Using the principle that people are creatures of habit, conversion of website visitors to buying customers is relatively simple. If you pay close attention to when people are triggered to open their wallets, then you can use the same dynamics to develop a strategy to have it work for your sales efforts. Understanding triggers that produce sales is one effective way to develop strategies that can work over a large cross-section of people.
The How To –
For a habit to work for you, it has to produce the close of a sales call to action . If you’ve ever gotten cable or satellite you’ve seen them use this tactic to make extra sales. They always have free offers that are on a trial basis. They’ll give you a bunch of extra channels or special channels for free but it’s only for 3 months or 6 months. When your time is up the representative calls and asks you if you want to cancel your subscription; usually they’ll act like it’s a big deal to come out and change something so you no longer get the channels. You feel committed to your cable purchase and you’ll seem cheap if you back out of the extra channels you were enjoying up until now. Most of the time you’ll go ahead and keep them and pay a little extra. After the call the rep will usually offer you even more services based on a new special deal and since you’ve already agreed to the service and the extras you’re more inclined to listen to what she says and possibly upgrade.
This strategy works because you already committed to a purchase, no matter how small, and asking for something on top is taking advantage of the groove you’ve already slipped into . Even though it may not be a lot of money extra each purchase when you super size or get an extra option , it really adds up when you treat every customer as this you find extra money in sales, very cool.
This strategy works okay with retail sales, but it is dynamite with direct sales on the Internet. The key is to get your visitor to commit to a small sale first and then before they check out, ask them if they want something extra. You will be surprised how fast your orders tend to grow after that
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