It is not enough to just attract visitors to your business. You also
have to convince your potential customers to buy from you as well.
This is where you need to decide whether you want to be a salesman, or
a sales consultant. The difference between the two is that a
consultant has respect from the customer, the salesman does not. Why
is that?
People love to spend and they like to form their own conclusions why
they want to buy something, however, no one likes to be sold
anything. Salesmen have no respect because they are seen as people
who are trying to "push" a sell on you. So, there is already a
subconscious competition when someone is confronted by a salesman.
Conversely, as a sales consultant/representative, you are seen as
someone with answers. You are the person to ask to gain information
about potential solutions to certain problems. This is where you want
to be because it puts you into the position of customers wanting to
seek you out.
The Formula For Successful Sales Starts With C-T-P-M!
The average person that searches the internet does so because they are
looking for answers, usually to a particular problem they are having
at the time. A successful online entrepreneur would want to
capitalize on this knowledge by delevoping the reputation of being a
"solutions-provider" to their target market. This means that you need
to have an understanding of who your potential customers are. It is
too general to say that your product is for everyone! In order to be
successful with your home business, you need to be more specific, so
that you can tailor to the needs of your niche market. You need to
understand where your customer-base is coming from (i.e. their habits,
lifestyle, thinking). The key to accomplish this is by listening to
your customers.
By listening to your customers, you can start developing the first of
four important elements to a successful business...Content. This will
allow you to complete the four part formula for success:
Content + Traffic + Preselling + Monetization = Good Business a.k.a
C-T-P-M business model.
Creating valuable, informative, and original content will start the
momentum of attracting visitors to your business via getting found in
the search engines, like Google, Yahoo, MSN, or Ask. The main goal
here is value, but it is always better to have a whole lot of content
out on the internet. In fact, it is a must if you plan on getting
noticed out there.
Once you have brought quality, targeted traffic to your business with
your content, it is then time to start selling to them! WRONG!!!
You only start selling to your visitors when you want to lose their
business. The next step after attracting your visitors would be to
start preselling to them. The best way to presell to your interested
visitors is to connect with them. Start addressing their issues right
up front and show them the solutions to those problems. (This is
where understanding your target market comes into play.)
I strongly suggest practicing this element of success religiously,
especially if success is on your mind. Master this critical step in
the sales process effectively with this great, free ebook "Make Your
Content Presell!" located at
http://mycps.sitesell.com/Joseph188.html.
And, of course, we cannot forget the last part of the formula, which
is to monetize your campaigns for maximum results. But, do this only
when the other three steps are accomplished, and never monetize to
early. You do not want to be looked at as a salesman. You want to be
seen as the "go-to" guy for valuable information, and be that all to
important "solutions-provider" to your target market.
This C-T-P-M model was coined by Ken Envoy from Site Build It!, and it
truly works well, whether you use his Sitesell</a> service, or not!
For more information on Site Build IT! (SBI!)</a> and how your home
business can benefit from it, check it out at
http://www.squidoo.com/SBI-Site-Build-It.
SBI is also another great place to gain home business ideas!
In conclusion, create valuable, "real" content that will not only
attract visitors, but will address issues and presell to them to
produce a higher sales-conversion rate when they read your articles.
Wishing you great success,
Joseph Goodrum
http://www.best-healthy-small-business-ideas.com http://healthy-home-business-ideas.blogspot.com http://www.best-healthy-small-business-ideas.com/thb-presenatation.html http://www.trivita.com/13139828