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The following article Small Changes Can Enhance Sales was authored by Todd Kenovas and is republished in this directory with the author's permission. This directory is listed as service to attorneys, lawyers and the internet community.
Small Changes Can Enhance Sales
By: Todd Kenovas
Sometimes simple changes to techniques, ad copy or
tactics are all that's needed to increase sales.
Select one or more ways from this list to take a
different sales approach.
1. Reward visitors to your web site with discounts or
gifts. This helps to create good will that can spread
virally if the information you provide is passed on
to others. Be sure to make the gift useful so it will
be appreciated.
2. Test, test, test. Eliminate problems and limit
refunds before rolling out a product through judicious
testing with customers, colleagues or web site
visitors. You might offer a free gift in exchange for
feedback, along with use of the product.
3. Use limited quantities, bonuses and deadlines for
buying to enhance the value of your product. Give the
customer plenty of reasons to buy now rather than
delaying a decision. That delay could last forever.
4. Ensure that you know and can clearly explain your
USP -- unique selling proposition. You must show why
your product is different from what the competition
offers. Remember, price is only one factor in
purchasing decisions. Uniqueness and perceived value
are critical selling features.
5. Spin off your mass market product to serve smaller
niches. For example, a general accounting program
could be tailored to serve markets like restaurants,
real estate and the medical industry.
6. Dangle a surprise bonus in your ad copy to pique
the readers interest. Then over deliver by giving two
valuable bonuses. You'll have a satisfied customer and
someone who may recommend you to others so they can
also share in the bonuses.
7. By combining your product with others that you own
or acquire, you can create an entirely new package
that will sell in limited quantities or for a limited
time. Urgency and uniqueness create a terrific sales
tandem.
8. Meet more needs for visitors by broadening the
scope of your web site. If you are offering a service,
search for products such as books or courses that you
can offer as well. Can't find any? Create your own or
hire someone to do so.
9. Devote part of your site to free ad space for a
select group of corporations that can enhance your
credibility merely by their presence.
10. Use vivid imagery in your advertising copy to
create strong emotional impact. Forecast the future
for someone using your product, showing the impact
after six months or a year. Powerful language that
shows how needs will be met is a dynamic sales tool.
Author Todd Kenovas is Marketing Manager for the
web advertising
option, Webways Media. See http://www.webwaysmedia.com
for more information
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This article was posted on August 7, 2005
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