Selling online is still selling…
When you talk about selling and salesmanship, the image of the smooth-talking, smart-suited, well-presented salesperson might spring to mind. Or perhaps the service-focused, ‘nothing is too much of a problem’, ‘how can I help’, approach is closer to your idea of what selling should be all about.
Either way, it is easy to think of selling as something which occurs purely through a face-to-face exchange. That would be a mistake and would mean missing out on a serious advantage, especially if you are an online retailer.
Let me remind you of some of the basics of selling:
- First impressions mean everything: consumers decide if they trust a seller within the first few seconds of a first encounter
- Accurate, relevant and well-delivered information: clarity and honesty will always be received more favourably
- Buyers usually have questions: remember it is the seller’s primary job to give satisfactory answers to their customer’s questions
- People buy what they want, not what you want them to buy: in other words, even if you could sell ice to Eskimos, you’d still sell more of it to Californians
- Deciding to buy is just step one in the process: any good salesperson will tell you that, once a buyer has decided to buy, the transaction must be as straightforward as possible – or they might change their mind
Applying face-to-face sales techniques to online sales?
So, when you sell online, simply follow the same set of rules as above:
- Make the picture and the headline description look, feel and read amazingly – make them seriously compelling
- Give your prospective buyers clear, accurate descriptions of your goods and services (don’t leave them to guess)
- Take some time-out to get inside your buyer’s mind and think about the questions they might have: then answer them honestly and intelligently – before they have even asked!
- Do your research and make sure there is a demand for what you are selling. If there isn’t it is probably time to rethink the business plan
- Make it clear ‘how’ they proceed with their purchase and remove any unnecessary steps or barriers to them completing the checkout process
I hope that helps sharpens your wit to woo a few more customers through your online store’s doors 😊
Ollie the Owl
Back to blogs