June 4, 2004      (Continued)

Step Two: Establish trust
If on your ad listing you mention 'one year warranty', make certain it says so on your landing page. Many would-be Internet buyers often turn away from a site if they don't see the same thing mentioned on the landing page. Online buyers are looking for the same thing as people visiting physical stores: they want to feel they can trust a business, that they will get after-sales service and that warranties will be honoured. Build trust with your online buyers and they will come back. This isn't anything new. Trust should always be the foundation to any business, large or small.

Step Three: Ask for the sale
An efficient landing page needs to send shoppers to the right area where they can purchase what it is they came to your website in the first place. To better achieve this goal, here are three very important tips you should always remember:

1. Utilize powerful action words
2. Lower their navigational options to a minimum
3. Place strategic information at eye level (above the fold)

Step Four: Remember the basics of selling
Ask anybody that has been in sales at least five years and they will tell you that the basics in selling hasn't really changed in the last hundred years. Not even since the advent of the Internet, the basic selling techniques in business today are the same as the last century. Your products or services need to sell on their own merits for people to buy them. It's as simple as that.

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Article written by Serge Thibodeau,
President & CEO,
Rank for $ales
Copyright (c) Serge Thibodeau 2004

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