One of the key rules of selling is to make your offer irresistible. You do this by adding bonuses, adding value to what you sell.
Most people make the mistake of selling by price; if someone is buying a Web property from you on price alone, it's because you haven't defined the price of the problem.
Example: You have a client who wants to sell cigars. His cigars sell for an average of $50. He wants to make $50-$100,000. Think you'll sell them a $3,000 Web site to achieve that result?
Or will you sell them what they're looking for, a $50,000 solution? To do that, you have to figure out the way to make that $50,000 with them. If I proposed a $20,000 investment that would yield you $50,000, we could talk.
No guarantees on success, but the price has to be in line with the result. By selling cheap Web sites, or bad products or poor services, you are telling them you can't deliver more than a $5,000 solution.
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What You Must Know About Direct Email The Seven Step Sales Action Plan NEW! Free Report to Distribute: How To Rise To The Top of the Search Engines (The Six Dirty Tricks to Fooling the Search Engines, V. 2.6)
Dear Friend, Welcome to the Seven Step Action Plan to start your Web selling. Remember not to sell Web sites, sell results. How do you do this? In the following pages I'll show you step by step how you should really approach your business. What's most important is what your customer wants to buy. And what form of marketing you need to take to best reach that audience. A Web Site sale often involves three phases: Phase 1. Discovering what the Web can do for a business. Many people coming online aren't clear on what to do. The first contact should teach them what you know, and most importantly, ask them the questions and listen. I've found that the more I listen at an interview, the more I sell. Because I'm helping the person figure out what is most important. After all, they own the business; shouldn't they know what's important? A Web site should be an addition to any current marketing. The first meeting is where you can sell a Web site, but also can sell training products, consulting, coaching, market research on the Web to evaluate the business's chances for success, and software. Phase 2. Buying a Web site. When they buy a Web site, they've committed their business to you. Treat this with respect. Your goal is not only to help them succeed, but to sell them more products and services to help them as their business grows. Many Web businesses think this is the end of the road, and go hunting new customers. This is the biggest mistake made in the industry. Ten percent of your customers will bring you 90% of your business. Look for those long term customers who will keep your site alive. Phase 3. Marketing the Web site. Marketing is often overlooked. This could include: 1. Search engine submissions to the site is registered. 2. Online marketing to newsgroups and mailing lists, by contributing input. At the bottom of your email message is a thing called a SIG file, or signature file. Most email programs allow you to put this on every message you sent out. These are just text, like the following from an associate I work with: P_S_O___T_O_W_E_R_S_____________________www.psotowers.com Visit psotowers.com and get started now. They have autoresponders and search engine submissions. That's where you marketing begins with newsgroups and mailing lists. 3. Advertising at classified areas, like America Online. Gene Ramos has many of these available. Read on and put this Seven Step Plan into action. Peace, 6960 Ridgeway Magalia, CA. 95954 (530) 873-3637 (530) 873-0192 (fax) All materials Copyright 1997 Michael Declan Dunn and the Web Letter. All Rights Reserved. |
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