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3 sales boosting strategies any business can use!

3 sales boosting strategies any business can use!

December 09, 2010

Here's another counter-intuitive test worth trying

Conventional wisdom says only offer a free report or an e-book in exchange for a prospect's contact information so you can build your database.

Test it! Test that theory against giving away the same report or e-book and ask nothing in exchange. Why just give it away? Because more people may download your giveaway and therefore more people may choose to do business with you. We won't know until we test it.

If someone could tell you how to increase your online sales 44% or add hundreds of thousands of qualified leads you would probably get pretty excited about that, right?

Well, get ready because we have the secrets to do just that ' and do it cheaply thanks to a few ideas we shared with Jay Berkowitz, CEO of TenGoldenRules.com, an online marketing firm.

 

Don't worry. These aren't high-tech, expensive ideas. If you want cheap, practical ideas that have been proven to increase sales then read on because we've got 3 good ones right here:

#1: Post content to your site - make it a habit

Add informative, how-to articles on your website. Whether you're a B2B or B2C business, the key to begin driving traffic to your site is to create articles that others would want to read. Why?

Because it will naturally lead prospects to the products and services you offer and it will help make your site more important among the search engines such as Google and Yahoo so users can find your site more easily.

Too busy to write articles or don't feel you're a good writer? No problem. Hire a freelancer from guru.com or elance.com. I personally use a terrific service called Copytalk.com (1-866-267-9825 ext. 419, mention my name and get a discount). I dictate my ideas over the phone and then have them transcribed and sent back to me so I can just edit the copy and turn it into an article.

Make it a habit to routinely add articles once a week or even once a day. Berkowitz recently required his staff to post an article on the company's blog with internet marketing tips to help drive more traffic to TenGoldenRules.com.

After they post their blog, they can check off that they did it on an excel spreadsheet that everyone shares on the network. (Tip: Google Docs are a great way to share notes, charts and spreadsheets like this one. It's free and can be easily updated by everyone using it.)

If you're already adding content, you can also create an e-zine similar to this one.

Most people don't buy right away. They research first. So while people are researching you can develop a relationship with them and build trust by delivering tips and advice they can use. When they're ready to buy they'll think of you first.

#2: Create a Big Zig & Irresistible Bait by offering something FREE

Now that you’ve created traffic to your site, you have to keep your hungry fish engaged.

Offer a free white paper or e-newsletter or e-book your fish can download in exchange for their email address and their first and last name (these are the least amount of fields you want) so you can build a database of prospects.

The key is to create a Big Zig (a big, bold promise or idea) that will make your fish want to give you their contact information. Example: Berkowitz’s first client six years ago was a costume store, Halloween.com. It didn’t have a database of prospects and wanted to start marketing online. (Does this sound like you? Would you like to add a half-million names in a few years? If yes! Then listen up.)

Berkowtiz helped them create a survey on their website asking people about the hottest Halloween costumes and gave away a flat-screen TV in a drawing.

Then they emailed the results back to their prospects with the top costumes for boys, girls, adults and couples, which in effect became a shopping list. They also sent the results of their hottest Halloween costumes to local newspapers and the media as part of a press release and it was published by USA Today.

The online surveys and contests are part of a regular feature for the company and it now has 600,000 names in its database and is generating revenues of $5 million per year.

That’s incredible! That’s 100,000 names a year being collected from surveys and contests that they can use to market their products in emails and it doesn’t cost them much at all to do it!!

A good resource to create surveys is SurveyMonkey.com or Zoomerang.com. They’re easy to use and the data is compiled for you in charts and tables so you can publish the results.

 
 

#3: Track your prospects

As more people use your site, you must be able to figure out what pages are engaging prospects and where they’re leaving. Google Analytics offers free code you can add to your website that will show where people are going on your site and how much time they’re spending on each page.

For example, when working with Jim Cramer, host of the popular CNBC financial show “Mad Money,” Berkowitz found that very few prospects were signing up for an e-newsletter offered on the site.

The problem: The call to action was buried among other links for people to find out more about Jim or read excerpts from his e-newsletter. Prospsects didn’t know what to do or where to go! They had too many choices. Berkowitz made the call to action more prominent, which increased the opt-in rate and subsequently increased sales 44%.

One of the biggest metrics to watch is your Bounce Rate. This is the number of people who come to your site and leave without ever looking at a second page. “So if you know your people are coming to your website and bouncing off, you know you’re not engaging them at a very high rate,” Berkowitz says.

I recently spoke at an apartment industry conference where the average bounce rate among people shopping for an apartment is 33.65% That means that about one-third of the shoppers never go past the first page they see!

 

 
 

But one company I found reduced its Bounce Rate ten-fold to 0.34% and tripled the time spent on the website from 2.4 minutes to 6.5 minutes. That’s incredible!

How did they do it? They offer a 3-dimensional tour of their apartments online! Shoppers can take a virtual tour of the apartments and select the paint, the flooring, the curtains and the furniture so they can customize their future apartment right there on the their computer!

Try these ideas yourself and start to your leads and sales begin to climb.

Always taking you from where you are to where you want to go,

Jon

Jon Goldman, President & CEO 
Brand Launcher 
Lumpy Mail