When internet marketers try to sell something online, they have to work a little harder than a traditional sales person. Internet marketers have to be marketers but they also have to be very effective sales people.
The Difference Between A Sales Person and an Internet Marketer
A traditional sales rep can be ready with ways to overcome objections in the sales process but when you’re selling from the internet via a sales letter, you don’t have a chance to respond to those objections. What you need to do is anticipate and address potential barriers to buying for your reader.
How do you do that so that more people will buy from you?
The first step to overcoming objections in online marketing is to anticipate what those objections to buying will be. This way, you can ask the question and address it with an answer to put the reader’s mind at ease. You can do this in a FAQ section but you can also do this as part of your sales letter in case the reader isn’t going to click into your FAQ.
Common Online Sales Objections
Common objections include: price, warranty, reliability, and trust. And if you weave into your sales letters the answers to these concerns, chances are that you’ll sell more products and establish yourself as a professional online businessperson.
What is the Best Way to Overcome Objections?
The best way to overcome any possible objection is to offer an iron clad money back guarantee. If you do, you remove the risk associated with buying products online.
Have a most outstanding day.
Sean RasmussenAussie Internet Marketing
www.SeanSEO.com © 2008 - 2012
{ 6 comments… read them below or add one }
Great tips Sean
The thing I look for when buying on line is their reputation and return policy, as well as what they say about a guarantee. I’ve seen some that don’t even have a guarantee
Hi Sean,
This is something I need to work on. I think the best way to overcome resistance is to address any concerns openly. I personally love FAQ pages because they do generally answer my concerns. Also, I agree, a money back guarantee that is iron clad is a must.
The customer will not want to be inundated with information so this is where great skills in copy writing would come in. Until I have those skills, I prefer to keep things simple and streamlined therefore I would provide a link to a FAQ sheet.
I would also have displayed a full money back guarantee as this is what I look for in a product, whether I buy it online or offline.
Sean, a very small error in the paragraph begiining “the first step to overcoming objections”
is the sentence: ‘buying will b. This way’,
I think the ‘b.’ should be ‘be’
All fixed Elly, cheers
I agree with providing a guarantee – I won’t even consider anything that doesn’t have it. Also, I think the warranty period should be at least 30 days – the ones that give you three days are useless.
I also avoid those whose guarantees for a refund make you jump through hoops to get it – if it doesn’t say an immediate return to my paypal/credit card then forget it.
I got caught once (because I didn’t see the T & C) and to get the refund I had to phone them – email was not accepted. That’s just great when you think of time zone differences and phone charges (you always get put on hold). Thank God for Skype!