Sell Online Using the Phone
Why?
Selling on the phone is more effective, so why not combine it with online technology (especially for higher ticket items)?
How?
A website with the technology that enables the sales person to help the buyer by controlling what is happening on the web page the buyer is on now (on the seller’s web site.) The sale will either start with a phone call to the buyer by the sales person, or a request by the buyer while on the web page. The sales rep will then continue in parallel on the phone and collaboratively on the web page, controlling and guiding the buyer in both mediums (if he is any good), enabled by the web site technology that allows him to change things on the fly on the web page the buyer is seeing (and only that page – anyone else browsing that oage sees the standard version.)
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The Sunday Blog
Why?
Something you can look forward to reading on Sundays, like the supplements of printed newspapers.
How?
A blog that is published only on Sundays, with articles and posts that are more suited for such a magazine for that specific audience.
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Make Sure You Always Give the Visitor an Easy Way to Act
Why?
Don’t let the visitor “work hard” to buy. Don’t be “in his way.”
How?
All through your web page (sales page) don’t forget to ask “Have you made a decision already?” And give them a one-click way to buy.
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What Price Do You Think I Am Asking for This?
Why?
- You might get a higher price than what you would have asked.
- You can dynamically give a price that is close to their estimate (either lower or higher.)
How?
In your sales pitch, lead them to the following question: “Now that you know so much about the product, what do you think is the price I am selling this for?” Don’t ask what they think you should sell it for, but what do they think you are selling it for. Most likely they will give a good guess, and by doing so publicly commit to it. If you know give them a price that is close (either higher or lower), they will be more likely to accept it as a fair price. This can be done face to face, on the phone, or on a web page.
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Rate Answers by Users Paying for Them
Why?
As a good measurement of what was the right answer.
How?
Allow users to donate how much they want (maybe even less than 1 dollar cent), based on their satisfaction of the result they got in the SERP. This will give a better indication as to what is a really useful answer to a specific query.
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