Dibbern Key #3 What do I have to do to get web visitor
to buy from my website? (or order, inquire or call me) Selling on the Internet.
What do my web visitors expect from me? Am I showing and telling web visitors
what they have come to find at my website so they can buy from me?
Create a website that sells:
It's about what your website visitor wants to see or know, not what you
feel like telling them.
If you are trying to sell on the web - either products or services, you need
to give your web visitors all that they are looking for in
order for people to buy from your website:
- detailed information
- availability
- how buying from you will benefit them: why should they buy from you? (Sometimes
you may need little help in defining your own benefits to your customers)
- the cost of what you have to offer and any other charges that apply to the
sale - taxes, shipping, and all other surcharges.
- an easy way to buy it (which leads you to our tip 4 and 8)
- the confidence that you are a reliable and honest source
Usually, just having the product or service on the web isn't enough to make
someone buy from your web site. Pretty much the two main reasons when this
would be true are 1. if you sell a hot or holiday item- or in any case when
availability is certainly a big issue, or if 2. you provide a hard-to-find
product, absolutely unique product or service. Otherwise you really have to
sell yourself on your website to capture your web visitors.
Think about the questions shoppers, clients, guests ( - or whatever you
call your customers- ) ask you when they call you, write you, stop in to see
you or contact you in any way. What do they want to know? What do your customers
remark about after a product sale or completed service? For resort businesses,
what did they enjoy that they didn't expect? If you want an objective opinion
ask your customers- don't be shy! Include this information in your website.
Look at our section on What
is Marketing? to find out about how to sell your product or service in
a better way and matching your website to your market.
You may be so familiar with your own business that you take what you do or
what you have for granted. New customers won't know what you know unless you
tell them. Do not leave your web visitor wondering if you ___________. You
may never get another chance to tell them you do _______.
Always highlight anything you offer or provide that your competition does
not!
If you are higher priced than the competition, provide a comparison or clearly
state your quality points. If you are cheaper than the competition, show value.
Take a look at tip #6
about ways to give your website more power.
Keep web visitors at your site
Your web visitor will glance at your site, and if they do
not immediatley see what they want or how to get to where they want in your
website, they will go someplace else to get what they want. You don't want
that to happen. You want stickiness! What is stickiness? It's the ability
of your site to keep web visitors looking at your site for an extended period
of time. The theory being, if they stay at your site, they will buy, because
you have captured their interest. Information and site organization outweigh
cleverness everytime to keep web users at your site and sell them.
See webtip 4 to assure your selling results.
See our topical directory
of web tips for a specific tip to make or remodel your website!
