Gerry Black's Online Marketing Response Letter
Resources, ideas, and tips for helping B2B entrepreneurs and business owners convert more B2B + High-Tech web visitors into sales
Vol. I No. 1
HOW TO GET MORE PEOPLE TO BUY FROM YOU
When people come to your website, they are there to see
if you can solve their problem. They want to know within 3-5 seconds whether or not you "get" that. Many marketers lose out on sales opportunities that could be theirs. The main reason? Their copy is all about them - and the products and services they offer. No one goes to our website to see what "stuff" we have to sell. If you want to increase your chances of making a sale, start by answering the question your prospect has when he/she arrives on your site: "Why, with all the other options
available to me, including doing nothing, should I pick YOUR solution to solve my problem?"
Here's why this is so important. Your prospects have likely visited 6-7 sites before they arrived at yours. They KNOW the "thing" that will solve their problem. They are trying to figure out where they will get the most value. Notice I didn't say cheapest price. When you sell value, you are able to appeal to your prospect's emotions. When you help them see and feel how your
product or service will make their lives better, they will be much more likely to buy.
