Why Your Web Site Isn’t Selling!

I have pre­vi­ously told you about a great book packed with all kinds of infor­ma­tion about mak­ing money online called Suc­cess Secrets of the Online Mar­ket­ing Super­stars by Mitch Mey­er­son.  Mitch has another inter­est­ing chap­ter in the book called “Speed Sell­ing on the Inter­net” writ­ten by John Paul Men­docha.

John explains the biggest prob­lems that web sites have with sell­ing their prod­ucts and ser­vices on the Inter­net.  By under­stand­ing the prob­lems, you can cor­rect them and make your web site more profitable:

1. You Don’t Under­stand Your Product/Services Sales Process - What infor­ma­tion do your cus­tomers need before they are in a buy­ing state of mind?  Do they need face-to-face con­tact?  Do they need reas­sur­ance that you are a reli­able busi­ness?  Do they need tes­ti­mo­ni­als from sat­is­fied customers?
2. You are Try­ing to Rush the Process — You can’t just say to a prospect: “Here is my won­der­ful prod­uct — now buy it!”  Your web site needs to sup­port all the inter­ven­ing steps between “Hi, I just met you” and “buy now from me.”
3. There are Dis­trac­tions on Your Web Site that Don’t Bring Prospects Closer to a Sale - Your web site needs to focus on ele­ments that draw them closer to a buy­ing com­mit­ment and keep tan­gents to a min­i­mum.  Make your web site as sim­ple as pos­si­ble.   Remem­ber how clean and straight­for­ward Google’s home page is to help users focus on what they came there to do — search.  Yet Google makes a lot of money…
4. Your Web Site Talks More About Fea­tures than Ben­e­fits — Peo­ple largely make buy­ing deci­sions based on emo­tions and then back the deci­sion up with logic — not the other way around.  Ben­e­fits (and prof­itable web sites that use them) almost always answer one of these impor­tant questions:
   1. Will it make me health­ier?
   2. Will it make me wealth­ier?
   3. Will it make me more attrac­tive?
   4. Will it help me save time?
5. Your Site Only Posts Infor­ma­tion — A good web site col­lects infor­ma­tion in addi­tion to pre­sent­ing infor­ma­tion.  Try to get prospect’s con­tact infor­ma­tion — espe­cially their email infor­ma­tion as well as per­mis­sion to mar­ket to them in the future.  That way you can inform them and keep them aware of your site/brand while they are still decid­ing whether to buy your product/service or not.

I believe cor­rect­ing these prob­lems will improve your chances for suc­cess at increas­ing sales on your web sites.