Ultimate Secrets to Build a Successful Web Business Part 3

The first two parts of this series were geared towards both the search engines and your visitors. This article focuses directly on your visitor-more specifically your relationship with your visitor. You must gently and effectively pre-sell your visitors on your goods or services.

Ultimate Secret #3) Pre-selling is far more effective than selling.

Anyone can sell a product or service online.  All it takes is a link to a payment processor such as Paypal.  The difference between successful online business owners and those wishing to make a buck is in their "voice". A website has a voice.  The look and feel of your website gives your visitor an impression. When your visitor reads your words they should know the persona of your business and think of you as an expert.

These words, or content, should provide tons of information in small, bite-sized chunks of text. No one likes to read 8 pages of content on a website. On the flip side, no one likes to buy a product without knowing more about it. You need to find the perfect balance between having no information and providing too much.

​Generally speaking, 400-800 words can do the trick.  It can provide content, position you as the expert and gently pre-sell your visitor on a product or service.

In addition to how much content you provide you should focus on providing specific answers to your customer's problems or concerns. Most visitors are on your website because they want answers. They are not surfing your site to buy something. They want answers. So give them answers!

Itís how you provide your answers that matters. There is a difference between selling and pre-selling, and how you provide the answers or information your visitor wants is that difference.

Selling is cold, distant and forceful. Pre-selling is the opposite. Pre-selling can be thought of as a recommendation or side note to all the great content you provide.  You want your website voice to develop trust and rapport with your visitor. 

During that time you are positioned as an expert. Any soft recommendations that you make will be considered by your visitor.

Forceful selling causes people to put up their defenses. It causes them to take a step back and wonder what your motives are. Pre-selling does not affect people this way. Pre-selling should lead those that are interested in your product without hesitation and those that are not interested should be led to more general content on your website-that will again attempt to gently pre-sell them. The more subtle this process is, the higher the conversion rate.

Pre-selling and content (part 1 of this series) are closely related. You must provide information to your site visitors. You must be viewed as the expert and as a helpful friend making a recommendation. People will not feel sold by that. People will respect that you are providing answers to their problems and making a recommendation for a product that can provide even more helpful info. It's seen as a favor instead of a hard sell.

Having a successful web business starts with effective content. Stay tuned for part 4! 

​Target Practice Pro is your go-to digital marketing solution for planting marketing seeds and boosting your business. Call us now for a free quote.