rolling the moment they place their adds, get a
webpage, or spend on advertising and a promotion
campaign, etc. If you have a business you pretty much can
tell that that is not necessarily the case. However, this
particular article I am going to dedicate it to Internet
business. I figure, you are online reading this article right
now, maybe you may want to learn a little bit more about
how to sell your products or services online.
3. By the way, don't think because you are a construction
worker for example, that the internet could not be of use
to you. You get a little creative and you'll be surprise with
the ideas that can come about that could help you
generate income online. But let's continue with the article
shall we?
4. I am not going to deny the fact that a lot of profit can be
generated in short periods of time. It has happened in the
past and will keep happening in the future. There is an old
saying, "There's nothing more powerful than an idea
who's time has come!"
5. In other words, you can have a very lucrative idea, but the
market is not ready for it, therefore you may end up
loosing your investment just to find out months later that
that very same idea becomes a huge success for someone
else. Basically, being at the right place at the right time
certainly helps. And you will ALWAYS be at the right place
and the right time if you listen to your heart. To the
guiding Spirit within.
6. Then off course, there is the other side of the coin. Having
a great idea, being at the right place at the right time, but
not being able to capitalize on it. Well, this is what this
article is going to address. We are going to explore the
reasons why people buy! And I am going to dissect each
topic briefly so you can have a much deeper
understanding as to how all of the following pieces of the
puzzle fit together.
7. First, I am going to address the importance of the word
VALUE. When you have something to offer where there is
an open market for it, and more than likely there is a
demand for your product, your efforts revolve around
advertising. If what you are advertising is being offered by
other businesses, then you have what is called
competition. That being the case, you have to be able to
create an urgency for people to buy from you, otherwise
you could loose your potential customers to your
competition, not because their's are necessarily better.
But because of the fact that not everyone buys on the first
visit. Sometimes customers need a little bit of time before
they make a decision. So if you already exposed them to
what you have to offer and later on they see the same
product on someone else's site, they may be ready at that
8. Since internet surfers are what it's called impulse buyers,
you got to be prepared so that when a potential customer
visits your site, she/he is ready to make the decision at
that moment!
9. If you are advertising a video tape that teaches people
how to market products online, you need to figure out
ways to increase the "VALUE" of what you have to offer.
You need to answer questions such as;
10. * Why is your video better than the rest?* What is in your
video that you feel would make someone say, "I want
this!"* What are they gaining from ordering?
11. Since the beginning of time, marketing is all about figuring
out ways to sell people on the idea that if they acquire
whatever is you have to offer, they will "gain" something
from it. If you have been subscribed to few newsletters
and have read marketing articles, they summarize what I
have just said in one word. BENEFITS. If from the very
beginning you can point out what is it that your visitors
will gain from your product or services, you increase
dramatically the value of your product.
12. This is not the only way to add value to your product. But
this is the best way to establish rapport and generate
interest. So you must always begin by letting them know
how your product or service is going to make them feel, or
improve their life, or help them win, etc.
13. Once you have been able to add value to your product or
service, honesty, integrity and credibility play a very
important role. Maybe right at the moment of purchase,
depending on how much your asking price is, they may
wonder, "how do I know this person knows what she's
talking about?"
14. So how do you add integrity? If you are an expert on
something, can you tell me about your experience? Do you
walk your talk? Does your site reflects what you talk
about? For example, don't go telling me how using frames
and JAVA language can work against search engine
placements and how bad they are for me, meanwhile,
your site uses both, JAVA and frames. To me it means one
of two things, you don't know what you are talking about
and therefore just passing along what others have told
you, or there is something you know that you are not
telling me.
15. Does that mean that if you do not have a great resume
people wont buy from you? Absolutely NOT! Your resume
could be your website. Here is what I mean, if someone
visits your site and you don't have a degree as a
nutritionist, but your site is filled with very convincing
articles and valuable information that shows that you
know what you are talking about, that is enough to add
credibility.
16. Let me take it one step further, if you create a very
powerful sales letter, you can have your visitor so engaged
in the information that she/he wont even bother to figure
who you are, or what you do. However, to pull that off,
you must offer a product that has great value, and if
possible, a money back guaranteed!
17. All you need to do is to come from a place of honesty and
service, and as long as you can show credible ways in
which your product will benefit your market, you should
be able to sell your product(s) and/or service(s) online.
18. So you have something of value and you have been able to
gain credibility. What can you do to add more substance to
your product or service?
19. Let's say you are giving a speech and want to quote an
article regarding your subject matter which you have
written on a piece of paper, if you hold the paper and read
the words from it, it holds more credibility than if you
were merely saying the words. Why that is? I don't know.
But that is just one of those interesting mysteries we come
across every once in awhile.
20. So by having someone saying something positive about
your product or service, it helps add credibility which in
turn helps also increase the value of what you are
offering.
21. What we have done so far is, we have strategically created
leverage. We have given a solid foundation as to why
people not only should, but must obtain whatever it is you
are offering. Assuming that you are placing all these
strategies in the RIGHT ORDER, positive results should be
way within your reach.
23. * Value-Benefits (What am I gaining from this.)* Value-
Honesty (How do I know this is true.)* Value-
Endorsements (What others have to say about this.)
24. Notice that I used the word "value" along with every
example because value is what people consider before
obtaining anything. Benefits, honesty and integrity as well
as endorsements, even when each play a role in itself,
they all have once thing in common. They "add value" to
your product.
