I've come up with a
list of Internet selling strategies that may prove useful to any
business...
Be prepared for long hours... plenty of frustration... and anything
else it takes to deliver the best.
The Internet brings
with it global competition, so the businesses that succeed there are those with
world-class products or services.
Delivering such
quality consistently takes a lot of time and commitment.
You'll have to work
night and day to make your on-line venture succeed.
You can hire
professionals to handle the technical side of getting your business
on-line.
But the key
business elements of the Web site must come from you.
Your Web site will
never reflect the uniqueness of your product or service unless you make it
happen yourself.
Fill a niche. The most successful sites target specific niches -- a
single product or service -- rather than trying to be all things to all
customers.
Strategy: Unless yours is strictly a
single-product business, narrow your Internet focus
to the one aspect of your business you do
best... are most passionate about... and do better than anyone else in the
world.
Give customers something for nothing. To sell successfully on the Web,
you must
think of your site as a promotional tool. One very effective promotional
strategy is to give prospects a sample of your unique product or service. This
is especially true on the Internet, where visitors expect to get useful
information... for free.
WHAT TO
DO...
Define your special knowledge that visitors to your Web site will want
to have.
What tricks of the
trade do you know from experience but outsiders don't know at all? What special
features does your product have that reflect what years in the business have
taught you? What are the unexpected benefits that people can gain from using
your product or service?
Build your site around the free expertise, advice or content that you
alone can offer. Once consumers recognize the value of the knowledge you are
giving away, they will buy your product.
Important: Keep giving away that
content, even when you begin to realize a return on your on-line business. Don't
take the attitude that you'll give away your expertise for a while and then stop
when the money starts rolling in.You must continuously give away your knowledge
and expertise and accept that as part of the cost of doing
business.
Deliver superior service. One major way small businesses can succeed on
the Internet is by providing customer service that is far better than what their
larger competitors can offer.
Customer service
isn't a cost -- it is an opportunity. When customers have questions or
problems, they'll keep returning to your site and buying from you if you take
advantage of these opportunities to delight
them.