Why Arent They Buying?

You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. And still - no sales.

What's wrong?

It could be the recession (although that's debatable).

With thousands of people losing their jobs each week,consumer confidence (and therefore consumer spending)is down.

But on the other hand, if thousands of people arelosing their jobs, there is without doubt a growingarmy of people out there who are looking to theInternet to make their living.

But let's leave aside the recession, and look at twoother reasons you may not be getting sales:

(1) People very rarely buy the first time.

You must have heard the statistics - people have tosee your product an average of 7 times before they buyit. When I cast my mind back to the marketing eBooksI've purchased, in each case I saw those booksadvertised for months - on websites, in newsletters -before I bought them.

So if you want to make a sale, you must find a way tostay in contact with your visitors - and bring themback.

The easiest way to do this is to offer your visitors afree subscription to your newsletter.

Another way is to offer your visitors a freeautoresponder course that educates them about theproduct or service you are offering. Create a seriesof 5 emails about your service or product and put themon an autoresponder that provides automated follow-up.

Getresponse is a free service that allows you up to 20follow-ups (you specify the intervals between eachmessage):


The point here is that if your visitors leave yourwebsite without taking anything away (a free versionof your E-Book, an autoresponder course, yourNewsletter), you've probably lost them for good.

(2) Allow people to feel they already own it.

If you give your visitors the feeling of what it wouldbe like to own your product or service, they're muchmore likely to buy.

Here's a real-life example of this principle (a ratherdisturbing one).

It's a well known fact that if a burglar can see intoyour house, they are much more likely to rob you thanif they can't. Why?

Because by seeing into your house, the burglar hasalready 'owned' it psychologically.

If a burglar can't see into your house, you are muchless likely to be robbed (you can't psychologically'own' what you can't see).

Here's another interesting fact. If your house hasbeen burgled, there's a very high probability that thesame burglar will return - 6 or 8 weeks later. Why?

Again, it's the same principle. The burglar has seenthe inside of your house - and has psychologically'owned' it.

It's because of this same principle that car salesmentry and get potential customers to sit in the new car.Once you've smelt the inside of that new car, you'remuch more likely to buy it. You've imagined owning it.

So give your visitors a free download of one or twochapters of your E-Book, or a free trial period ofyour service. Let them imagine what it would be liketo own it.

Michael Southon has been writing for the Internet for over 3
years. He has shown hundreds of webmasters how to use this
simple technique to build a successful online business. Click
here to find out more: http://ezine-writer.com/

In The News:

Why Women Are the Future of B2B Sales  Harvard Business Review
Abercrombie reports steep sales drop  Columbus Business First
How Sales Data Can Help Non-Sales Teams  Harvard Business Review

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

The History of Sales: Dale Carnegie is Still with Us

I've recently been hearing sales companies talk about how they... Read More

Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions

There are many tactics and techniques that go into converting... Read More

Mortgage vs. Real Estate Lead Generation

It is fairly common for real estate companies and mortgage... Read More

6 Steps on How to Install Confidence Into Your Clients

What methods can we use to install confidence into your... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 2

Part one of this article is available at ... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More