We now understand the DYNAMICS OF A SALE, the PSYCHOLOGY OF A SALE, how the DYNAMICS AND THE PSYCHOLOGY work together, and the NEED for these TWO ELEMENTS to work in CONJUNCTION WITH THE STRUCTURE OF YOUR SITE.
It is ONLY NOW that we can EVEN BEGIN TO DESIGN YOUR SITE!
There are THREE DIFFERENT TYPES OF SITES that we are going to talk about in THIS SECTION.
THE UNIQUE SALES SITE
THE FIRST SITE IS THE UNIQUE INFORMATION, PRODUCT OR SERVICE SITE.
To review, we have designed the verbiage, we have dissected the Dynamics of a Sale and we explored the use of Psychology and Rebuttals in DETAIL in Chapter 11.
Now let’s talk about the EXACT STRUCTURE of Your Site:
- How the Site needs to be designed to accommodate the Process up to this point, and
- What the Site needs to do from the point that we left off in Chapter 11, “LAST CHANCE TO ORDER” or “TIME TO MOVE ON”, to Completion.
In order for Your Site to MAXIMIZE YOUR SALE-TO-VISITOR RATIO, so that You can GENERATE THE AMOUNT OF PROFITS YOU DESIRE, Your Site, which is YOUR SALESPERSON, needs to be a FINELY TUNED MACHINE THAT WORKS IN UNISON WITH ALL OF THE PRINCIPLES WHICH WE HAVE PREVIOUSLY DISCUSSED.
To recap what we have learned so far:
THERE ARE AT LEAST TEN SALES IN EVERY SALE
Sale Number 1 – SELL YOUR PURPOSE CLEARLY IN 3 SECONDS
Sale Number 2 – SELL CLARITY AND DEVELOP INTEREST PAR. 1
Sale Number 3 – SELL YOURSELF – CREDIBLE AND BELIEVABLE
Sale Number 4 – SELL THE NEED
Sale Number 5 – SELL THE SOLUTION
Sale Number 6 – SELL THE PRICE
Sale Number 7 – SALE THE PERCEIVED VALUE
Sale Number 8 – SELL THE NO-RISK
Sale Number 9 – SELL THE CREDIBILITY WITH TESTIMONIALS
Sale Number 10-SELL THE LOGIC AGAIN WITH RECAP ON P.S.
Sale Number 11-SELL VIA ALTERNATE-CHOICE CLOSE IF NEEDED
Sale Number 12 – SELL VIA TAKE-AWAY CLOSE IF NEEDED
SINCE THESE ARE THE STEPS THAT COMPRISE A SALE, THESE ARE THE STEPS THAT YOUR SITE MUST WORK WELL IN UNISON WITH!
THE ULTIMATE SALES SITE FOR YOUR UNIQUE OFFER:
The Ultimate Sales Site is one that has EVERY COMPONENT that it needs to have in order to be able to follow all of the principles that we have discussed to the letter.
It is a FACT that for EVERY PRINCIPLE that you MISS, Your CLOSING PERCENTAGE WILL DECREASE.
For example, if you don’t CLEARLY DEFINE Your Site’s purpose, you will lose a percentage of Prospects that may have otherwise purchased Your Offer.
If you don’t build Credibility, you will lose a percentage of Prospects.
If you don’t Establish a need, or sell your Solution, etc. etc. for EVERY STEP that you MISS, YOU WILL MOST DEFINITELY LOOSE SALES!
The GOAL, then, is to MAKE SURE THAT YOUR SITE IS COMPLETE from the perspective of having EVERY ONE OF THE TWELVE COMPONENTS that are SO CRITICAL TO YOUR SALES-TO-PROSPECT RATIO.
With this in mind, here is how Your Site needs to be laid out from your HOME PAGE, to Your Final page.
Page 1 – HOME PAGE –
At the Top of the Home Page is the Logo, Site Name, Sub Heading and Information line followed by the TOOL BAR, which has THIRTEEN links to other pages that are necessary to the Site. These include:
Home Page, Contact Me, Tools, Advertising, FAQ’s, Site Map,
Newsletters, Affiliates, My Account, Testimonials, Order Now,
Subscribe to Newsletter, and Save to Favorites
We will discuss these pages in more detail shortly.
