Wherever you look it seems as if someone is touting the “secret” to making boat-loads of money on the Internet – everything from $7 eBooks, to $ 49-month membership sites to multi-media courses, seminars and coaching costing thousands of dollars. Yet, most people are still struggling to make more than a few bucks each month online. If that sounds like you, then perhaps this post will be of some assistance.
There are 4 basic selling principles without which success online is impossible. These principles are not based on the latest Internet Marketing fad, but on timeless direct marketing principles that have worked for hundreds of years and continue to work today. If you take a look at those who are succeeding online, you will notice that they all have a solid grounding and understanding of the principles of direct marketing.
1. You Must Have A Quality Product
It seems almost too obvious to mention, but in today’s online environment where people are trying to peddle poor quality PLR crap that I just have to restate the obvious. Sell a good quality product or don’t sell anything at all. Sell one thing but In a way, the customer comes to you again and again without making an impression to him. If you’re selling an information product then your product must not only be written well, it must also have information in it that can’t be easily obtained with a quick Google search.
If you don’t, you will have a high refund rate and destroy any chance of future online business or referrals. Once you get a poor reputation online, it’s quite hard to change it.
2. Have A Clear Picture Of Your Ideal Prospect
Ask one hundred online marketers who their ideal customer is, and you’ll be lucky is even ten of them can answer you correctly. It doesn’t matter if you have the most wonderful product in the world. You’ll never make any money with it if you’re trying to sell it to people who don’t want it.
So who is an ideal prospect?
An ideal prospect is a customer who:
- Wants your product
- Has the ability to pay for your product
- Has the authority to purchase your product – for example, the CEO of the company and not the secretary
Let’s look at each one in more detail.
A Customer Who Wants Your Product
If you think that everyone wants your product, Then No! Because you should know that your product is not that kind of that people can’t live without that. It’s both very difficult and very expensive to try and market to everyone. Your marketing and advertising efforts are diluted and not as effective as they could be.
What you need is a small niche group of targeted prospects that have specific “hot buttons” you can appeal to in your marketing material.
- Let’s look at an example to make this clearer.
Trying to sell a weight-loss product to the general public is hard. Instead, if you choose to target overweight women who are over 40 (and who are finding it much harder to lose weight now that they are older), you’ll find it much easier to target this prospect and ultimately you’ll sell a lot more.
It may seem counter-intuitive to narrow your market down rather than widen it in order to make more money. But time and time again, it’s been proven to work. If you were an overweight woman over 40 would you be more likely to buy a generic weight-loss product or one that was specifically for overweight women over 40?
Still not convinced that narrowing your Offline market for Online Marketing and your niche is the best way to make more money? Okay, let’s look at some more examples to make this concept even more clear. Who gets paid more, a specialist or a generalist? Does a surgeon earn more or a GP earns more? The surgeon, right. Does a general surgeon earn more or a brain surgeon earn more? The brain surgeon, of course. The more specialized you are, the more you earn.
The same principle applies to information products. The more specialized the information the more you can charge for it. A generic time management program, for example, is only worth about $97 or so. A time management program for Real Estate Professionals or lawyers, for example, can sell for significantly more.
Another good reason for targeting your Online market so tightly is that both your sales-copy and your marketing can now be tailored toward that person. This means that you get more bang for your advertising buck, something we all want.
A Customer Who Has The Ability To Pay For Your Product
Many marketers are often guilty of these two common mistakes:
1) – Trying to sell to people who can’t afford their product
2) – Selling to a cash-strapped market and then lowering your prices in a desperate attempt to sell to them
It is a very common thing that you should understand the people what they want?
what is there need?
How much they can afford?
First of all the things you should arise the desire for that particular thing. For selling your product at the initial time you have to give something to them. Make them realize that you care for them.
Now I know your intentions may be noble and you may want to teach people who really need the information you have. But at the end of the day if you hope to remain in online business you have to profitable. If you have a burning desire to help people who don’t have the money to buy your products then work on that on the side and consider it a charitable endeavor. But for the purposes of this short blog post, I’m going to assume that you want to make money from your online business. So I’m not going to mince words with you.
The unvarnished truth is that you are going to have a very tough time building a six-figure income selling low-cost products to people who can’t afford them.
Some examples of these markets are:
- College students
- Start-up of online Business
- Mom & Pop type of Online businesses
- Starving actors and artists
- Yet there are many people attempting to do just that and they wonder why they’re struggling. It’s not impossible to make money with these markets, it’s just that it’s so much tougher. It’s like trying to swim upstream instead of going with the tide. I just prefer things to be easy and I’m sure you do too, so choose a market that can afford to buy what you’re selling.
3. A Customer Who Has The Authority To Purchase Your Product
This is especially true for those selling to other online businesses. Direct your marketing and advertising to the person who has the authority to make the purchasing decision. This isn’t necessarily the end-user.
Let’s say you’re selling a software program to design websites and logos and you were targeting companies who needed these programs. In this case, you would target your marketing material to the owner or CEO of the organization and the focus of the marketing material would be on how the software will boost productivity and increase company profits.
The more your customers like and trust you, the more likely they are to buy from you again and to refer others to you as well.
4. Have A Powerful Compelling Offer
You can literally write your own paycheck by becoming an expert at creating powerful, compelling offers. Consumers are bombarded by advertising wherever they turn. This oversaturation has made them become numb to it. It barely registers. The only way to get through to your prospect is to make an offer that is so compelling and so believable that they have no choice to sit up and take note.