Many entrepreneurs, business owners, and sales professionals want to use the internet to get sales for their business. Or at least a few rock solid leads. The problem is most don’t understand or appreciate a big difference between the internet and the real world. That difference prevents most from getting the results they want.
While buyers are always naturally skeptical and distrustful their level of distrust and skepticism escalates on the internet. They’ve heard horror stories. They’ve had bad experiences. They aren’t technically savvy.
All those things and more work to your disadvantage.
Plus no one wants to get sold…ever!
All this means that when you develop an online presence for your business the marketing that worked in the real world will need a little adaptation. Marketing is nothing more than an incremental process. That process is comprised of a series of steps with clear objectives. Those objectives include:
Grab the attention of the right people
Stimulate interest
Motivate action
Reward action
When you add an online presence for your business your marketing must now add another objective. That objective is the development of a relationship. Just like you develop a relationship with your buyers in the real world you must also develop a relationship with your buyers in the online world.
Relationships are the only way to overcome the skepticism and distrust that prevent sales. Relationships are the only way to earn the opportunity to have a sales conversation, real or virtual. No matter what you do or what you try if you don’t establish a relationship your website won’t produce the results you want.
Before you can develop a relationship with an online visitor you have to open a connection. The marketing steps that open connections in the real world also open them online. The only difference is you must have a mechanism to collect the visitor’s information in exchange for something they want.
Every visitor to your website isn’t a good fit for what you have to offer. However, you must have a way for those who are a good fit to establish a connection with you. If you don’t open that connection on the first visit in most cases that visitor will never return to your website.
That visitor is gone forever. And that means all opportunities to develop a relationship with that visitor are also gone. There’s no way to recover that missed opportunity.
That’s why that first visit to your website is critically important. Make sure the marketing you do for your business on that first page accomplishes the objective of opening a connection with the visitor. Your online success hinges on that first connection.
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