THE HOME PAGE:
- The Site opens to GRAB their attention,
- CLEARLY STATES the BENEFIT to the PROSPECT by looking at this Site, and
- Proceeds to Develop into Your Establishing Your Credibility
The “HOME” page is really a VERY CRITICAL and VERY FUNCTIONAL page. Its called the “HOME” page in the industry, but it would be more properly named the “ANCHOR” page. It is from this page that the FOUNDATION to Your Sale is created. Before you get to Your Sales Presentation, for NUMEROUS REASONS, as we discussed, you can lose a Prospect. Making sure that this page is set up properly in every area is CRITICAL to the Success of Your Site in terms of the Sales-To-Prospect Ratio.
From the “HOME” page, there needs to be a menu choice to easily go to Your Offer. Depending on how many UNIQUE ITEMS you are Selling, you should have a SALES PRESENTATION for EACH OF THEM. Thus, there needs to be a Menu Choice for each of them.
In addition, there should be a Menu Choice to CONTINUE to read more about YOU. The reason for this is that if you make your Personal Profile Too Short, it may not be a Sufficient Amount of Information to Build Credibility in the Mind of Your Prospect. However, if your Personal Profile is Too Long, Your Prospect may lose interest and attempt to exit Your Site without ever going to the Sales Presentation.
However, by giving the Prospect a CHOICE of whether or not they want more information, Your Profile becomes neither too short nor too long. Rather, it’s enough information to whet Your Prospect’s appetite and KEEP THEM READING. Once again, as we discussed regarding the Benefit of Alternate-Choice Closes, by giving the Prospect their Choice of THE PRESENTATION or MORE INFO ABOUT YOU, either choice is a GOOD CHOICE FOR YOU!
If on the other hand there is only One Choice at the bottom of the page, which is to go to THE PRESENTATION, then Your Prospect is faced with a YES-OR-NO Decision.
Axiom Number Sixty-One – NEVER put a Prospect in the position of making a Decision where one of the Choices is BAD FOR YOU!
At the bottom of the “MORE INFO” Page, if there is ONLY ONE UNIQUE PRODUCT, you’d roll right into the SALES PRESENTATION. If there is MORE than ONE Unique Product, then the CHOICES would be at the bottom of the “MORE INFO” Page.
Once the Site is on the Sales Presentation, the Site will go all the way down to the 7th “CLICK HERE TO ORDER” and will also have a Menu Choice of “MORE INFORMATION.”
This “MORE INFORMATION” choice goes to the FIRST REBUTTAL Page. At the bottom of this page, the “CLICK HERE TO ORDER” and the “MORE INFORMATION” is repeated.
The “MORE INFORMATION” choice goes to the SECOND REBUTTAL Page. At the bottom of this page, the “CLICK HERE TO ORDER” and the “MORE INFORMATION” is repeated again.
The “MORE INFORMATION” choice goes to the THIRD REBUTTAL Page. At the bottom of this page, the choices are “LAST CHANCE TO ORDER” and the “TIME TO MOVE ON” is repeated again.
At any time during the Sales Presentation, or during any of the Three Rebuttal Screens, when Your Prospect Clicks to ORDER, they go to the ORDER SCREEN. The ORDER SCREEN summarizes the OFFER and allows Your Prospect to enter their purchasing Information.
In PART THREE of this Course you will learn exactly what needs to be done to be able to accept Credit Cards at Your Site. NOT accepting Credit Cards is like running a Business without a Cash Register. Your Site MUST accept Credit Cards.
Up to this point, we have set up Your Site in unison with ALL of the PRINCIPLES that we have learned thus far.
Let’s take a moment and discuss the TOOL BAR and their functions.
YOUR TOOL BAR:
Home Page, Contact Me, Shopping, Advertising, FAQ’s, Site Map
Newsletters, Affiliates, My Account, Testimonials, Order Now
Subscribe to Newsletter, and Save to Favorites
HOME PAGE – Since the TOOL BAR is at the TOP of Most of the PAGES, having a “HOME PAGE” tab allows Your Prospect to easily find their way back to the “HOME PAGE”. If Your Prospect feels “lost”, they may panic and attempt to Exit. By making the Site EASY TO NAVIGATE, including a way to for them to get back to a familiar page, you’ll be less apt to lose Your Prospect.
CONTACT ME – Communication is not only a CRITICAL way to give Your Prospect a COMFORT level, it’s an EXCELLENT WAY to turn Your Prospect INTO a CUSTOMER! One of Your BEST SOURCES OF LEADS are the folks who send you Email. It’s Your Opportunity to strengthen Your Relationship with them and to build their CONFIDENCE in you.
