How to get them to buy
We based a lot of assumptions why a
visitor will buy our product. Most of time,
we assumed that we have a superior product.
Have you really ask yourself...
"What do my web visitors need to know
before they buy from me?"
Your customer needs to know two things
before they will buy from you:
"Does your product or service solve the
problem I have now?"
Obviously, your answer should be "yes".
So this lead to a new challenge...
What do you have to convince them that
your product can ACTUALLY solve their
problem? No, not because your salesletter
says it can solve their problem but why
should they trust you?
Your words can make people pull out their
wallets and be ecstatic about receiving a
mediocre product if you know the secrets of
copywriting. Knowing how to use the power
of words to make people not only pay you
money but do almost whatever you desire is
downright frightening!
So use this skill carefully... and ethically.
The best way is to use testimonials. Try to
get testimonials from your past customers
instead of your own 'cronies'.
Other than that...
SHOW THEM YOUR RESULTS!
If you're selling "how to lose weight" product,
show the before and after look. It's easy.
Take a picture of yourself before use and
take another picture after you have lost weight.
If you're selling a product how to grow hair,
just do the same. Take before and after picture.
If you're selling a course teaching people
how to make money online, then show
them the income you've earned from the
internet. SHOW THEM PROOF.
Most people don't want to buy first before
seeing other people getting result because
they are afraid of making a mistake. As soon
as one or two people bought your product
and gained the results, you'll get flock of sales
- kind of like 'follow the leader'... it's an
amazing spectacle of crowd psychology in action.
The next question that pops up in your visitor’s
mind is probably...
"Can I trust you to deliver the solution that
you promised?"
Most web sites violate both of these rules and
unnecessarily limit their sales by doing so.
You can play the game much more successfully
and make a lot more sales for each unique visitor
to your site now.
To apply these rules ask yourself this question:
"Does my site's design and copy inspire TRUST"?
Look at every element of your site with this
question in your mind.
You probably have heard of the saying...
"Too much of something is not good."
But -- too much of testimonials can never be bad!
So if you can add a lot of supported evidence
to your claims, ADD THEM.
You'll find that your site will take on a completely
different 'look' and you'll automatically know
what needs to be changed.
If necessary have someone else look at your
site and ask them the question,
"If you didn't know it was my site, would you
buy anything from this website?"
Get their honest reaction.
All a new visitor to your site has to go on
are your graphics and words. People are very
skeptical and they discount (don't trust) 90%
of what you say.
Give them a reason to believe you. Include your
address and your phone number on your page
if necessary. Do what you can to assure them
that they have a reason to trust you.
Don't forget that 98% of all human beings
buy products or services emotionally and then
justify those purchases logically.
Change the things you need to change, add proof,
add testimonials, add anything that will back-up your
claims and ease the mind of the potential buyer...
including a STRONG 'risk reversal', money-back
guarantee. You'll start making more sales, guaranteed.
You "Chan" Do It!
-Patric Chan
http://www.youchandoit.com/home.html
-----
To webmasters/publishers:
You now have permission to reprint this article on your
web site or in your e-zine as long as it is not edited and you
will kindly leave the signature with the article. Better still,
email to me first at support@youchandoit.com so that I can
include your affiliate link at the signature file. This way, you
can earn income for publishing this article.
--------------
visitor will buy our product. Most of time,
we assumed that we have a superior product.
Have you really ask yourself...
"What do my web visitors need to know
before they buy from me?"
Your customer needs to know two things
before they will buy from you:
"Does your product or service solve the
problem I have now?"
Obviously, your answer should be "yes".
So this lead to a new challenge...
What do you have to convince them that
your product can ACTUALLY solve their
problem? No, not because your salesletter
says it can solve their problem but why
should they trust you?
Your words can make people pull out their
wallets and be ecstatic about receiving a
mediocre product if you know the secrets of
copywriting. Knowing how to use the power
of words to make people not only pay you
money but do almost whatever you desire is
downright frightening!
So use this skill carefully... and ethically.
The best way is to use testimonials. Try to
get testimonials from your past customers
instead of your own 'cronies'.
Other than that...
SHOW THEM YOUR RESULTS!
If you're selling "how to lose weight" product,
show the before and after look. It's easy.
Take a picture of yourself before use and
take another picture after you have lost weight.
If you're selling a product how to grow hair,
just do the same. Take before and after picture.
If you're selling a course teaching people
how to make money online, then show
them the income you've earned from the
internet. SHOW THEM PROOF.
Most people don't want to buy first before
seeing other people getting result because
they are afraid of making a mistake. As soon
as one or two people bought your product
and gained the results, you'll get flock of sales
- kind of like 'follow the leader'... it's an
amazing spectacle of crowd psychology in action.
