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Don't have a product to sell online?
Drop shipping may be the answer.
For more information read the article
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To sell or not to sell? That is the question......
Sure there are differences between selling something online and selling it offline. But, some of those differences are just oh so subtle. In fact when it comes to the sales process itself or better yet maintaining control of it things are fundamentally the same....
First Establish trust & rapport
Evaluate needs
Next Present the solution
Close the Sale
No shortcuts - not online or offline.
Before anybody will consider buying something from you or based on your recommendation they need to trust you. Before you can present the solution you must understand the needs.
Before you can "sell" you need prospective buyers.
It's funny how many people shudder when they hear the word "sales". Visions of knocking on doors or having the phone slammed down in our ears. Yet we've all done it at one time or another. Sold ourselves at a job interview; sold an idea to an employer; touted financial responsibility to get a loan.
The objective of marketing both online and off is to generate leads of prospective buyers. The objective of sales is to convert prospects into buyers.
Offline: The bulk of the sales process is performed in person or on the phone.
1. Employ marketing techniques that generate leads of prospective buyers
2. Get to know potential clients build a relationship & evaluate their needs
3. Make a presentation focused on how the product or service will fulfill those needs
4. Finalize the deal; close the sale
Online: Though the basics remain; progression of the sale typically takes place on a web site.
1. Employ marketing techniques that generate leads of prospective buyers
2. Build credibility by providing valuable information
3. Present benefits of products or services
4. Finalize the deal; close the sale
Offline you can take the time to get to know the prospect; build rapport and thoroughly evaluate their needs.
Online you have about 15 seconds to grab their attention and verify relevance with written words. Then by providing credible information (commonly referred to as content) in a way that keeps them interested you move them along through the presentation of benefits. Ultimately steering them toward closing the sale.
Offline you move gradually from introduction > to rapport > to needs evaluation > to presenting based on those needs > to closing the sale.
Online it's more of a mish mash In a presentation format (the website + content), simultaneously making the introduction> while building rapport > while showing how needs will be fulfilled >while moving prospects in the right direction> to closing the sale.
Both online and offline marketing & sales efforts target a specific type of prospective clients; a target market.
Most target markets can be broken down into smaller "niche markets". Prospects within a niche market have common needs. Offline sales efforts targeting a niche market increase the chance of success.
Online there is no opportunity to assess individual prospects' needs before presenting solutions. To sell effectively online, a website must deliver relevant information in a way that builds credibility and offers a solution to specific needs.
A group of prospects within a very tapered "niche" have common problems and needs. The objective of your website should be to address those common needs and refer them to the solution.
The target market of "Internet Users" is astronomical. Narrowed down to "Internet Users who use searches to find information" still huge but getting smaller. Narrowed down to "Internet Users who are interested in gardening" we're finally getting somewhere but we're still not there yet. Narrowed down to "Internet Users who are interested in roses" almost there "Internet Users who are interested in growing climbing roses".
Opening up a store front to sell something exclusively to "prospects interested in growing climbing roses" is probably not going to be all that profitable. Whereas online it could happen.
For your website to perform effectively, and by that I mean turn prospects into sales focus on a very specific "niche market".
You'll hear it time and again "no selling necessary" if there's no selling involved then no sales will be made. What they really mean (or should at least) is that by creating a powerful website it can do the selling for you while you concentrate your efforts on marketing your web site.
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