SHOPPING – We’ll discuss this one in more detail, but here’s the short version of what we will discuss. On the Internet, MANY sites allow you to link to them so that anyone coming to Your Site can then choose to go from Your Site to another Site. You then earn a commission on any Sale that results from that link. Part of the SHOPPING portion of the Site allows Your Prospects and Customers to link to other Sites to shop. This is known on the Internet as an “AFFILIATE PROGRAM” as we discussed in detail in Chapter Nine.
A second part of the SHOPPING tab is for additional items that you may be able to sell in a “Shopping Cart” format. There are numerous items on the Internet that you can purchase “RESELL RIGHTS” for. We discussed this in detail in Chapter Nine as well.
The SHOPPING portion of the Site is CRITICAL to Your Profit Generation. It needs to be strategically placed and it needs to have controlled access. Locating it strategically in Your Site, the SHOPPING portion of Your Site can be EXTREMELY LUCRATIVE.
ADVERTISING – This tab has TWO purposes. It invites Other Sites to ADVERTISE on Your Site, which we spoke about in Chapter Nine. This is also a good place to offer your Copywriting Skills as a Service, if this is something that is of Interest to you. In addition, this tab opens the door to invite them to Explore YOUR AFFILIATE Program, as we discussed in detail in Chapter Nine.
FAQ’s – This tab addresses FREQUENTLY ASKED QUESTIONS. It gives you the opportunity to address and answer the issues that are MOST IMPORTANT. This will give Your Prospect more of a comfort level, which means that when the FAQ’s are properly used, they HELP to MAXIMIZE Your SALES-TO-PROSPECT RATIO. Make sure that you ask and answer these questions with the Goal of Supporting Your Sales Efforts.
SITE MAP – As we discussed in Chapter Nine, the SITE MAP is a useful Tool to help the Search Engines to rank Your Site HIGHER than it would if there were NO Site Map. The advantage of the Higher Ranking in the Search Engine is that it correlates with an INCREASE in the number of Visitors to Your Site.
NEWSLETTERS – In Chapter Nine we discussed allowing access to the archives of your Newsletters so NEW Subscribers have access to ALL of the INFORMATION AVAILABLE. This NEWSLETTER tab allows for access.
AFFILIATES – This tab is where another Site owner will go to explore the Affiliate Program that you are offering. Remember, in Chapter Nine we discussed in detail the necessity of having an Affiliate Program as well as being a part of many other Affiliate Programs.
MY ACCOUNT – This tab keeps track of the purchases that Your Customers have made, and of any special credits or discounts to which they are entitled.
TESTIMONIALS – This tab is also designed to give Your Prospect a COMFORT LEVEL by being able to go DIRECTLY to Testimonials. Adding Testimonials should be a CONTINUAL PROCESS. In Chapter Nine we discussed always asking for Comments AND free Permission to use them.
ORDER NOW! – Let’s assume that Your Prospect doesn’t have their credit card available, so they leave Your Site. They come back to PURCHASE Your Offer. This tab makes it EASY for them to go DIRECTLY to the PURCHASE screen instead of having to Navigate through the Site to find their way.
SUBSCRIBE TO NEWSLETTER – This Tab gives immediate access for Your Prospect to sign up for Your Newsletter. The advantage to the Prospect is that they have Educational, Up To Date Information available to them on an ongoing basis. As we discussed in Chapter Nine, the advantage for YOU is that you have their First name and their Email Address and PERMISSION to repeatedly Market this Prospect for FREE unless they choose at some point to unsubscribe.
SAVE TO FAVORITES – This tab allows the Prospect to Save Your Site to their list of Favorites. The advantage of this one is obvious. The easier it is for Your Prospect to visit Your Site, the more times you will get them to come back, and have the opportunity to Sell them again and again.
Make sure the Title of Your Home Page makes it EASY for the Prospect to REMEMBER Your Site by the Title Page name.
Let’s recap this Site layout before we go any further.
There are 13 pages on the Tool Bar, as identified above. There are 2 Home Pages, A Sales Presentation + 3 Rebuttal Pages for each UNIQUE item, a PURCHASE PAGE, and a SHOPPING CART page that needs to be flexible in opening to handle and unlimited amount of Products.
13 pages for the TOOL BAR
2 pages for the HOME PAGE
4 pages for the Sales Presentation
1 page for the Purchase
21 pages for the Shopping Cart.
1 Page for the Survey on Exit
1 Page for the Newsletter to back up the Survey
1 Page to Close the Presentation at the end of the Site
This totals 48 pages for this Site, based on having a Site that Sells just 1 UNIQUE ITEM. Add 4 pages for the Sales Presentation of each additional Unique item, one for the Sales Presentation, and one for each of the three Rebuttal pages. This means that if you have a second Unique item, Your Site would be 52 pages. If you have a third Unique item, Your Site would be 56 pages, and if you had four Unique items, your Site would be 60 pages.
