| The Top Seven Mistakes Sales-Oriented Web Sites Make |
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Your website design, layout, and content all affect whether or not visitors will stick around and buy something. Many small business websites "miss the boat" when it comes to delivering good ecommerce. We've compiled a list of the top seven "biggest mistakes" companies make on the web. Have you fallen prey to these traps? If you have, it could really affect your sales. Why not take 2 minutes and see how your site rates? Selling on the web is more than just putting up a site and dealing with internet merchant certificates, SSL's, and product descriptions. It's also about site flow and functionality. Check out these 7 mistakes that can really cost you sales: 1) Your Site Targets the Wrong Audience Often, this is the number one cause of online business failure. Traffic has been long touted to be the key to online success, but that's not true. If your site is not pulling sales, questions, or results, then why would it need more traffic? The key is to turn curious visitors into serious customers. Target your market so that, when you generate pre-qualified traffic (and if your site is centered on a major theme, benefit, or outcome), then your hit ratio (not your hits) will increase dramatically. In other words, be FOCUSED! 2) It Takes Too Long Time to LoadUnlike the TV or radio, computers are still not considered as household items (not yet, anyway). While they are well on their way, the computer as well as the Internet are still in their infancy. Earlier, less capable browsers as well as slower modems are still the norm. If your site includes too much background, Javascript, frames, plug-ins, and dazzling graphics in an effort to impress, it will be counterproductive. Many potential sales are lost due to a slow-loading, unbrowsable Web site. Your site should download fast. Research by an on-hold phone message marketing company found that people start hanging up when put on hold for more than 30 seconds. The Internet is no different. If they have to wait for more than 30 seconds for your page to load, visitors will leave. In short, if they have to wait, they won't.So, be SIMPLE! 3) It Doesn't Compel Visitors to Act
The number one reason why people buy is the offer. While many sites are well-designed and provide great content, some do not offer a compelling enough reason for people to buy (or, in the very least, come forward). Visitors are often left clueless when looking for the answer to that burning question: "Why?" In other words: What makes your product so unique, different, and special? What's your competitive edge? What's in it for your customers (what are the benefits) that they can't get anywhere else? Therefore, be UNIQUE!4) It Lack's Scarcity Jim Rohn once said that, "Without a sense of urgency, desire loses it value." People fear making bad decisions and, with scams being more rampant on the Internet, they do so even more when shopping online. Consequently, they have a tendency to procrastinate and do so even when they're interested. While some sites offer great products and services, they do not communicate a sense of urgency that compels visitors to act. Use takeaway selling in order to stop people from procrastinating. In other words, shape your offer (not your product or service) so that it is time-sensitive or quantity-bound.Essentially, be SCARCE! 5) Missing Guarantees and TestimonialsSpeaking of the fear of making bad decisions, today's consumers are increasingly leery when contemplating offers on the Internet. While many professionally-looking Web sites have an ethical sales approach and offer proven products or services, the lack of a guarantee will still, particularly on the Internet, cause most visitors to perceive offers as questionable in the very least. Guarantees and testimonials help to reduce the skepticism around the purchase of your product or service. Since consumers are cautious of making a purchase online, guarantees and testimonials give almost instant credibility with potential customers. So, help remove the risk from the buyer's mind and you will thus increase sales -- and, paradoxically, reduce returns as well.In short, be REASSURING! 6) Its Poor CopyIn the cold world of cyberspace, the lack of human interaction takes away the emotional element in the sale as well as the ability to overcome objections. Therefore, a site must communicate that emotion that so empowers people to buy. For instance, many sites lack benefits and emotional content that answer a person's most important question, "What's in it for me?" -- the answer to which should cause a person to think, "Wow! This is something I can't pass up! Where do I sign up?" Many sites are too focused on its company, its products, its features, and its advantages over its competitors. Seldom do they appeal to the visitor specifically by providing them with solid benefits. One of the greatest tools used by top copywriters is the use of bullets. Bullets are captivating, short and sweet, intriguing, pleasing to the eye, and clustered for greater impact. Most important, they deliver straight-to-the-point benefits and usually follow the words "you get" or "reasons why," such as "With this product, you get..." Tell the visitor what they are getting out of responding to your offer.In other words, be BENEFIT-ORIENTED! 7) Finally, Lacking a Clear Call to ActionAnswer this skill-testing question: "What exactly do you want your visitors to do?" Simple, isn't it? But it doesn't seem that way with the many sites I've visited. The KISS principle (keep it simple and straightforward) is immensely important on the 'Net. An effective Web site starts with a clear objective that will lead to a specific action or outcome. If your site is not meant to, say, sell a product, gain a customer, or obtain an inquiry for more information, then what exactly must it do? Work around the answer as specifically as possible. The mind hates confusion. If you try to get your visitors to do too many things, especially on the front page, they will do nothing. In essence, keep your message focused and do not try to communicate too much -- you will overwhelm the reader. Use one major theme and no more than two to three basic messages. And most important, provide clear instructions on where and how to order. In essence, be DIRECT!Note: Michel Fortin Need help implementing a new sales or marketing program? We've got two suggestions:
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