It’s your money, are you just going to leave it on the table?
Anyone who is selling anything wants to make more sales, and more money. Right?
So, doesn’t it stand to reason that you might want to learn a few of the rules of the game, and
of the psychology behind your buyers? Okay, no more questions and no test at the end of
Well, what did you forget this time?
Have you ever been shopping at a higher end store, or car dealership? Can you remember
what one of the last things the sales person said to you? Usually something like “Can we write this
up for you?”, “What color would you like?”, or “Will that be cash or check?”.
It is so common to hear these words that no one really bothers to recognize what is actually being done.
First, they are pulling that string that draws you in if you are at all on the fence about the buy. Kind of
a slight push. The main thing that is happening is that they are putting you in the situation where you
have to make a decision. Yes, I will buy, or no I won’t.
Most people in sales positions with companies go through a training process where they learn subtle
methods that will draw the customer in so that they are closer to buying. In all cases, if the customer seems
interested they are usually asked to make a choice (subtly, of course).
If you are selling online, then doesn’t it also make sense to ask (or direct) a person to do what
you want them to do? If you want them to buy, use “Buy Now”. If you want them to sign up and give
you their email address, then say so. Again, this is becoming so commonplace that you really don’t
need to worry about offending anyone. Your reader either will sign up, keep reading, or they will click away.
Remember, it never hurts to ask. The more helpful information that you can give your reader, the better
are your chances that you will have another email address added to your list.
Is your prospective buyer REALLY interested in your offer?
Whether you are selling inline, or talking to someone in person, how do you know whether
your prospective buyer is really interested in what you are selling? Sure, they are at your website
or in your store, but how do you know whether they are a serious buyer or just a “Tire Kicker”?
If you are running an online business, then you have little way of knowing (directly) what your
viewer is interested in, or how serious they are about buying something from you. What you should
have done is to make certain that your efforts were targeted so that the chances of just anyone
coming to your website, v.s. those interested in your offer is minimized. You obviously want to get
people who have expressed an interest already in what you are selling. Using the website has
the advantage of being able to grab a lot more of people’s attention than does the typical retail
“Brick and Mortar” store (that is unless you are a Wal-Mart or Home Depot).
Internet marketers will typically use various methods to insure that they are getting people
to their web site that have an interest in their product or service. The most obvious is to buy advertising.
Go to any search engine and you will find a link that will allow you to buy a small ad on the side or
at the bottom of the page. Google, Bing, Yahoo, etc. have paid ads on every page that loads
onto the viewers computer screen.
Another way is to write an article and have it published. This, however, is a bit time consuming.
These articles can be in the form of newsletters, e-magazines, even public announcements. These
are really only a few of the many methods out there that can be used to generate traffic that may like
what you are offering and buy it. If they read the article, then they typically have the interest. If the interest
is great enough, then they will click on the link to find out more about what you have. Clicking to your
offer is all that an internet marketer can ask for. It then becomes the job of the copywriter of the promotion
to make certain the the offer sounds good enough to buy.
Those who sell through an offline store may not have as much foot traffic come through the door
of the business, but will have the opportunity to talk with, and observe the body language of the person
who is interested. If they have taken the time to come into the store, then they are interested in something.