How To Begin Selling Online.

Selling online begins with what your prospects want.

Selling is not-

• a psychological headlock you throw on prospects and then whack them with nuggets until they cry uncle.
• It’s not throwing up a website, making a bunch of unsupportable promises to sell something underhanded.
• It’s not jumping to a new website and products before people realized they have been duped.

Always remember, selling has very little to do with either trickery or force ( quoted from Rich Schefren ).

It’s creating a win-win situation where your customer becomes your greatest advocate, a raving fan, because he or she knows that you’re giving great value for what they are paying. And this is the key-selling online begins with what your prospect wants, It does not start with what you want to sell. It starts with what your prospect wants to buy. And that is the reason why Market Research is vital to your success.

You must understand your prospects through research, in order to reach them on three important levels- intellectual, emotional and personal. This is what Michael Masterson calls the buyer’s “Core Complex”.  These are the emotions, attitudes, and aspirations that drive them, as known by the formula BFD – beliefs, feelings and desires.

-Beliefs. What does your audience believe? What is their attitude toward your products and the problems or issues it address?

-Feelings. How do your prospects feel? Are the confident and brash? Are they nervous and fearful? What do they feel about the major issues in their lives, businesses or industries?

-Desires. What do they want? What are their goals. What change do they want in their lives that your products and services can help them with. If you take the time to research and understand the Beliefs, Feelings, and Desires of your prospects and customers, it will be easy to develop products and services they want and need… and  much easier to sell them, for they buy what they need, not what you want to sell.