Latest posts by Ana | Traffic Generation Cafe (see all)
- CommentLuv Premium: Traffic Generation vs Link Building - September 15, 2011
- My Ultra Secret Sales Formula - May 9, 2011
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Don’t you love it when you read a super-cheesy title like that?
Hmm. You’re right. I don’t, either…but that was fun anyway.
This isn’t really a “sales formula” insofar as it’s good salesmanship at its most effective. Since we’re online as a key part of business, having an idea of how to make sales without being a slimeball about it will mean a career versus a sale here and there.
Of course we all could use a sale here and there – but you want an income that would be career-worthy, or at least a nice supplemental income, right?
Which leads many to scratch their heads and wonder:
What is the “secret” to making sales?
Is there one?
Yes, I believe there is – and there are books and college seminars that focus on the “secret to sales,” mind you this is a blog post so I’ll be brief.
I’ve mentioned this in a post before, and mentioned it again, and want to drive it home…one of the secrets to making sales, if you can call it that, is:
Trust
Be trustworthy.
I don’t buy my cars from the guy hawking the stolen Tahoe with missing tags and missing serial numbers or whatever they’re called on cars.
I don’t go to the dentist in a back alley someplace behind a bar with a shingle hanging lopsided off of a broken mailbox with the words, “Cheap Dentist, Pay Cash” scribbled on it.
If there is one thing to sales that you can take home to the bank, it’s trust.
Earn it.
Lose it and you won’t make another sale to the same person again, or you’ll face a mountain of refunds.
Online, trust is built easily as it is offline – in relationships. Having a blog with interaction, being involved in the communities in your niche markets, giving away great killer content for free…
…or for a reasonable price…This is all a way to build trust. Being available for your readers and actually taking their questions – this is another way to build trust.
How do you lose your reader’s trust?
1. Sell junk products
What Pat sells on Smart Passive Income from time to time are products and services he believes in (Internet
2. Hype
What more can I say? Just be real, leave the fakeness for mannequins and used car lots.
3. Over-promise, under-deliver…
…in other words, lie. If you break your word or make promises that are pie in the sky, you devalue your “trust equity” to put it another way.
Trust is the biggie, but there are some others to consider for the secret of making sales.
Know Your Audience and Their Problems. Solve Them.
If your audience has a problem with cavities, for example – sell a better toothbrush.
But before you get there, you need to do this:
You have to know their problems! Otherwise, you end up trying to sell ice cubes to Eskimos, or air plane tickets to bald eagles. They just don’t need what you’re selling – so find out who does.
Or…just sell what your audience is already buying.
Know your market and their big problems before trying to sell a product or service they may not need. It means research (Market Samurai is great for this, so is Alexa).
Be You. Be Passionate.
Selling is a natural process. Don’t believe me?
When was the last time you went on a vacation and told your friends and family what a great time you had?
When was the last time you had a great meal out, and couldn’t help but rave over the creme brulee or filet mignon, etc.? We naturally get excited and talk about what moves us…
It’s the same online. Season your posts with what gets you excited about this product or that service you have on offer.
Your excitement – and genuineness – will be contagious and will close more sales.
Marketing Takeaway
If the promise of making a living online seems like it’s something you’d like to do, it’s more than possible, it’s a reality for many!
Yes, it will take some work.
Do your research and learn about the people who come to your website. Take a poll or three, learn them, then gain their trust.
Be trustworthy, truthful – and be natural.
Selling doesn’t have to be “salesish.” It’s just a conversation about something you’re excited about – now tell your audience why.
If you have something of value and are speaking to the right market, then you’ll make sales – but only once you’ve gained and earned their trust.
