Today’s prospect online has one need- they want satisfaction.
They have a hole in their heart and sometimes in their pocketbook and they want you to sell them something to fill that hole. They don’t want to hear about their hole, they just want you to know they have it and they want you to fill it. With your stuff. With your amazing satisfy me for a minute and make me want to buy more … stuff.
Many of these cyber-shopaholics have pretty much made it their mission to run to the internet to buy something every time they feel the least little bit of pain towards dissatisfaction. Your makeup, your purses, your weight loss products, your self-improvement programs, your super duper clean my house faster cleaning cloth, your sex pill that makes me feel younger and puts my spouse into my hold fantasy wonder is what they want. If that’s not it maybe it’s super java from the coffee shop of infinity or the chocolate that makes my cellulite melt and my acne disappear.
Face it, they want something and they want it NOW!
QVC understands this Walmart understands this Nordstrom understands this Cabellas gets it Vivid Entertainment really gets it, sadly
Do you?
When you write sales copy on your website you have to grab them in under 5 seconds before they take their hungry vein of shopping fury to someone else’s website who will sell them something to fit into their closet for the rest of the year.
You need to have pull, you need to have sex appeal, you need to reach the largest net with the most specific of offerings and you need to do it in break neck speed, in a virtual world where people hide behind a computer dreaming of the fantasy they wish they could have.
Now mind you not everyone who shops online has a serious self image crisis nor are they massively in debt and craving for someone to satisfy their inner cravings but mark this down on your note pad and if you are serious about making money online- write it on your mirror in the bathroom so you can see it everyday!
Everyone has a need and they would love for you to fill them
Even the most mature, dignified, “I have my life together” man on the planet isn’t looking for the bow or arrow that has the best features when he shops at Cabellas he’s looking to satisfy his inner pining to hunt and dominate and be the man he dreams he can be. The boardroom only satisfies his wild and craving nature so much. Even the biggest business deal can’t make his adrenaline rise like taking down a 10- point deer and hanging it on his wall! Ain’t nothing like eating jerky you fought, captured and took as your own!
When that mother of 3 who has fought her way through plans and graphs and programs at the office comes shopping for a new handbag she really doesn’t care about the leather, the gold straps or how long it took to custom design those stitches that hold it all together- she wants prestige, significance and someone to satisfy her need to be more than she ever thought she could be!
The cyber-shopaholics are looming, pulling up search engines and looking to Twitter to see who has the best deals. Can they find it, can they capture it, can they get it before anyone else in their local sphere of influence?
They Are Hungry Wolves With a Credit Card- Give Them Something!
Knowing how to sell to these hungry prospects is a skill every business owner online must have. Here are a few tips to keep you in the profit zone:
Today’s Cyber Clients demand you interact with them, they have the attention span of an ant. There is such an insane demand for their attention you have to be able to grab them by the horns, win their trust, draw them in, give them what they want, get them to the point that they feel like you did them a favor, close the sale, take the payment and give such amazing customer service you’ll receive a referral whether you asked for it or not. Ok, so don’t grab them by the horns, it’s just a figure of speech. But you must grab their attention or they’ll go somewhere else.
Imagine this, your prospect has 3 windows open on that monitor of theirs and they want to find the place that makes them feel good. They want the place that looks reputable. They are looking for someone or something to draw them in.
Grab Their Attention
Your website needs to be inviting, real and it needs to grab your prospects attention quickly. If it doesn’t they’ll go somewhere else. Now that we live in the amazing day and age of high touch tools we can implement these tools to create trust and warmth quickly:
Video- Create an unpolished but professional video that welcomes your prospect in the same way you would if you met them first hand, in person. Don’t make it super suave and perfect- just be yourself. You are the one they’ll do business with so draw them in with that personal touch of welcoming them, directing them and assuring them through video.
Twitter- Your Twitter profile, as a company or even an individual who offers a service reveals a lot about you. It also gives you credibility. If over 500 people are following you and you are following others it gives the impression of success, approval and trust.
Facebook- More than 400 of the Fortune 500 Companies are now on Facebook. Colleges are offering courses on how to use Facebook as a Journalistic tool, a Marketing tool and more! Some Colleges even use Facebook per class offering so that students and professors can interact. Great tool to have!
Give Them What They Want
I have been writing copy and doing marketing online for 14 years. Time and time again I find niches to sift into and take profits. Do you want to know what one of my first strategies is in looking for a niche to take over? Is the company or person offering the service giving the prospect what they want? If not- I will. End of story.
This might sound strange. Don’t all business owners provide what the prospect wants? No, they don’t. Sadly many CEO’s pitch what they themselves see in the product or service or they craft a sales message around what they think is important about what they are offering. Never once taking into consideration that they are not the issue, the prospect is.
