No one can deny that sales closing techniques are absolutely vital in face-to-face selling. But often, people ask me if they can apply my powerful closing techniques to online marketing. My answer is an unequivocal, "Yes!"
Of course, there are some closing techniques that are more applicable to Web than others -- but I'll show you magical closing secrets that can dramatically increase your web sales, and rapidly increase your online income. This works best on direct response websites - i.e., those that focus on getting an immediate response in form of an order or lead.
Before we get started, I must emphasize that much of sale is made in presentation. The close is largely determined by how well you've presented product to prospect. Your objective, then, is to take prospect smoothly past point of closing, making it easy for him or her to come to a buying decision. You can accomplish this with strategic use of questions.
The All-Important Opening Question
When you're selling online, you don't have benefit of interacting with your prospect way you would in face-to-face selling. Therefore, first thing you say in your web copy has to be something that breaks preoccupation, grabs attention, and points to result or benefit of your product.
At any given moment, your prospect's mind is preoccupied with dozens of things. Therefore, a well-crafted question will cause prospect's thinking to be directed to what you have to say.
Your opening question must be aimed at something that is relevant and important, and at something that your prospect needs or wants. What do sales managers, for instance, sit around and think about all day long? Increasing sales! Therefore, if your target market consists of sales managers, here's an example of a question you can use as a headline or as first part of your copy: "How would you like to see a method that would enable you to increase your sales by 20% to 30% over next 12 months?"
When you ask such a question, first thing that pops into mind of prospect should be, "What is it?" - whereupon you've captured his or her attention, and you can then begin to articulate how your product or service can solve need posed by question.
Plan your opening question carefully. If your opening question fails to break your prospect's preoccupation and grab his attention, he will click away before giving you opportunity to present your product or service.
Questions That Keep Them Involved