13 replies
As experts in sales techniques what sells you? What does it take? Why?

Sales funnels?
Credentials?
Personal testimonials?
A tip from someone you trust, more or less?
Flashy images?
A professional-looking web site/page?
#expert #funnel #sale #sells
  • Profile picture of the author Ged3
    Tritrain,


    you have a good list of criteria there.


    I am no expert, but I would say it would be a combination of the things you have mentioned.


    The first on my list would be testimonials.


    When I have these on a web page or an advert anywhere from a satisfied customer it always increases my sales.


    If I see them on someone elses website it will encourage me to buy.


    Flashy images would be last.


    Yanik Silver one of my favourite I.M. gurus always says that words sell.
    I agree with this.


    Sales funnels are important - as well as a list - people do not always purchase the first time they see something so they need to visit an ad a few times usually before they get their credit card out.


    A professional looking webpage is important too - gives people a feeling of confidence.


    A tip from someone you trust - always very valuable.


    Credentials - yes that often presells something - if you know someone's credentials and that they always sell quality products, then it is just a matter of deciding if it is something you are interested in.


    That's just my two cents.


    Ged
    {{ DiscussionBoard.errors[11246260].message }}
  • Profile picture of the author Steve B
    Originally Posted by tritrain View Post

    . . . what sells you? What does it take? Why?

    I am usually sold because a product is exactly what I'm looking for and it seems to have the value I insist on.

    Sales funnels don't sell because it's typically after you're in the funnel (as a buyer) that you know there is a funnel.

    Credentials and testimonials are part of the value process. Those that have credentials and testimonials are proving their value to the prospect.

    A tip from someone you trust can be part of the reason to buy - but tips are usually just important in getting me to look further at a particular product. Once I've followed the tip and found the product, it's up to me to determine the value because I would never buy purely on a recommendation from someone.

    Flashy images? Good images are important to "professionalize" the offer - but are they a reason to buy something in and of themselves? Never.

    A professional-looking web site/page? Same as the answer above.

    All of these things you mention can be tested to see the effect they have on making sales. I strongly suggest you test everything you can so you'll learn what things are important to your sales.

    Steve
    Signature

    Steve Browne, online business strategies, tips, guidance, and resources
    SteveBrowneDirect

    {{ DiscussionBoard.errors[11246282].message }}
    • Profile picture of the author Michael Meaney
      Originally Posted by Steve B View Post

      Sales funnels don't sell because it's typically after you're in the funnel (as a buyer) that you know there is a funnel.
      That's a really interesting perspective, thank you for sharing it, Steve.

      I'm misunderstanding you... is that sales funnels don't work for you personally?

      ...or is it that you believe sales funnels (in general) are an ineffective way to sell?
      {{ DiscussionBoard.errors[11246286].message }}
  • Profile picture of the author Steve B
    Mike,

    No, I'm not saying either one.

    Definitely sales funnels can work. I'm just saying that, from the buyer's perspective, you don't always know that you're in a structured funnel prior to making the decision to buy. So is it the funnel that sells you? It could be, but it doesn't have to be. Product sales are made all the time when someone randomly sees just an offer and nothing else - yet he buys. Was it a funnel that drove him to the purchase? Not in my mind.

    Really, IMO, sales funnels have been around for a long time - longer than the Internet - but they weren't necessarily called funnels. Guys that did direct mail would often follow up with phone calls, free samples, testimonials from happy customers, case studies, etc. All these attempts were in support of moving the prospect toward the main sale - or maybe an upsell, downsell, or cross-sell.

    I'm sorry if my explanation was (is) confusing. I'm not downplaying funnels at all - just answering the question - what sells you?

    Steve
    Signature

    Steve Browne, online business strategies, tips, guidance, and resources
    SteveBrowneDirect

    {{ DiscussionBoard.errors[11246357].message }}
    • Profile picture of the author Michael Meaney
      Originally Posted by Steve B View Post

      Product sales are made all the time when someone randomly sees just an offer and nothing else - yet he buys. Was it a funnel that drove him to the purchase? Not in my mind.
      I agree, Steve. Thank you for explaining, I get you.

