Sunday, February 1, 2009

How are you selling?

Sorry to keep harping back to this again but I just think it's so important - especially in the current climate.

I guess that in your business you will have, or do, one of these things:
1. Have a retail shop
2. Have a trade counter and display
3. Have a demonstration area or showroom
4. Have an exhibition stand for trade shows
5. Have a presentation you use either one to one or at events
6. Used a designer to create your ads and leaflets

If you are serious about growing and increasing profit through sales you will have spent a great deal of time and care making sure that these are right.

By that I mean you would take care to make sure that your products and services are presented in a way that fits the environment and client you are targeting.

If you were looking to buy a Bentley you would expect the showroom to have a certain ambiance and appear upmarket. Buying produce from a farmers market you expect it to look fresh and presented well but may feel cheated if it was all laid in cardboard boxes that seemed to come from a wholesaler rather than directly from the fields. Would you man your exhibition stand in jeans and tee shirt if you were hoping to sell to business leaders?

We are all influenced significantly not just by the product but also it's presentation. That presentation needs to reflect, and tap into, the likely reason for buying.

It is said that there are 3 reasons people buy:

I have yet to see ad ad for a Bentley parked outside a roadside layby cafe surrounded by white vans and lorries. It's more likely to be on a beautiful country road, outside a stately home or the Savoy hotel, building a desire to be part of that lifestyle.

Where am I going with this?

Fire up your web browser and look at your own website.

Does it have the right ambiance? Does it look how a buyer would expect it to look?

Help your customers understand what they will gain, save or avoid by using your product and you will have a better chance of getting the result you want from your website.

Maybe you need to look at your other advertising, not just your website, in the same way too?

If you need help with sales have a look at our Sales Accelerator
If you need help with your wesite take a look at our Website Profit Program

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