We will discuss the remainder of the Site shortly. It needs to be pointed out that there are a lot of “free” templates available for Sites on the Internet today, and there are Free Sites that are given out sometimes when you sign up to Host with a particular service. It should be CLEAR that if the Site is not STRUCTURED to do EXACTLY what it needs to do, then the “free” offer really isn’t “free at all!
IT WILL HAVE COST YOU YOUR BUSINESS, YOUR PROFIT, YOUR GOALS AND YOUR DREAM! THAT MAKES IT PRETTY EXPENSIVE, DON’T YOU THINK?
AFTER THE INITIAL SALE:
Okay, we now have the Prospect up to the point of entering their credit card information on the Order Page. The verbiage on this page needs to make CLEAR that the Order Process is SECURE and PROTECTED. We will deal with this issue in more detail in PART THREE.
Once the Prospect has entered their credit card information, next up is what is known as THE UPSELL.
Your Prospect has their credit card out, they’ve made the decision to purchase, they have entered the required information, and they are waiting for Confirmation that the order was accepted.
NOW IS THE PERFECT TIME TO GIVE THEM AN OPPORTUNITY TO BUY A RELATED ITEM!
This is known as “THE UPSELL”.
Here’s how the Upsell goes:
“For a LIMITED TIME ONLY, we are offering The EXTREMELY POPULAR Thing-a-ma-bob, which will help you to get Tasks X, Y and Z done in record time – PLUS it Stores EASILY and you can take it with you when you TRAVEL!
The Thing-a-ma-Bob is NORMALLY $79.98, but as a SPECIAL OFFER, ONLY WHILE SUPPLIES LAST, You can ADD The Thing-a-ma-Bob to Your Order RIGHT NOW For ONLY $37.77!!! That’s a SAVINGS of OVER 50% OFF THE RETAIL PRICE, ONLY HERE AND NOW!!”
CLICK HERE TO ADD THE THING-A-MA-BOB TO MY ORDER!
CLICK HERE TO CONTINUE WITHOUT ADDING
The TIMING of THE UPSELL is CRITICAL because they are already in “BUYING MODE” and they don’t have to re-enter their credit card information!
Whether the PROSPECT does or does not order THE UPSELL, the next screen that comes up will CONGRATULATE THEM FOR THEIR ORDER.
AND WITH THAT MY FRIEND, AN INCREDIBLE TRANSFORMATION HAS JUST TAKEN PLACE:
YOUR PROSPECT HAS JUST BECOME YOUR CUSTOMER!!
We have WORKED ON THIS FROM PAGE 1 OF PART ONE!
LET’S ENJOY IT FOR A SECOND, FOR IT IS THE VERY REASON FOR THE ENTIRE EXERCISE !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
We started off in PART ONE discussing all of the GENERAL COMPONENTS that are CRITICAL TO YOUR SUCCESS.
We then proceeded to PART TWO, and we discussed EVERYTHING that SPECIFICALLY goes in to achieving YOUR DESIRED OUTCOME, WHICH IS TO GENERATE ENOUGH SALES TO MEET OR EXCEED YOUR DESIRED PROFIT.
THAT’S EXACTLY WHAT WE HAVE DONE !!!
WE HAVE SOLD OUR WIDGET X-100!!! AND WITH NO MORE EFFORT, WE MAY HAVE ALSO SOLD THE THING-A-MA-BOB TOO!
AHHH, THE SWEET SWEET TASTE OF SUCCESS !!!!!!
Imagine how you will feel when you achieve the amount of Visitors to Your Site that Your Business Plan calls for, the percentage of Prospects Your Business Plan calls for, and the Sale-To-Prospect Ratio that Your Business calls for!
YOU WILL THEN HAVE AN AUTOMATED, PROFIT GENERATING BUSINESS REQUIRING MINIMAL EFFORT ON YOUR PART!
AND MOST IMPORTANTLY, YOU NOW HAVE THE KNOWLEDGE TO KNOW HOW TO DUPLICATE THIS EFFORT TO CREATE ADDITIONAL SITES IF YOU SO CHOOSE TO GENERATE EVEN MORE INCOME!
YOU NOW KNOW WHAT IT TAKES TO BE SUCCESSFUL. YOU CAN APPLY YOUR MARKETING AND SALES EXPERIENCE TO ANY BUSINESS, BUILD A SOUND MARKETING PLAN, AND BUILD A SUCCESSFUL BUSINESS!
