Get Personal And Sell More Stuff On The Web

What ever happened to the door-to-door Fuller Brush salesman? You might not see him at your doorstep any more, but successful web marketers are now realizing that selling on the web is a door-to-door proposition.

Folks, the Internet is NOT a mass media. It is a one-on-one experience. Used to be that selling on the web was a ‘show me’ thing. The flashier the better. The WOW factor sold products. Cool sites got written up and attracted visitors. Those days are long gone; the web has now become an emotional experience, not just a source for information. Why? Because deep down, people buy for emotional reasons and rationalize with logic. Most web sites ignore this little know fact and lay on the graphics and big-word verbiage big time. And they wonder why people come to the sites but never buy anything..?

I am here to tell you that you need to get back to basics and sell emotionally. One on one. Get personal and up close.

Are you a small business? A consultant? Be a small business. And be a sole proprietor consultant. How many times have you seen sites that pretend to be a big company? And you just know that it’s a kitchen table outfit. Have you ever seen a web developer’s site where the whole verbiage is ‘We Our Company Our Founder’ etc. What are they thinking? That we will believe they occupy the penthouse of a Seattle office tower when they in fact work out of the spare bedroom? I think that credibility is shot if there is a smidgen of doubt that the company is NOT what they say they are. Don’t do it. Be yourself.

People buy from folks like you and I. We don’t buy from companies or web sites, we like to buy from people we like. For emotional reasons.

One of the key psychological influence laws is LIKING. ‘Let’s buy from her, she is so nice.’ If you could make the visitor like YOU, then the selling process will be much easier. Put your picture on the home page and say’ Hi, I’m Joe Blow and I am here to help you’. Pretend you are standing at the person’s door selling brushes. Connect with the person, establish a personal relationship before you even go into your selling pitch.

Selling is solving emotional problems, and most emotional problems are often the results of practical challenges you can solve. A simple example is that people want to make money on the Internet. But they are really frustrated because they don’t know how, so they try many different things and they don’t work. Clever marketers will get the sale if they say’ Frustrated because you can’t figure out what works?’ instead of saying ‘How to make money on the Internet’. Establishing know facts doesn’t sell. Getting to the emotional issue sells. Find the HURT, STIR it and FIX it.

Most people just want to be UNDERSTOOD, they simply want you to listen to their problems, understand how they feel and fix it. Be aware of what problems your visitors might have and how you can solve them. State the problem in plain English;’ I know you are frustrated because I have been through what you are going through.’ Then you have set the stage for offering to fix the problems. A practical solution to an emotional problem is what selling is all about.

And friends, this is not coercion or hard sell. Realizing that problems exist and developing good ways to solve them is a gift to humanity. IF, of course you are honest, don’t take advantage and operate within the law.

Design emotionally.

Ingvar.

About the Author

Article copyrighted and written by Ingvar Grimsmo. He’s the author of the report ‘Secrets Of Influence And Persuasion Tactics’ and operates J2 MediaGroup, Inc. He helps people transform their web sites into persuasive ones. Visit his web site at: j2mediagroup.com
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