Online selling differs from person-to-person “offline” selling. In selling online, you don’t have the opportunity for that natural two-way dialogue. People come to your site and are exposed to a one-way reading of your message, which can feel impersonal.
Check it out for yourself. If you look at 9 out of 10 website home pages, what do you see?
Online variations of the standard sales or cold-calling script: “We are … and we do …”
Why is this a problem? Because these sites are offering their solutions long before visitors can have any sense that they are being understood, and long before they feel any sense of trust in what they’re seeing.
Visitors come to sites because they have a problem in mind and are looking for answers.
It’s easier than you might think to solve the problems of one-way communication, impersonality, and lack of trust.
All you have to do is put yourself in the position of your site visitor, articulate their specific issues or problems, and gently offer solutions that they can choose without feeling as if they are being “sold.”
Here are some simple...
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