20 Simple Things To Do Today To Dramatically Increase Your Website Sales Part 2
This is the second half of Willie Crawford's article:
11. Consider offering the option to phone-in orders. If your volume and profit margin justifies it, maybe you want to use a full-time employee or answering service to take orders over the phone. Many customers are uneasy about entering their credit card information into a webpage but don't hesitate to give it over the phone. Hearing a voice on the phone is reassuring. If your merchant account agreement allows this and you're equipped to key in orders don't discount this option too quickly.
12. Consider offering the option to fax in orders. If you don't want to have a full-time order taker sitting around, this may be a good option. This also gives you a hard copy of the order, along with a signature, which some credit card processors require.
13. Consider offering the option to mail in orders. This is another option you should not overlook. Some customers will not have credit cards but may want to order using a money order or check. I get a steady flow of mail orders, and the joy of opening letters containing orders never seems to go away.
14. Re-examine your price. Sales often increase dramatically when you make minor price changes. Perhaps raising your price will imply a higher quality to your prospects and therefore increase sales. Maybe lowering yourprice slightly will increase sales revenue by more than the decrease in per-unit profit. This is a point that it generally makes business sense to test.
15. Stop offering so many freebies! Ask yourself if you want customers with money to spend or those who aren't willing to pay for quality products and services. If you want to attract primarily "freebie seekers" then you need to have a system for eventually converting them into some type of revenue stream. You must pre-qualify your prospect even when giving them something for nothing to confirm you are reaching the ideal customer.
16. Make sure your promotions are really targeted. Begin by writing our a description of your ideal target customers. This ties in with number 15 somewhat. You may even go as far as stating in your ad the type of prospect you don't want. Many marketers of high-end items do this. It saves a lot of resources and allows them to focus on prospects who want what they offer, can afford what they offer, and are willing to purchase what they offer. Factor this philosophy into your marketing plan.
17. Have a trusted advisor review your web copy and/or ad copy for credibility/believability. This advisor should be familiar with copy writing and with your industry. You should seek honest unbiased feedback. We often overlook obvious flaws. It's a common practice to ask for site reviews on discussion forums. The drawback to that is that you may get opinions from those who aren't qualified to offer good advice.
18. Make sure you have a call to action. Your website or sales letter should stir your prospect into a buying frenzy. It should also tell them exactly how to order. It should tell them to click the link or pick up the phone or print out and mail in the order form. Many people must be given specific instructions before they take action. Tell them to do it now.
19. Review your guarantee. You should only market products that are of sufficient quality that your buyers are unlikely to be dissatisfied. Therefore you should offer a very strong guarantee. Guarantees which have a lot of conditions or reservations only build doubt in the prospect mind. "No questions asked, 100% money-back guarantees" generate substantially more sales and do not increase returns. Longer guarantees also tend to reduce returns since the customer does not feel an urgency to decide if he's satisfiedwith the product.
20. Make sure your ezine and website tie together and work synergistically. An ezine that reminds prospect to revisit your website and tell them about new products or features tend to increase sales. Websites that encourage ezine subscriptions give you a tool for staying in touch with visitors who would otherwise never return to your site.
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