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How Internet Marketing Can Increase Your Sales
Page 3
How many sales reps close 100% of all sales the first time? None. Your web site is no different. It should be set up to close every sale every time, but even the best site in the world will fall short. In this case you need to have a site with a reason to return and check it in the future. This will give you another crack at the same prospect without ever spending another penny on marketing. How many marketing initiatives can make that claim?
The second major goal of your site should be to give prospects a reason to return. For example, Progressive Insurance offers a database of all their competitors’ prices for their prospects to check. This does two key things, first, it allows Progressive to get the number one hurdle with insurance sales out of the way right at the beginning; are they cheaper then the prospects current insurance. Second, if they fail to close the sale it gives the prospect a reason to return in the future and see if the rates have changed. Here are just a few things your site can offer to get prospects to return:
- Sign up for an e-newsletter that discusses things interesting to your prospects.
- Run a contest of some type that requires them to check back often to see if they are winners.
- Offer articles on things that may be interesting to your audience.
- Offer bulletin boards for current, past, and future students to discuss topics they are interested in that relates to your offering i.e. good companies to work for, job search strategies, or resume writing techniques.
For example, offer a newsletter that has articles on topics that will be interesting to your audience. These articles should somehow tie back to your program. For example, you could offer an overview of a company in your area that hires your graduates. If you write an article like this the featured company may even contribute or give testimonials that you can use in the article. Better yet offer a list of companies and contact information of companies that hire your graduates. Be sure to get the companies in your area to assist with this effort. Also make sure the list is updated frequently, nothing is worse then outdated information on a web site.
When they get your newsletter each week, month, or quarter you get your name in front of them one more time, remember the goal of consistency? Second they will want to receive your newsletter because they signed up for it. Because this is an e-newsletter it costs you virtually nothing to send it out. No printing, mailing, or preparation costs.
At this point you have done two major things with your web site. First, you have set it up like a direct response mail piece that instructs the prospects exactly what you want them to do. Second, you have given those prospects that are not quite convinced or ready to buy a reason to return.
© Copyright 2004 - 2007 by Michael Temple
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