How to sell products from your ecommerce website Part 2?
In earlier section of this article “How to sell with Ecommerce website?”, we talked about the mindset when a customer arrives on your website. Today in this article, I am going to discuss other factor that’ll help you sell more.
In my last article, we discussed small factors that influences customer subconsciously. In this article, we’ll discuss factors that makes customer to buy something.
Are you marketing to prospects heart or to the mind?
When a customer comes to your website (webpage) to buy or research about a product, then she’s in a phase which will eventually leads to her buying it.
It completely depends on you to make the sale as easy as possible. For example, if you are selling a Widget A and there are 100 different websites selling Widget A then how are you going to influence her state?
Words create images and images creates emotion.
Tom Hopkins, top sales trainer uses this quote often in his seminars. Words create images and these images leads to emotion and these emotions leads to buying your product.
What words you use in your webpage is going to create the influence factor in your product description.
In Copywriting world, we have this quote.
Benefits appeal to emotions
Features appeal to logic
Logic justifies emotion and
Emotion justifies sales.
What does this tell you?
So the word you use have to include Benefits and Features.
You have to appeal to your customers login and emotion.
What you should do with your description?
Your goal to provide as much information about your product as possible. Most people who like to buy do their research and then decide what to buy. When you are writing description of your product, present a complete picture about your product.
Present all the benefits, features, guarantees and everything down to small detail. Remind them that they are making the right decision to buy with you.
Yes, Images Create Emotions too…
(Yummy, that picture creates salivating emotions by Pink Sherbet Photography)
Like the image, if you love food, you’ll love this image. Image of your product, or result will also help you.
That’s why most websites uses photos to show their product.
Again your goal is to make a sale. If you can include a mouth watering image for your product, you can increase the chances of the sales.
Remember – A single Picture can create effect of thousand words.
What You should do with your pictures?
If it’s possible, you should add demo in Picture or Movies. These days, adding a movie has become very simple and easy. You can do it in few minutes and present a complete new viewpoint to your customer with your movie presentation.
“I loved it, You should love it too…”
If you have testimonials for your product, then you should add them too. Customer often believes that their problem or issue is unique. They don’t want to be your guinea pig to test out your product. They want assurance that they are making the right choice.
There’s nothing like testimonials that can achieve that. If you are providing testimonials then they better should be from real people. Do not fabricate them.
Testimonials add credibility, assurance and customer feel safe.
Did you notice testimonials on Amazon.com website? Most of these testimonials are pretty much un-edited. The bring confidence in buyer about the product and the website.
Words, images, Videos, testimonials and guarantees are the simple factors that will help you sell more products.
Oh… I just realized, I didn’t even discussed price as major factor… Why? because it is not an important factor (I’ll tell you some other time why price doesn’t matter).
About The Author
Varun Pratap is Business Growth Specialist and SEO expert in India. His blog http://www.varunpratap.com provides tips, ideas and his thoughts on marketing your business, life and much more.
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