The next question that pops up in your visitor’s
mind is probably...
"Can I trust you to deliver the solution that
you promised?"
Most web sites violate both of these rules and
unnecessarily limit their sales by doing so.
You can play the game much more successfully
and make a lot more sales for each unique visitor
to your site now.
To apply these rules ask yourself this question:
"Does my site's design and copy inspire TRUST"?
Look at every element of your site with this
question in your mind.
You probably have heard of the saying...
"Too much of something is not good."
But -- too much of testimonials can never be bad!
So if you can add a lot of supported evidence
to your claims, ADD THEM.
You'll find that your site will take on a completely
different 'look' and you'll automatically know
what needs to be changed.
If necessary have someone else look at your
site and ask them the question,
"If you didn't know it was my site, would you
buy anything from this website?"
Get their honest reaction.
All a new visitor to your site has to go on
are your graphics and words. People are very
skeptical and they discount (don't trust) 90%
of what you say.
Give them a reason to believe you. Include your
address and your phone number on your page
if necessary. Do what you can to assure them
that they have a reason to trust you.
Don't forget that 98% of all human beings
buy products or services emotionally and then
justify those purchases logically.
Change the things you need to change, add proof,
add testimonials, add anything that will back-up your
claims and ease the mind of the potential buyer...
including a STRONG 'risk reversal', money-back
guarantee. You'll start making more sales, guaranteed.
You "Chan" Do It!
-Patric Chan
http://www.youchandoit.com/home.html
-----
To webmasters/publishers:
You now have permission to reprint this article on your
web site or in your e-zine as long as it is not edited and you
will kindly leave the signature with the article. Better still,
email to me first at support@youchandoit.com so that I can
include your affiliate link at the signature file. This way, you
can earn income for publishing this article.
--------------
posted by Patric Chan at 10:02 AM
9 Comments:
That makes a lot of sense. I do have a question, however. You mentioned getting testimonials to get more sales. My question is how do I get those testimonials without first selling the product? looks like the chicken and the egg question. Do you get testimonials by giving the product away to a select group of people? who would those people be and how can you choose?
Thanx again for a great post!!
Hi Patrick,
Thanks for inviting me to read your work. I wish I could write this effectively.
This has some great information!
Peace and prosperity to you and yours,
Leon
Plan4Power
Em..the most important thing, make people buy our products.Thanks,Patric. Now I have to change the way I promote my products.
p/s sorry for my "broken english" :-)
Patric, I liked your article very much. Thank you for the advice.
-Greg T.
Good content there, Patric. By the way, the "Resale Rights" PDF you gave away has a WHOLE LOT of "meaty" content. Excellent stuff for even intermediate/advanced marketers.
Also, you're right about never having enough testimonials. And if anyone doubts this, just take a look at the salesletter for John Reese's Traffic Secrets or any of Brad Callen's products.
But I also agree that even more important is proof of results...not just words (though they are powerful). But screenshots showing rankings, profit, etc.. those are what really get people's wallets out.
Another tactic is convincing them that they absolutely need your product..getting them to think about it in terms of need rather than want.. this is obviously easier in some niches than others, but something marketers and copywriters should aim for regardless of the niche.
Good content there, Patric. By the way, the "Resale Rights" PDF you gave away has a WHOLE LOT of "meaty" content. Excellent stuff for even intermediate/advanced marketers.
Also, you're right about never having enough testimonials. And if anyone doubts this, just take a look at the salesletter for John Reese's Traffic Secrets or any of Brad Callen's products.
But I also agree that even more important is proof of results...not just words (though they are powerful). But screenshots showing rankings, profit, etc.. those are what really get people's wallets out.
Another tactic is convincing them that they absolutely need your product..getting them to think about it in terms of need rather than want.. this is obviously easier in some niches than others, but something marketers and copywriters should aim for regardless of the niche.
Buying from a reccomendation comes down to trust. If I subscribe to a newsletter I get to know the author.
Are they talking the usual bull or do they think for themselves? does it seem that they have my interest at heart or is it just sell, sell sell?
Once the relationship has been established with a list it becomes highly responsive.
I know that if Patric makes a reccomendation or gives an opinion about something I treat it with respect due to the value he gives and the relationship he has built
Alex Newell
www.newbie-on-the-net.com
Where Internet Newbies
Get their First Internet Victory
Sign Up Now !
Hi Alex,
Thanks for your support and trust. :-)
----
Hi Leon,
Thank you for your kind words.
-Patric Chan
---------
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