10 Tips For Pioneering Internet Sales
10 Tips For Pioneering Internet Sales![Increased_sales_results[1]](http://www.saleaccelerator.com/wp-content/uploads/2009/09/Increased_sales_results1.jpg "Increased_sales_results[1]")
Remember that that when you invest in top level SEO, SES (Search Engine Saturation™) that a larger percentage of your customers will be Internet customer or e-customers. It’s critical to know the difference between these and customers that originate from off-line sources.
Tip #1: Know what kind of e-customer you’re dealing with.
When going for your next long term customer know who you’re dealing with. Some e-customers are flexable while others are more resistant. The difference between these two types of customers is what I call pubic “A” and public “B”.
Tip#2: Position your self in the driver’s seat as the expert you are.
The strong-hold for e-customers is information. Put your self back in the position of the expert. You and your staff know more about the right way to buy your product or service than almost any customer could ever know. Don’t become the “effect” of their knowledge or misinformation. Be courteous but strong.
Tip #3: Open a can of websites:
What websites have they visited? E-prospects can emotionally lock-up. Usually when this happens, the customer is holding some information that they obtained online. Ask about experiences they’ve had online. Ask where they inquired and then survey their satisfaction with other sources. When dealing with a research intensive shopper you will find this helps them more than you.
Tip #4: Get the prospect from online to phone line fast and to the appointment without delay.
Everyone knows, the faster the customer gets in front of you or you in front of them the better your chances of doing business are.
Tip # 5: Explain e-Tail vs. Retail.
Visually show the customer in person, the difference between a retail price and an Internet price, which is usually lower, side-by-side.
Tip #8: Decode their e-mail address.
For example an e-mail address like mudflaps@aol.com belonging to a female looking for a mini van, may very well be a home maker seeking to convince her husband to trade in the truck for a mini van. Pay attention to .net, .org, .cc and corporate domain extensions. Free e-mail may be used by people that lack sales confront or are at work usually on someone else’s time.
Tip #9: Use your cell phone to everyone’s advantage including the customer.
Giving your cell number demonstrates that you invest time and money in order to communicate. Just find a good call plan.
Tip #10: Make the Internet appointment stick.
The relationship that starts healthy stays healthy. Give your e-customer a reputation to live up to. Next make them verbalize their commitment. Now get the duration of the appointment nailed down. Next create a sense of obligation and then a sense of dependency. Create a mental picture of a completed cycle of action. Finally ask them specifically what would have to happen for them not to make it.
If they respond quickly with “if something drastic comes up etc.”, then you’re fairly safe not to waste yours or their time. If they hesitate and mutter around then re-trace your steps, build a stronger relationship then re-confirm again. Obviously there is a great deal more to this training but you get the idea.
