First, a teaser. I’m working on a brand new training program on how to build an effective blog that generates leads, gets comments & builds an audience. Watch out for that..
anyhow – while working on it, I was thinking about the sales process that I created for my first product and wondering if there’s anything I can tweak to make it better.
THEN, I figured that many of you might be thinking about creating and offering a product of your own, SO… this is what this post is all about and I hope you find it useful.
The Anatomy Of An “Almost Perfect” Sales Process
Take note that the ONLY reason I said “almost perfect” is because I believe everything can be improved. After reading this guide on creating your own sales process, you can take it and tweak it however you see fit.
So with that said, let’s go..
The Source & Why It Matters..
The very first thing you might wanna consider when creating your sales process is where you’re gonna be getting traffic from. The source of your traffic may WILL affect the amount of people you convert into buyers.
For example, if you’re getting traffic from PPC then the visitors that you’re trying to convert into buyers PROBABLY don’t know who the hell you are, so they’ll be a bit more skeptic about what you’re offering.
As oppose to driving traffic from your own email list or blog, where conversions will be a lot higher since they know you and trust you (hopefully).
This is our advantage as bloggers.
We are constantly adding value to the marketplace, we are constantly creating an audience, and we are constantly building our list of targeted prospects.
If you’re thinking that the stuff you’re doing right now is a waste of time, YOU ARE DEAD WRONG!!
Everything I’ve been sharing with you about Creating Special Reports and creating an Ideal Lead Generation Process is all part of a bigger picture. I want you to KNOW (if you don’t know already) that you have something people will PAY YOU to learn – either one-on-one or through a training program.
If you continue adding value and building your blog TODAY, then TOMORROW you will have the resources, connections, audience and authority necessary to GET PAID for what you have to offer.
Yea.. I know I went a bit off-topic there, but I felt it needed to be said..
Let’s move on..
The next step in the process is to present them with an offer.
This is where a lot of people drop the ball, but luckily you won’t because you’re reading this :0)
There’s a lot that goes into getting people to buy your stuff, but I find that there are also some key principles that NEVER change.
1. Give them what they WANT – I know it sounds simplistic, but hardly anyone does this. Most people first create a product that they THINK people want to buy without doing their research and making sure anyone will buy it.
BIG mistake! – when selling ANYTHING, you want to come across as a “Giving Person” for lack of a better description. When you create something and then try to convince people to buy it, CONGRATULATIONS! – you’ve just become the annoying sales person we all hate.
2. Make them an offer they’d be CRAZY to refuse - It’s all in the OFFER.. forget Copywriting for now, forget whether you’re gonna use text or video in the sales page, forget what color you want the graphics to be, forget EVERYTHING and craft an offer that provides 10X more value than the price and people will buy. (assuming it’s something they want)
The Process + Some “Little-Known” Secrets..
Since I know you all love these graphics… I made this just for you.
Right under the image, you’ll see an embed code that you can use to put it on your blog if you wanna tell your readers about the process.
<em><a href=”http://www.inboundpro.net/articles/anatomy-perfect-sales-process” target=”_blank”><img src=”http://www.inboundpro.net/wp-content/uploads/2010/09/sales-process.png” width=”550″ height=”200″ border=”0″ /></a></em>
Secret #1 – You might be wondering, “why are you capturing the contact information after the see the offer page?” – Two words. CART ABANDONMENT.
Not everyone who clicks the ADD TO CART button is going to buy, (that’s a shocker isn’t it?).
This is called cart abandonment, but you can reduce the amount of people who don’t buy right away simply buy adding an opt-in form before they purchase. If they don’t go through with the purchase, a simple email reminding them that the “payment is not yet complete” might give you an extra small boost in sales.
If you’re using Amember like me, then this is done automatically – however, if you don’t have any member management software, then I suggest placing a regular autoresponder opt-in form between your offer page and your payment page.
Secret #2 – After the payment is made, I highly recommend sending your new customers to a separate list of Buyers. This is great to do, because when you release new products, services or reports, you know where your valued customers are so you can give them special discounts and first dibs on free stuff.
The Download Page..
This is why I love Amember.
It gives everyone who buys, their own Username & Password so that I can have a protected area to place all of my downloads. Security is very important when creating your sales process.
So, whenever you’re ready to get into creating your own digital products, you should consider investing in a members script like Amember for increased security.
That’s about it.. I hope you got a lot out of this post.
On my last long post Terry Tiessen said, “…You are certainly correct when you said it would be a highly valuable post, I have got less in paid reports...”
I want to recreate that many times over, and there’s more to come.
972 words later.. I want to ask you to please retweet this post, and share it with your friends on facebook using the buttons on top. & leave me your comments below..
Are you thinking about creating a product soon?
Are you stuck on What To Create? – let me know, and I’ll try my best to help you out..
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P.S. don’t forget to sign up for the 8-part inbound marketing course