So, you offer a great product or service, but simply don’t see the sales coming in, and you’re at a loss as to why… this short article gives you some quick tips as to how you can generate more consumer interest and convert your interest or traffic to sales.
1. Know your target audience
Know the market you intend to target. Research their activities, their interests, the activities they engage in, and where they spend their time. Use this knowledge to highlight the link between your product or service, and their interests or the problems they need to have solved. If you use your insights of the target audience appropriately, you can create propositions that are attractive enough to get them to buy from you, without feeling like they’ve been sold to.
2. Give your customers peace of mind
Your customers need to know that they are dealing with a genuine business and that they are getting good quality products and services. When buying, consumers want to be reassured that they are making the right decision, so in everything that you do, make sure that you are providing information that leaves them feeling reassured. Highlight quality, benefits and security (particularly when customers are shopping online, or when gathering data).
3. Take time and make an effort with advertising
Think about what makes your advertising attractive. And this isn’t just in terms of visuals of your adverts, but the content. Think about the benefits and the value that you are offering- what are you doing to solve a problem or make the consumer’s life a little easier? Think very specifically about who you are targeting and make your headlines specific to your audience. Adding testimonials and guarantees in your advertising can make them much more attractive, and they offer reassurances to your clients as well.
4. Look, sound and act in a credible and professional manner
You’ve probably heard this before… ‘I’ve never heard of them.’ People feel more comfortable buying from a business they know, or a company they’ve heard of. Even if they know very little about the business itself, if they’ve heard of it through whatever means, or if they find that it has a professional and credible presence online, then they are more likely to trust the company and purchase from it. Make sure that you have an online presence you can be proud of. Ensure that your website is easy to navigate, is professional in its appearance and that you have quality content. Ensure that your branding, images and domain are appropriate. Advertise online wherever you can, even by way of free advertising to increase your visibility online.Include information in the ‘About Me’ section of the website that will help your customers to connect with you and gain a sense of your credibility.
5. Remind clients that you’re around & create urgency
Remember that most clients won’t make a purchase immediately after seeing a product or service. They often want to return to it to view it again after thinking about it a little more, and more often than not, they forget about it altogether before returning. Potential clients need to have reminders of your offers, and the more familiar they become with the offers and benefits, the more likely they are to remember you, and buy from you. A great way to encourage sales is to remind potential clients of the deadlines and expiry dates of offers. This creates a sense of urgency and can boost sales.
6. Provide choice
Remember that not everything appeals to everyone, or suits everyone, so it’s important to give your client’s options. This should apply to product lines, purchase avenues and payment methods. If possible, this should apply to customer care as well.
7. You give some, you get more
Don’t be fooled into thinking that you only stand to lose money by giving something away for ‘free’… You may not be getting paid in cash, but you can use freebies to direct clients to your sales page. A good way of engaging with them and retaining their attention is through offering freebies in exchange for information and newsletter sign-up. This also builds your contact list, which will help you to re-engage with clients later. Offer fantastic service even during free giveaways, and when you send out offers thereafter, the positive customer experience will sway more purchases in your direction.
8. Re-assess and be open to change
Always aim to improve. Rework your ad copy, review your marketing strategy, get feedback on customer care, and continually test and assess the return on investment of all your sales-related efforts. If you find that something doesn’t work and is not getting you the outcome you want, change it!
That concludes the overview of the 8 quick tips which if applied well, can really help to increase your sales. Don’t be overwhelmed by thinking that you need to apply them all at once… instead, work through implementation gradually, one at a time. You’ll see the difference!
(c) 2014, Noleen Mariapppen
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