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Make It Brain-dead Simple for Your Customers to Buy |
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Written by Weston Lyon
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Too often we get too fancy with our customers. They are looking for a simple solution to their problem, while we're looking to impress them with our expertise, elaborate marketing pieces, and/or new widget.
They just want the solution. You have it, but you're getting in the way of the sale. One place I see this a lot is online. Especially when a customer is ready to buy. Today, let's explore the buying process online and discover 3 simple ways to get out of the way and make it brain-dead simple for our customers to buy from us.
[NOTE: if you don't sell online stay with me. These principles are for you too. I'll use the online example here because the principles are extremely visible.]
1. Create Clear, Concise Instructions
When making a sale online using a lot of words isn't the problem. In fact, the more words used to describe the benefits, the more sales you'll make.
The problem is having no path to the sale. Having no clear, concise instructions telling your prospect what to do next. Listen, they want to buy from you (if you offer the solution), but they also want to be told what to do next.
Make it easy for them!
One of my favorite ways to make it easy for my prospects online is using bullets or numbered lists. This simple format tip will allow your prospects to SEE exactly what they need to do next.
[Bonus tip: people don't read any more...they scan. Any formatting technique that makes your instructions JUMP OUT will increase sales.]
2. Follow the Familiar
Don't be fancy with your sales methods. Be simple.
One area I see this in a lot is with ORDER BUTTONS. People try to make the order buttons elegant and stylish. I've done it myself. But in every case...sales drop because of it.
Listen, when your prospect is ready to buy, they want to buy now! They don't care what the button looks like. They just want to click it.
Make your order buttons like everyone else's. Simple. Have them say, "ORDER HERE" or "ADD TO CART". That's what everyone online is familiar with.
Sure, you can have the order button in your own logo colors. But make sure it looks like an order button. Just follow the familiar and you'll be good to go.
3. Use Multiple Methods
Just because you're doing business online doesn't mean every prospect wants to order online. They may prefer ordering by phone. Maybe by fax. Who knows...just allow them to order how THEY WANT.
Doing so will increase sales. Remember; make it easy for your prospects to do business with you. Give them multiple options.
Allow them to order online, by phone, by fax, and in-store.
Again, keep your buying process brain-dead simple. Create clear, concise instructions using bullets or numbered lists. Make your order buttons familiar. Give your prospects multiple ordering options. Make it brain-dead simple for your customers to buy!
Weston Lyon is the author of 10 books & a passionate-professional speaker. More of Weston Lyon's articles and strategies can be found at http://www.westonlyon.com For outstanding information and to receive Weston's 3 NEW books...free! - go here now: http://www.WestonLyon.com/topsecretgift |
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