Many more people want to buy your product or service, but they dont end up doing it! Thats because many companies are stuck in the print marketing mindset, and dont realize that there are a couple simple things that they can do online to increase their conversion rates. In this article, Ill outline three easy to implement changes that will take those extra sales right to the bank!1) Product / Service Image SizeChances are youve got images that represent or depict your product or service -- thats a common sense way to add familiarity to what you have or do! An eye tracking study has shown that small images are oftentimes overlooked and that medium sized images (210x230 pixels) provide near a 150% increase in the amount of time spent looking at the image. The same study has shown that people tend to focus their attention on photographs that contain a human face. Medium sized pictures with faces in them retain interest longer!2) Linking ImagesThe same study showed that people click on pictures, even when there is no indication that the picture is a link. For those images of products, link the image to the product page where they can buy your product! For those images depicting services, link the image to the related service information page or a contact page! Always link your images to the next step of your conversion process!3) Call to ActionVisitors that are interested in your product or service may not know what to do to get it. Or they may be interested enough to purchase or subscribe, but only if its easy -- otherwise theyre not interested. This often overlooked scenario is easily overcome by a call to action link on every page. The call to action could be as simple as "Find out more about XYZ Widget Model 3 here!" It could be a Buy Now button underneath an image. The most important part of content written for sales is to make that call to action. Youll quickly see that doing so will have you smiling all the way to the bank! Always have your visitors do something!After youve implemented these three simple changes into your website, sit back and watch your stats increase. Youll find that getting more conversions is a very pleasing scenario! As one last word of advice, other eye tracking studies (and possibly the same one Ive referenced throughout this article) have confirmed that many people let their eyes wander below a picture when theres text below it. Use that to your advantage by placing "Buy Now" buttons underneath your images. Good luck!Source: http://www.poynterextra.org/eyetrack2004/photos.htm
Studies in persuasion technology show that what you expect tends to be realized. I call this the Law of Expectation, which is also one of the tenants of sales. As a sales professional, your expectations influence reality. I recently came across a movie called, "What the Bleep Do We Know?" It explains how our thoughts and intentions shape our reality. If you havent seen the movie, I urge you to do so. (You can go to http://www.whatthebleep.com/ to learn more.) The movie explains that human behavior is directly related to how others expect us to perform. As an example, there was once a study in which first grade students were told that blue-eyed kids are smarter than brown-eyed kids. The blue-eyed children subsequently scored better on tests than their brown-eyed peers. After several months they decided to bring the children together and tell them that what they'd told them before was wrong. This time, they said that all children are born with blue eyes and the more we learn the more our eyes turn brown, so brown-eyed children are smarter. Just as predicted, the blue-eyed children started to have trouble with their studies and the brown-eyed children improved. So what might happen if you truly believe you're a great salesperson? What if you were to see, hear and experience every prospect as a great candidate? How do you do this? One way is to make a great first impression; its the moment where the Law of Expectation has the greatest impact on your performance. You communicate your expectations by your word choices, voice inflection and body language. When you expect your prospects to buy, all your actions will lead them in the right direction. Before each sales meeting, try asking yourself, "How do I expect this sales process to go?" If your other-than-conscious mind feeds back a negative response, mentally rehearse the end result you want in full color with sound and feeling. You may want to imagine the prospect signing an order form or handing you a check. Now picture yourself smiling and shaking hands with your new customer. Know that youve just done a great service. When you spend time rehearsing success, youll be comfortable with it when it happens.
Millions of people are getting their fashion fix from buying wholesale handbags online. They know that websites that offer wholesale handbags can give better prices. They also know that wholesale handbags also feature more variety than a typical boutique. After all, how can a small store display all the styles and colors? This is not a problem with wholesale handbags websites, which can show hundreds, even thousands of handbags, in ten different colors, and customizable prints as well. So there is a huge market for wholesale handbags, making it one of the most viable website businesses that you can operate. But as anyone knows, the key to succeeding in this type of industry, especially one as competitive as wholesale handbags, is to get good suppliers. If you dont have access to the best wholesale handbags providers then you cant be competitive. But now its even simpler for you. Everything you need to become a leader in the wholesale handbags industry is waiting for you! Some websites have done the hard work for you and created an extensive list of suppliers and developers so that you need not do the leg work for yourself! The internet holds the key to the most comprehensive database that youll ever find and perhaps this is the only thing you need to earn thousands of dollars from wholesale handbags.Once you know all the right wholesale handbags suppliers then its very easy to set up your own wholesale handbags website. You can offer good prices, because the number of wholesale handbags contacts we give you can guarantee that you always have the option to find someone who can give you the price you want. You can offer variety, choosing from the different types of wholesale handbags so there will always be a design available for every personality, every price range, and every occasion. You can also offer instant gratification, by giving your customer access to handbags that may have sold out in ordinary boutiques. Yes, with hundreds of wholesale handbags suppliers to choose from, youll never have to turn away money because something is out of stock. Is one particular brand selling particularly well? Just call another wholesale handbags supplier and youve got them ready for your next customer. There are other tips to a successful wholesale handbags website based business. First of all, make sure your content is easy to navigate. Divide your numerous wholesale handbags inventory into easy categories so visitors can easily find the wholesale handbags they want. Then, make sure you provide excellent service. Make it easy for visitors to contact you, and develop a delivery system that is reliable and easy to track. You should also have a feedback mechanism so you can continuously improve your business based on how your customers feel. And another thing to remember is search engine optimization. People cant buy from you if they cant find you, and so it pays to invest into content development and SEO services so that youll be part of the top 10 in a search. And then - armed with a good wholesale handbags inventory - youll see the money roll in.
