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Internet Marketing   Business Marketing   Copy Writing   Referrals   Public Relations   Index   1 2 3 4  

By Terry Dean
 

You create a powerful attention grabbing headline. You include bullet after bullet of powerful bonuses. You provide a strong full money guarantee.

You do everything you know to do in creating an offer you know your prospects want to buy. Yet they're still not buying from you.

In many cases, your visitor simply doesn’t believe you.

If they don't believe you, they won't buy from you. And that's a big barrier online. Unlike a retail store, they have never met you. They have never touched or seen the product. They don't even know if you've been in business before today.

In fact, they don't even know if you're a real person.

So you have to spend a lot of time on your web site combating this huge objection.

Here are few methods you can use to increase your online believability.

Method #1: Tell me who you are.

I'm shocked by the number of web sites I look at and review that never tell me a single thing about who the company is or who is running it.

In many cases they try not to even use their real name if possible. This is just plain dumb.

You have to tell people who you are. Tell them where you live. Tell them what you used to do for a living. Show them a picture of yourself.

Tell them why you're qualified to sell to them. What have you accomplished that qualifies you? Have you helped hundreds of other people lose weight? Have you been a fitness trainer for 15 years?

Did you spend the last 4 years of your life studying this topic? Have you spent $28,500 just on books about the subject? Why should your visitors listen to you instead of the other web sites they're visiting this week?

You need to tell them exactly why you're qualified to sell whatever you're selling. This applies to selling information products or ANYTHING that you sell.

If they don't know who you are, then they won't be comfortable spending money with you.

Method #2: Be specific.

Don't use generalities. Don't tell me that you made $1,000. Tell me exactly what the number was...$1,023.24. Don't say you could lose 10 pounds in 30 days. Tell me that you lose 19 pounds in 32 days on the program.

Specifics are always more believable than any general numbers or terms.

When I talk about the amounts I made in a weekend with email, I always give the specific numbers. I tell you about the $96,250 in sales in 72 hours. That's specific.

I don't talk about almost making $100,000 or anything like that. Generalities are not believable.

Be as specific as you can possibly be. If you tell people where you live, tell them if there are any noticeable landmarks near you. I've told people how old I am, exactly how big my property is, how long I've been doing this, how many subscribers I have, etc.

Be specific in everything you say.

Method #3: Show proof.

If you've lost 100 pounds, show your before and after photo. If you're a multi-millionaire, have your account certify it. If you have won 27 awards, show pictures of them.

Face the facts. People simply don't believe you. They don't believe that you've really accomplished anything. They don't believe you're telling them the truth about how your product works.

So show them whatever proof you can:

- Before and After Photos
- Checks
- Bank Statements
- Pictures

Method #4: Show testimonials.

The hardest thing to convince people isn't even that you've done it. The hardest thing to convince them is that they too can do it.

Customers may believe you've done it. They may even believe other people have done it. The difficulty is in convincing them they can do it.

So show testimonials from as many different people as possible. Show people who were never able to succeed before. Show people who are as much like your potential customer as possible.

This is why I like to feature as many testimonials as possible. With a large number of testimonials you are much more likely to at least have a few that are just like your target customer.

Following the rules from above, your testimonials should also be as specific as possible. When a customer tells you they lost 17 pounds in 29 days when they've never been able to lose weight before, that is a powerful testimonial.

It would be even better if they gave you a before and after photo for proof!

Method #5: Tell me why.

Why are you offering such an incredible deal?

No one believes that you're offering them $1,489 for only $97 just because you're such a great person. If you are really offering them this much value, then why?

You have to tell your customers why you're making this offer.

Are you doing it because you need to get it in the hands of another 100 customers to obtain more proven results based testimonials?

Are you making this deal because you know that once someone buys one of your products, they'll buy dozens of things from you in the future? Are you willing to give up money today because of the money you'll earn for years to come?

Are you making this great deal because everything is 100% digital and you have zero costs...and zero overhead since you work at home?

Are you doing this half price offer because you bought a huge volume of supplies so you saved 55% on your normal production prices?

Did you buy too much inventory and you have to sell it this week? Are you selling out the "returns" in a scratch-and-dent sale for 50% off?

The psychology of that last one is so powerful that there are businesses which create small scratches in their products from time to time just so they have the huge number of sales which come in during the scratch-and-dent sale.

Whenever you make a special deal, you need to tell your customers exactly why you're doing it. It's a huge credibility and believability booster.

Once you convince your prospects that what you're selling will truely benefit them, then you simply have to convince them you're telling the truth.

If they believe you, you'll make the sale.

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