      Most of my purchases are made like that.
      {{ DiscussionBoard.errors[11246362].message }}
  • Profile picture of the author laurencewins
    Regardless of what it is, there are 2 elements I consider above all else.
    1. Does it meet a need I have/solve a problem?
    2. Can I afford it?

    I want to make an extra comment about affordability.
    I have repeatedly seen statements such as "for the price of a coffee" or other similar comparisons.

    I rarely ever buy if I see that comment because the seller is assuming I can afford anything he/she can. You don't walk in my shoes so you have no right to judge what is or isn't affordable for me or for anybody else.

    Sell honestly and transparently and you'll likely have greater success with people who may not otherwise buy. .
    Signature

    Cheers, Laurence. Writer/Editor/Proofreader.
    Visit my site for more info

    {{ DiscussionBoard.errors[11246359].message }}
  • Profile picture of the author Randall Magwood
    Originally Posted by tritrain View Post

    As experts in sales techniques what sells you? What does it take? Why?

    Sales funnels?
    Credentials?
    Personal testimonials?
    A tip from someone you trust, more or less?
    Flashy images?
    A professional-looking web site/page?
    - Credentials
    - Personal testimonials
    ----- Price

    These 2. Flashy images means nothing. Professional page means nothing. A tip from someone means nothing. A sales funnel isn't needed to make alot of money.

    But hard credentials and testimonials, PLUS a well-worth it price is enough to make me try the product of service.
    Signature

    {{ DiscussionBoard.errors[11246371].message }}
  • Profile picture of the author ryanbiddulph
    Hi T,

    A person who helps me for free. Then I buy what they have to offer, because their free help inspired me to buy in, literally.

    Ryan
    Signature
    Ryan Biddulph inspires you to be a successful blogger with his courses, 100 plus eBooks, audio books and blog at Blogging From Paradise
    {{ DiscussionBoard.errors[11246454].message }}
  • Profile picture of the author DURABLEOILCOM
    What sells customers are products or services that add value to their lives. That can be simplifying hard tasks, saving time, offering enjoyment etc.
    {{ DiscussionBoard.errors[11246459].message }}
    • Profile picture of the author tritrain
      Originally Posted by DURABLEOILCOM View Post

      What sells customers are products or services that add value to their lives. That can be simplifying hard tasks, saving time, offering enjoyment etc.
      But what sells YOU? As an expert, what pushes you over the top to buy something?
      Signature
      Domains for sale - see seopositions.net
      {{ DiscussionBoard.errors[11246485].message }}
  • Profile picture of the author BradKasten
    I buy based on need first and foremost usually.

    If someone I trust recommends something I need I'll still research alternatives but give the recommended product a bit more credibility.

    Sometimes I buy based on a need in the future. I see the benefit of a tool or training and know it will come in handy when I get to that point in my business. A discount on the product also affects this type of purchase.

    I'll also buy products that I see being used effectively used in someone else's business.

    Personal testimonials rarely work on me unless the testimonial is from someone I personally know or someone I follow and respect.

    I'm worked as a graphic designer and I can appreciate slick professional design. It's not a major factor unless the product is design oriented and will reflect my brand. Then it does play a big factor for me.

    I have a bit of a love-hate relationship with funnels. I think funnels, in general, are awesome and love what they can do for your business when put together properly.

    What I dislike are front-end products with bare-bones functionality and you have to buy the first and sometimes second upsell to make the product do what it claimed to do in the first place. That's frustrating and a bit misleading in my book.

    Obviously, not all funnels are like this. Now I look at Muncheye to see what the upsells are in the funnel before I buy a product.
    {{ DiscussionBoard.errors[11246461].message }}
  • Profile picture of the author Brent Stangel
    But what sells YOU? As an expert, what pushes you over the top to buy something?
    If I want it bad enough.

    If I'm curious to find out what it really is.

    If I think it will look good on my wall.

    If the price including shipping is lowest.

    Brent
    Signature
    Get Off The Warrior Forum Now & Don't Come Back If You Want To Succeed!
    All The Real Marketers Are Gone. There's Nothing Left But Weak, Sniveling Wanna-Bees!
    {{ DiscussionBoard.errors[11246534].message }}
  • Profile picture of the author dragoshs
    i know it sounds rough but, it's everything you mentioned and more. there's no working business without any of those
    {{ DiscussionBoard.errors[11246556].message }}

Trending Topics