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E-Psychology: Increasing Your Sales On-Line
By: Jim D. Ray
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    2005-06-04

    Table of Contents:
  • E-Psychology: Increasing Your Sales On-Line
  • On or offline...
  • Use plenty of...
  • An effective closing...

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    E-Psychology: Increasing Your Sales On-Line - Use plenty of...


    (Page 3 of 4 )

    Use plenty of bulleted lists to highlight information at a glance, making sure to limit the number of words used in each bullet. Regardless the space available or font size used, each highlight should not exceed one line of text.

    Paragraphed text such as sales copy or product descriptions should be kept simplistic, yet appealing to the physical senses. How will your product or service enhance the individualís life? What are the most common benefits of your version that existing clients do not recognize until after purchasing the product or service?

    Keep Your Prospects Focused

    One of the primary reasons prospective clients do not proceed with a purchase is their own inner dialogue. Typically, consumers will continually try to talk themselves out of a purchase, until absolutely certain it is the best choice for their need. When the positive elements of an opportunity outweigh the negative feedback generated by inner dialogue, a purchase will result.

    Therefore, it is important to keep your prospective clients focused on the features, benefits and value of your company through effective site content. If you are serious about developing a business that will control a measurable amount of market share, your products or services will reflect Unique Selling Points (USP) upon which your entire sales strategy will be founded. Integrating your USP into all aspects of your web presence will help to build and maintain a cohesive, positive focus on your products or services.

    Closing the On-line Sale

    A client isnít a client until after a purchase is completed. Bringing your prospect to the point of purchase isnít enough; a smooth, effective closing process is required to maximize the potential for on-line sales success.

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