Your internet marketing strategies have everything to with the Psychology of persuading. You have to understand how people think, and what makes them say yes to a buy. This concept is one of the reasons an internet marketer will go from good to great. They spend time studying people, and what makes them tick. They learn that people don t trust right off the bat, and need to get to know you before they trust you. Being consistent in a message will help you grow that trust with ease.
Testing has been done in the psychology of persuading over the years by analyzing how people finally say yes. In essence, these tests are saying that people want to be consistent with previous actions.
If they said yes to something in the past, they are more likely to say yes in the future.
What does this mean to you as an internet marketer? You want to get your prospects to say yes to something small. The best way of doing that is to ask them for a tiny commitment first before the big sale. You don t want to ask for the largest sale right off the bat.
Here is an example of what I mean, and how it could apply to your internet marketing sales funnel. For the purpose of demonstrating an idea, I m going to use training and coaching as the product in the sales funnel.
First, have them opt in to your auto responders, and download a free report, or short video series. You could have these videos add up to about 10 minutes in length, or 10 minutes in reading.
The next step is to offer them the Expanded or Upgrade version of a few videos on this topic. These videos would be longer and add up to 45 minutes or an 1 hour. Remember, this is all really valuable content, not just fluff. Give them something they can sink their teeth into.
After that series, offer them the opportunity to buy the DVD for a lifetime reference. This DVD again will provide super valuable content. Think about what they will want, and where their mind is when they are making their first official purchase. Since this is their first purchase, make it small, around the $19.97 price point.
Next you might offer them free 10 minute consultation if they bought your DVD. Make sure that the DVD is good content that keeps them wanting more. This consultation is a perfect point for them to get to know you personally. Be real, authentic, and helpful. Your underlying goal here is to help them with their problem. You always want to help them first, and foremost.
Once they have gotten to know you, they will now trust you, and begin to really value you for what you can offer them. You are now providing them a consistent solution to their problem. The next buying proposition could be Private access to training in a group setting. This time the value is raised and the price is $395. You want to also make a 110 money back guarantee, so they feel the risk is low. The key is to under promise, and over deliver. You keep them wanting more.
The next phase in the sales funnel could be a opportunity for Private one on one coaching . This is a larger ticket item. It could cost $2,000 and includes 200 money back guarantee. You will guarantee that without any doubt, they will get results or get their money back and free coaching. This is about over delivering on a solution to their problems.
Of course, this is an example of a sales funnel, and not everyone is selling internet marketing training but you can get the idea. The idea is that if you provide valuable content, in small doses, they will want more. The lesson here is really about trust combined with value, and having patience with your newly found prospect. Once they buy from you once, and find what you have to offer is extremely valuable, they will come back for more.
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