PREselling… Your #1 Priority
To be successful, the
needs of your target group have to be your #1 Priority. Your desire to earn
income comes second.
Use great content to create
an open-to buy/hire mindset in your visitor. Deliver strong, appropriate editorial
content that PREsells.
PREsold visitors convert
more easily and more frequently into paying customers -- higher Conversion
Rates (CR) – which is exactly the result that your online business has to
achieve in order to flourish.
Bottom line?
There is no such thing as
“passerby traffic” on the Net. You have to build and attract warm,
willing-to-buy traffic on an ongoing basis. A great content site helps you
achieve that goal. It increases targeted traffic, which produces more sales,
which in turn produces more income. In other words, the key is to develop great
content that leads to the money-making click...
Valuable Content = Credible
Recommendation = Turned ON customer = High CR.
Don’t push your visitors to the click, make them want to
click through. It makes all the difference if your visitors feel that it’s their
idea to deliver your Most Wanted Response (MWR) -- in other words, what you
most want your visitor to do on your site.
Your MWR is to get your visitors to click through to your
order page (or your particular income generation source) so that you can make
the sale! And it all begins with effective PREselling...
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Understand The Difference Between… PREselling And Selling
As we discussed earlier, people use the Net as a
searching tool. They search for credible high-value information or solutions
that can fulfill a wish that they hold dearly or solve a troublesome problem
that they are experiencing. Surfers, for the most part, do not know who or what
can provide this -- they just know that they want to find a trustworthy someone
or something that can make it happen.
That’s the winning advantage of a content-rich site. It
clearly shows to your visitors that you understand their search for quality
answers to their questions... and that you aim to provide exactly that. A content-rich
site builds trust and credibility. In your visitors’ eyes, you are a
knowledgeable expert who cares!
What happens then when a visitor arrives at a content
site that is really just one big sales site? Put yourself in that visitor’s
shoes for a moment. She does not see inspiring, relevant, editorial content --
she sees only a sales effort. But she was searching for content!
Selling… Patience is Golden!
Selling is trying to get the sale. Before you sell, PREsell.
While “selling” might be your first priority, it does not come first. Your site’s
first job is to satisfy your visitors’ needs and then lead them to your Most
Wanted Response. It’s only at that point that selling enters the picture.
Most people, as you can well imagine, resist sales
efforts. So if your content is heavily pitching something, visitors will resist
you rather than embrace you. Add to that resistance, as well, feelings of frustration
and annoyance because she didn’t find what she was looking for. She wanted
information not a sales pitch!
Simply put... pure selling does not work right off the
bat. You need to warm up your visitors and you do that by…
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