1) Identify Your Essential Competencies and Performance MetricsIf I asked you to list all the essential competencies that YOU are in control of - the ones that are absolutely critical for you to be successful in your sales positioncould you do it?For exampleEssential Competency or not?" Converting conversations to appointments? (yes it is)" What about filling out paperwork? No! (That's a related task) " What about closing ratio? (Sure it is.)" Degree of success in turning a first appointment into an opportunity? (absolutely)Get the picture?Now, if you truly want to adopt a self-management system that will work FOR you - not against you, you first have to "access" what is an essential competency and what's merely a related competency.To do this, sit down and list any sales metrics and performance numbers inter-related to your competency numbers and your desired revenue results. (Hint: "Sales Cycle" and "Average Revenue" per sale are two.)2) Diagnose Your Business on a Single Sheet of PaperIf I ran into you on a train or in an elevator, would you be prepared to tell me what you do (and how it benefits me or those I know) - in under 1 minuteThat's called your 30-second commercial. Most people don't have one, yet everybody needs one.One way to understand more of the obvious benefits your products and services bring to the table is to start to view and diagnose your business more scientifically. You will also see how the numbers work and which areas are most important to your short and long-term success.Ask yourselfWhat happens if your closing ratio reduces by 30% and your average revenue per sale increases by $2500? How does that affect your desired results?Write your competency measurements and sales metrics on a sheet of paper. Calculate ratios in line with competencies and average numbers in line with your sales metrics. Assign your revenue object or quota. Play with the numbers and ratios to see how they are inter-related and how they affect each other.3) Calculate your 'Magic Number'"Not setting enough new appointments on a routine basis" is like a malignant cancerous growth slowly eating away at the heart of most sales organizations - - Jeff Hardesty.The reason for this is because most of us do not identify how many new appointments are needed on a weekly basis based on individual competency numbers and performance metrics.That's like diagnosing with blindfolds on.Every one is different; we all have a 'Magic Number'. And it's personal to only you. If you routinely achieve it, you will routinely meet your desired results. Since it is a dynamic number that changes from week to week, it's important to understand how it is inter-related with other competency ratios, performance metrics and desired revenue results.It's important to include your 'Magic Number' in your self-management system.4) Train to the 'Napkin Rule'The 'Napkin Rule' simple means, putting aside all those sales automation systems for 30 days and keep track of your essential competency and performance metrics on a single napkin.Compute updates daily. Store the napkin in your pocket. When the napkin fills up, transfer it to a legal pad to show month to date. Have nothing else on the legal pad except your essential competency ratios and sales performance metrics. After 30 business days, transpose the legal pad metrics to your favorite computer software spreadsheet, and track it for 90 days.This simple but powerful "Napkin Rule" will help you become the CEO of your business.5) Run Your Numbers, Don't Run after QuotaConcentrate on your numbers NOT your quota so you can diagnose performance trends before a revenue crisis. Then you have the power to institute strategies and tactics for immediate recovery.Here's why.Reaching and exceeding sales quotas consistently has very little to do with product, pricing and competition. But it has everything to do with 'Process'.Identify the core competencies that are necessary to be successful in your sales routine. Then train to Powerful Routines to increase your ratios of effectiveness. Document these meaningful business metrics and review them weekly. Build a simple but dynamic self-management system and outperform your peers and competition while assuring your revenue success.
If you've been around the Internet for more than a week or so you know that everything is hopping and moving fast and that using audio, webcasting and podcasting are where it's at.Most direct sales representatives are content building their business using the traditional means and supporting their downline with phone calls and emails. But, let me tell you, if you're not exploring the use of audio with your direct sales business you're missing out not only on profits, but also on FUN!Here are some quick ideas for making use of audio with your direct sales business:1. Recruiting - Record a 4-5 minute audio about your career opportunity. Load the audio up on a one page sales letter or onto a voice mail for potential recruits to dial in and listen. You can even turn this into a weekly or monthly podcast and update the general information with specific company recruiting specials, interviews with top sellers in your company or with the company founders.2. Customer service - Have a weekly audio newsletter for your customers. Do product spotlights from your catalog, talk about monthly specials and have customers call in their testimonies on how your product has worked for them. Do customer contest drawings and get your listeners involved.3. Bookings - Create a hostess hotline audio series where hostesses can listen to tips on getting ready for your home party and load that up on a password protected webpage. Don't let this replace personal contact with you, rather make it a convenient way to communicate all those things that you always need to tell your hostess and a fun way for her to listen to it uninterrupted at midnight when all her kids are in bed... and you are too!4. Downline - Do a weekly or monthly podcast meeting for your downline. Celebrate accomplishments, talk about products and specials, update them on any corporate news and do new recruit intros or interviews with top producers. Have a series of audio trainings for new recruits that include how to book a party, how to conduct a party, recruiting ideas, how to use the company resources, etc. Make it fun and involve others in your group as well. This is especially helpful when you have a large group of out of town downline who might feel neglected if you're having only local fact to face meetings.This list is just a start of all that you can do with audio for your direct sales business. It really is fun and not too difficult either. You can go as simple as just purchasing an inexpensive MP3 player/recorder up to getting a full system to record via your computer. Help and resources abound on how to take it from recording to the point of getting it to the listener. Start simple, play with it and then expand into more as your time and budget allows, but just do it! You and your business will be glad you did!