Month: January 2005

B2B Tip #38 – Convert More Visitors to Sales
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Part One
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Having traffic to your web site is wonderful.

… And mandatory for your survival …

But if your product, copy, call-to-action, or offer are weak and don’t convert visitors into customers, you have a bigger problem to consider.

In a word … conversion … converting these prospects into sales.

Here are five ways to help immediately increase your conversion rate, all of which will convert more of your traffic into sales and deposit a lot more money in your bank:

1. Improve your sales letter.
If this is your home page, landing page, whatever – there’s nothing more important right up front than your sales letter. You need at least basic copywriting skills to craft a decent sales letter.

2. Change Your Headline.
If the first thing people see (your headline) is weak – will they be enticed or intrigued to read the rest of your sales letter? (probably not)

3. Put your biggest benefit at the top.
You have to hit ’em between the eyes with the biggest reasons to do business with you. If your big benefits don’t get the job done, the visitor won’t be there long enough to read your smaller benefits.

4. Bullets.
Again – put your big benefits first – in attention-grabbing bullets, and then you can also explain in more details why each bullet is a big benefit of your product or service. People buy benefits – not features …

5. Cadence and flow.
Your sales letter needs rhythm … flow … interest … pace … and it needs to take people on a journey, as if you were taking a walk together talking about your product. Be conversational. Be interesting.

Some smart folks have said that there’s no such thing as a sales letter that’s too long – but there is such a thing as a sales letter that’s too boring.

To see Part 2 of Conversion Secrets, click this link … http://businesstobusiness.blogspot.com/.

© Chip Tarver
The B2B Relationship Pro
http://www.FirstContactSecrets.com/blog (new)
http://www.free-targeted-traffic.com/ (new)
http://www.smoky-mountain-gateway.com/ (brand new)

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B2B Tip #34 – Selling the Easy Way
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‘Selling’ really boils down to just a very few things:

1. The right message
2. The right audience
3. The right timing

Sounds simple? Well, it is and it isn’t.

As far as I know, Dan Kennedy coined the term “Message to market match.”

That encompasses numbers 1 through 3 above.

Remember that people more often buy what they want instead of what they need. So one main challenge you have is establishing ‘the want.’

Another challenge (for me especially ) is that many people buy something on emotion – but keep it based on logic. I have a really hard time getting all emotional about selling. To me, it’s purely a logical decision.

I need (want) it or I don’t.

I’ll buy it or I won’t.

Pretty simple for me, but the pundits would say I’m an anomaly.

I already knew that …

© Chip Tarver
The B2B Relationship Pro
http://www.FirstContactSecrets.com/blog (new)
http://www.free-targeted-traffic.com/ (new)
http://www.smoky-mountain-gateway.com/ (brand new)

*** Share this post with a friend – simply click
*** the little envelope right down below here.
*** They’ll thank you …

B2B Tip #31 – Pace Yourself
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Tires screaming … beads of sweat dripping into your eyes … everything around you a blur …

Does this describe you as you attempt to launch , market, or publicize your business?

Relax. Don’t worry … 😉 … be a long-distance runner instead of a sprinter. Take a hint from nature. Even the fastest of the big cats can only run super-fast for a very limited period of time.

Then they crumble into a pile to rest.

Are you in “a pile” right now? Headed for one?

Then today – relax for a change.

Enjoy the journey …

If you act desperate – you are. If you act needy – you are. People pick up on this stuff, so you’re not fooling anybody … and you’re really hurting yourself more than you’re helping.

Business takes time because relationships take time. (And all business is built on relationships before it’s built on products.)

All JVs (Joint Ventures) are all about relationships, too – not products.

So – relax today – enjoy the adventure. Keep your confidence level high.

Expect a ‘yes.’

You’ll do much better today if you’ll pace your race.

© Chip Tarver
The B2B Relationship Pro
http://www.FirstContactSecrets.com.blog (new)
http://www.Free-Targeted-Traffic.com (new)
http://www.Smoky-Mountain-Gateway.com (brand new)

B2B Tip #32 – Don’t Try to Sell Anything
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If no one has ever told you this – let me be the first.

People DO NOT like to be ‘sold.’ They like ‘to buy’ stuff.

One of the fastest and most efficient ways to improve your sales is to quit trying so hard. And always remember that people buy benefits (the hole a drill makes, not the drill) – not features (it’s light and fast.)

1. They like to buy stuff – they don’t like to ‘be sold’ stuff …
2. They respond quicker to a ‘want’ than a ‘need’ …
3. They avoid pain faster than seeking pleasure most times.

So – if for no other reason than ‘testing’ – rethink your own processeses and test some new theories. See if you get different results. At least you’ll make your potential customers more comfortable as you concentrate more on them and less on yourself.

Become an Assistant Buyer – instead of a ‘Salesperson.’

Don’t try to sell anything. Help people buy it instead …

© Chip Tarver
The B2B Relationship Pro
https://www.firstcontactsecrets.com.blog/ (new)
http://www.free-targeted-traffic.com/ (new)
http://www.smoky-mountain-gateway.com/ (brand new)