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Free Website Content
Enticing Purchasers - Closing the Sale
Closing the Sale
By Sharon Housley
Compelling customers to take the final
step from browsing to purchasing is not always an easy
transition. Marketers and entrepreneurs who have studied
purchasing habits have found that the following enticements
can help encourage potential customers to take the final
step to purchase...
1. Limited Quantity
Limiting the number of items available
will give the purchaser the impression that if they
do not purchase immediately, they may not have the opportunity
to purchase at all. A limited quantity will often create
a sense of urgency.
2. Limited Time
Limiting the amount of time a product
or service is available will also tend to create a sense
of urgency with the customer. Likewise, limiting the
amount of time a product is available at a discounted
rate will often motivate purchasers to make the purchase
sooner rather than later.
3. Visual
Be sure to include visual queues. A product
that is visually appealing is more likely to be purchased
than one without an image. This might seem pretty basic,
but it should come as no surprise that customers like
things that look good, and they like to see what they
are buying.
4. Purchase Perks
Provide add-ons, expansion packs, free
support, or other perks to entice the purchaser to take
the plunge. Purchase perks may make your offering look
more appealing than a competitor's product, which could
result in you closing the sale.
5. Discounts
Provide discounts on related products,
so your customers feel that they are getting a better
"deal". When customers are able to get multiple products
at a lower price, they feel as if they've gotten more
of a bargain, and thus will feel better about their
decision to purchase.
6. Guarantees
Reduce the risk to the purchaser by offering
a money-back guarantee for a specified period of time.
A guarantee will also add a level of trust for the potential
buyer, which can help if the customer is still reluctant
to purchase.
7. Professional And Secure
The purchasing webpage should be professionally
designed, and any online ordering process should be
made "secure" with an SSL certificate which produces
the well-known and watched-for "padlock" icon in the
customer's browser. A secure and professional website
is critical to closing the sale.
8. Make It Easy
Make it easy to purchase. If you sell
internationally, make sure your customers can pay for
your products easily, and in their own currency if possible.
Nothing is more frustrating than finding a product you
want, only to discover that you are unable to buy it.
Minor changes can significantly impact
the "close" rate for a website. Take steps to instill
confidence, and make your customers feel value... and
then watch the sales come in!
About the Author:
Sharon Housley manages marketing for FeedForAll http://www.feedforall.com
software for creating, editing, publishing RSS feeds
and podcasts. In addition Sharon manages marketing for
RecordForAll http://www.recordforall.com
audio recording and editing software.
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This article may be used freely in opt-in
publications and websites, provided that the resource
box is included and the links are active. A courtesy
copy of the issue or a link to any online posting would
be greatly appreciated send an email to sharon@notepage.net
.
Additional articles available for publication available
at http://www.small-business-software.net/free-website-content.htm
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