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Creating A Successful Online Sales Strategy

By Jerry Bader in Featured

You have a website, and perhaps you’re even a professional salesperson, and as such you know that the best way to sell someone something is face-to-face, but have you seen the price of gas lately?

So whether your customers are local, national, or international, the cost of getting to them is just too darn high to make any money. You could call them on the phone or email them, but with voice mail, spam filters, and all manner of gatekeepers, it is literally impossible to get to people, even when they’re waiting for your call.

It’s never been easy to sell, but in today’s jaded, cynical, frustrated business climate, the job is even harder.

Order-takers are next to useless in the field, so don’t expect the tactic to work any better on your website: you know what I mean by order-takers, the guys and gals that service fully developed territories with clients that already use your wares, and who order what they need no matter whether anybody calls on them or not.

No, what you need is a real sales presentation, one aimed at the customers you don’t have, the ones looking for new ideas and products.

Here’s seven website sales tactics to remember:

1. Use The Web’s Video and Audio Capability

Make better use out of your company’s website by adding some face-to-face ingredient through the use of audio and video. Give your audience someone they can relate to, someone who will connect on an emotional and psychological level.

2. Don’t Fall Into The SEO Trap

Unfortunately, many business owners have fallen into the SEO trap of designing their online presentations for search engine spiders not people. Sure it’s great to drive traffic to a website, but if they leave within seconds of arriving without getting your marketing message, what exactly have you achieved?

3. Technology Is Not The Solution To A People Problem

And of course, you’ve got those websites that are nothing more than a shopping cart and ordering system; a technological solution to a human problem that turns whatever is being sold into a commodity, and we all know commodity sales go to the lowest seller.

4. Be Aware of The Paradox of Choice

Some entrepreneurs think by offering everything but the kitchen sink is how to get customers; but they obviously haven’t heard of the Paradox of Choice, a term coined by psychologist Barry Schwartz, whose book by the same name postulates that the more choice you offer, the less likely people will make any decision at all.

5. What Is Required Is A Performer

The Web with its remote, dislocated nature requires very specific performance criteria that few people, even professional salespeople possess. You may be practiced at making presentations, maybe even immensely effective in front of a live audience or in a boardroom, but selling in person is far more forgiving than selling remotely online.

What is required is a performer, someone who looks, sounds, and acts the apart; someone who also knows how to use verbal and nonverbal techniques to deliver a message. Don’t let your ego get in the way of building your online clientele.

6. The Web Is No Place For Overheads Or Flipcharts

Selling on the Web is about building relationships the same as traditional beat-the-pavement sales, but the arsenal of techniques required is far more challenging from a psychological and performance point-of-view. An online presentation that is nothing more than a series of overhead slides, graphs, and royalty-free photos delivered with a tentative delivery will not be taken seriously from an audience that is one click away from accessing your competitors.

7. Treat Your Website Visitors Like An Audience

So what then are the criteria for creating an online presentation that sells? There are four things your online presentation must be: informative, engaging, entertaining, and memorable.

Why you ask? The thing you have to keep in mind when you want to use your website to connect to people and build a business relationship is that you can’t treat them like customers, you have to treat them like an audience, and once you make that leap of faith, you are on your way to a successful online sales presentation strategy.

Jerry Bader is Senior Partner at MRPwebmedia, a website design firm that specializes in Web-audio and Web-video. Visit http://www.mrpwebmedia.com/ads, http://www.136words.com, and http://www.sonicpersonality.com. Contact at info@mrpwebmedia.com or telephone (905) 764-1246.

About MRPwebmedia

People ask, “What do you do?” You could say we inform, enlighten, innovate, and create; you could also say we deliver our clients’ marketing messages in memorable ways using video, audio, webmedia campaigns and websites; all created in-house from concept to implementation, from graphic and motion design to Web-design, from script writing to video-production to post-production, from music composition to signature sound design.

What do we do? We motivate action by speaking to your audience’s real needs. We tell your story so your brand, your message, embeds in the minds of your clients. We are corporate storytellers.

MRPwebmedia Introduces Web Wise-Guy Cache Closed

By Jerry Bader in Featured

Jerry Bader, Senior Partner at MRPwebmedia announced the introduction of Cache Closed an entertaining marketing resource for medium sized businesses fed-up with ineffective Web advertising schemes and the never-ending pursuit of search engine optimization rankings. See http://www.CacheClosed.com

Ontario, Canada–June 20, 2008 - MRPwebmedia, a Canadian Web marketing video and audio production firm with clients in the USA, Australia, England, and Canada announced the introduction of Cache Closed, a entertaining character who stars in a new series of videos designed to inform businesses on how to deliver their marketing messages in the most memorable manner using the full arsenal of webmedia techniques.

Jerry Bader, Senior Partner at the firm says: “Cache Closed is a digital construct, fabricated from the binary remains of lost and discarded knowledge found in the ditch beside the information highway. Cache, a combination of Max Headroom and Jim Cary’s Mask character, has absorbed theses random bits of wisdom to create a guru of marketing and branding who freely spouts his expertise and knowledge to all who will listen.”

Josh Bader, Director of Visual Design and Video Production, adds: “We already have over fifty articles on our mrpwebmedia.com website that explain how to use audio and video on the Web to deliver clients’ marketing messages in the most effective way, but we wanted to create something where the medium was the message. Cache is the perfect vehicle to explain to business owners and marketing executives feed-up with chasing search engine optimization nirvana of how to convert browsers into an audience, and an audience into customers.”

Simon Bader, Director of Audio and Sound Design continues: “Any business truly interested in maximizing their Web presence needs to understand the Web environment beyond chasing random search traffic and learn how to present material so a relevant audience remembers who you are, what you do, and why they should care. And that’s what the Cache Closed website and video series are designed to teach people: How to get noticed and be remembered.”

MRPwebmedia’s thought-provoking marketing articles have a great following and Cache is one more Web-video vehicle that extends the motivational dialog the firm has with its International clients and followers. It illustrates the cutting edge techniques and offbeat point-of-view of a Web-marketing firm that understands how to get a message across, and it showcases the full complement of services that MRPwebmedia offers.

Jerry Bader goes on to say: “People ask us, ‘What do you do?’ You could say we inform, enlighten, innovate, and create; you could also say we deliver our clients’ marketing messages in memorable ways using video, audio, webmedia campaigns and websites; all created in-house from concept to implementation, from graphic and motion design to Web-design, from script writing to post-production, from music composition to signature sound design. What do we do? We motivate action by speaking to our clients’ audience’s real needs. We tell our clients’ stories so their brand and their message embeds in the minds of their clients. In short, we are corporate storytellers, and the Cache Closed videos and associated articles show how it’s done, and why.”

Jerry Bader, Senior Partner, MRPwebmedia
Tel: (905) 764-1246
info@mrpwebmedia.com

http://www.mrpwebmedia.com/ads
http://www.cacheclosed.com
http://www.sonicpersonality.com
http://www.136words.com