You may need another web site dedicated to selling your products and services online!

Most small business web sites aren't very effective when it comes to selling online. For most part, I think small business owners may have missed boat. They're lost in fog of traditional web sites developed by graphic designers and web development shops.

Visit web sites of local small businesses and try and decide what purpose of site is: Are they trying to build a brand, support existing customers, or just provide information about their products, services and company.

I can already tell you how navigation will be laid out. A fancy splash page and then standard; About Us, Products and Services, Technical Info, Support, News, Events, Site Map and Contact Us pages are bound to show up.

If these businesses happen to be a little further along evolutionary path they may also include a "Buy Now" button. A web sites Holy Grail, an electronic shopping cart that allows visitors to select a product from a page or catalog and then complete some kind of credit card transaction.

Are any of these sites able to sell? Are you persuaded, motivated, and influenced to purchase from them? Recent reports from a number of analysts tell us that over 90% of shopping cart transactions are still being abandoned. That means that someone who has decided to order from you online isn't carrying through with purchase. This lack of sales conversion is a major problem for all web sites. Can you imagine what would happen if 90 percent of you retail customers grabbed something from shelf placed it on cash register and then left store?

There's a simple explanation for poor web site sales conversion. The biggest reason visitors don't buy anything is because site isn't designed to sell anything. Usually it's designed to give too much information. Think of your web site as a Virtual Salesperson, like many sales people, it talks too much. Dazed and confused visitor floats around from section to section in site with no set destination.

A Salesperson knows that there is a purpose to a sales call and your VirtualSelling web site should have same objective. The purpose of sales call is to close sale or earn right to continue to sell to prospect when they are ready to buy.

There are a growing number of independent web marketers who make a full time living selling online. They have perfected VirtualSelling web site. Like a Virtual Salesperson these sites build trust, grab attention, create interest and qualify buyers. Further they present strong reasons in form of emotional benefits that engage, enroll and compel a web site visitor to carry through with sales transaction online.

A VirtualSelling Site's success is based on some unique characteristics that can easily be applied to any product or service a small business sells.

Database marketing depends on you creating a pool of information about your individual customers and prospects. Thsi data is taken from order forms, information requests, customer service contacts, questionnaires, etc. You use this information to analyze what your customers are buying, what they want, what they need, what they are interested in.

You can then combine this analysis with opportunities offered by your database t contact individual customers or prospects using a variety of methods (email, telephone, letter, fax). This allows you to achieve a number of possible objectives. Here are top ten objectives you can achieve with database marketing:

Number 10: Design New Products That Meet Identified Needs.

It's a whole lot easier to sell your customers something THEY want, rather than what you might want. Also, fact that you included them in decision-making process will carry considerable weight when they decide WHERE to buy!

Number 9: Target Your Marketing More Accurately.

When you explain beinefits of your products or services in terms of needs that your customers have expressed, it makes it easier for them to buy. Also, your efforts become more efficient because you aren't "selling iceboxes to Eskimos." The people you market a particular product to are those you have already identified as having a need or use for that product. These prospects will be much more receptive.

Number 8: Promote The Benefits Of Brand Loyalty.

This is true especially with those customers you have identified as being at risk for going to your competition. No need to "preach to choir." But you will know who is NOT in choir.

Humber 7: Identify Those Customers Most Likely To Buy New Products Or Services.

Based on past buying records as well as other data, you should be able to tell who is a likely prospect for a new idea or new product. Some people are more willing to try something new than others. your data analysis should help you identify them. Then, when you release a new product, include them in your marketing efforts!

Number 6: Increase sale effectiveness.

When you feel need for a sale, your data analysis will help you decide what kind of sale to have, what products would be most appropriate, etc.

Number 5: Support Low-Cost Alternatives To Traditional Sales Methods.