Step #5 – How to close more customers on your product or service on the internet.
Editor's note: This is Step 4 of eight steps– "Don’t try to sell over the web without offering expert advice" of How to Best Manage the Sales Process with a Google Informed Client.
To close more customers on what you sell, you must be able to overcome objections, but in many cases you are trying to sell something over the web without ever speaking or interacting with the customer.
Here are suggestions that cover no direct communication, answering questions by only using chat, or giving the customer a reason to want to call or visit you.
While I recognize using all three methods may not be in your business plan, these items will help all of the readers as you will need to take into consideration at least one (if not all three).
Three ways to close more sales over the internet
1. Allow the customer to become completely informed over the web and add some key features that will help close the sale.
a. Building content and blogging.
Add in all the information that customers need to know about what they need on the site, and then post it in a blog on your site. By doing so, they will be able to find the answers to their questions or concerns while doing the research.
b. FAQ’s section.
Often before making a decision, customers are looking to have their questions answered. Your job is to have all of the responses to the most common questions asked in your Frequently Asked Questions section of your site as well as the question you might anticipate customers will ask.
c. When building your site, you must build it so that it is easy for any customer to find what they are looking for.
To close more sales, they must be able to easily find more information, your products and/or services, and your contact information.
d. Recommend and recognize other resources that you would anticipate they are interested in.
Be unafraid to help those customers who need to educate themselves before making the final decision.
Next- Ways 2 and 3 to close more sales over the internet
About the author
Jaime “Jim” Hernandez, is president of Strategic Business Communications, Inc. which ranked #4122 in INC magazine’s Fastest Growing Companies in America. He contributes a column about marketing for Latin Business Today. A motivational speaker, marketing consultant and trainer, Jim has worked with more than 30 businesses in the U.S. and abroad. He is a member of the National Advisory Board of MYM, and has been a guest lecturer on sales and marketing at the University of San Diego.Website