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Selling More Online
Imagine that you've set up your web site, and you're selling your products, but you
want to sell more. What can you do?
I think that you have two main options (that don't involve changing your
products or pricing - although you might also want to experiment with
these too):
- You could try to get more people to consider your product - in other words,
increase your web site traffic.
We discuss this topic, briefly, here, but I
recommend that you look at guides such as
- You could try to persuade a higher percentage of your visitors to buy
your product (increase your "conversion rate").
Lots of things could being affecting your conversion rate. These things
vary from things like web site design, colors, choice of fonts, graphics,
your guarantees and terms, and your most importantly the text you have that explains
the product.
The very first that I would recommend that you do is to get some other,
independent people, who were not involved in designing your site, to take
a look at it, without your help, and without you looking over
their shoulders or giving them tips. Get them to take notes with any
questions, comments or problems that they might have, and then after their
reviews are complete, discuss the notes. You might be surprised at the
"problems" that they discover in your site.
It's also often a good idea to try varying each of these things independently,
and then monitor the effect of each variation on sales. With a little
time, patience, and a methodical approach, you should hopefully eventually
arrive at the most effective combination possible.
The most important part of most sales messages, is the text that you use to
describe your offer. Even small changes to a web site's text, can sometimes
radically increase its effectiveness as a sales tool.
I really can not emphasize enough just how important the text is, and
what's more, most people simply have no idea how to write an effective
sales message. So, I strongly recommend that you do take the time to look over
the items listed in our list of
copywriting resources.
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