NO MATTER WHAT KIND OF A BUSINESS IT LOOKS LIKE IT IS, THE FACT IS THAT IT’S A SALES AND MARKETING BUSINESS WHOSE PURPOSE IS TO GENERATE PROFIT!
Now that You have made The Sale, let’s SELL MORE ITEMS TO THIS NEW CUSTOMER!
- You belong to Affiliate Programs for Related Products,
- You have Other Products that are yours to sell that Do Not require an entire Sales Pitch, and/or
- Products to which you have the Resell Rights
The Site will NOW DIRECT Your CUSTOMER to Your Shopping Cart Portion of Your Site.
This portion of Your Site will allow for Your Customer to Purchase Items that you are Selling, PLUS, it will allow for you to include a write-up to INTEREST Your Customer enough to Click on the Link to an AFFILIATE!
If Your Customer clicks on an item or items to Purchase, Your Site will take them to the Checkout Page, and they will re-enter their credit card information.
At this point, Your Site will follow the same layout as when Your Prospect purchased Your Initial Offer, which is to offer another UPSELL! Then Your Site will go to the CONGRATULATIONS page, advise them to PRINT THIS PAGE for their records, and proceed to a CLOSING PAGE.
The CLOSING PAGE does the Following:
- Thanks Your Customer for their Patronage
- Congratulates then on their Purchase
- Advises them of specials, advertisement, highlighted links, or any information that you want them to leave your site with,
- Includes an invitation to return at a specific time for a specific reason, and
- Once again suggests that your customer saves your site to their “favorites” and has a simple link for them to do just that!
Remember, as we discussed in Chapter Nine, Your Customer is of TREMENDOUS VALUE to you in terms of being able to CONTINUE to Market Additional Products and Services through the use of Autoresponders to SELL ADDITIONAL OFFERS or SUGGEST ADDITIONAL AFFILIATES!
The SAME IS TRUE for Prospects. Once they come to Your Site and turn from a VISITOR into a PROSPECT, they are of GREAT VALUE to you as long as you can capture their First Name and Email Address before they leave Your Site.
Even if Your Site didn’t CLOSE THE SALE on Your First Interaction with Your Prospect, remember that you can CONTINUE TO MARKET THEM FOR FREE with the use of Autoresponders.
If the Prospect attempts to EXIT the Shopping Cart area, the next Page of Your Site is the Survey Page, where you give away something of VALUE in return for the Prospect’s input on how they felt about Your Site and Your Offer.
The CRITICAL PART OF THE SURVEY is the two questions that together gave you the REASON that the Prospect came to Your Site, and the REASON they didn’t buy from you.
Axiom Number Sixty-Two – THE REAL OBJECTION IS THE MOST CRUCIAL PART OF THE SALE.
If the Prospect leaves Your Site without you ever learning WHY, the odds of Selling that Prospect Your Offer is CONSIDERABLY LESS than if you KNOW WHY THEY DIDN’T BUY!
By encouraging Your Prospect to fill out the Survey in Return for something of Value that they can download (which by the way in part can point out the benefits of Your Offer!) you are asking them for their OBJECTION!
YOU CAN THEN PERSONALIZE YOUR AUTORESPONDER MESSAGES TO ADDRESS THIS PROSPECT’S SPECIFIC OBJECTION as we discussed earlier!!!
THIS IS AN INCREDIBLY USEFUL AND EFFECTIVE SALES TOOL!
Upon attempt to Exit, if Your Prospect doesn’t take the time to fill out the Survey, you’ll at least want to get them to SUBSCRIBE to the Newsletter so you have their First Name and Email Address.
The next screen that comes up will offer the Prospect A FREE NEWSLETTER FOR 1 YEAR, a $119.40 VALUE (Based on a SUBSCRIPTION RATE of $9.95 per month) ABSOLUTELY FREE FOR SUBSCRIBING RIGHT NOW!
You won’t get the Objection from Your Prospect this way, but you will still be able to build Your Opt-In list as we discussed in detail in Chapter Nine.
One other thing we should talk about is the SEQUENCE of Your Site. When a Visitor comes to Your Site, if they attempt to Exit at any time, the Site needs to bring up the SURVEY first, followed by Your NEWSLETTER SUBSCRIPTION offer, so you have 2 chances to capture their First Name and Email Address.
As you can see, the description of this FIRST CLASS SALES SITE is intricate, specialized, well thought out, and working in UNISON with the Principles of Sales as we discussed. Now you KNOW EXACTLY what you need in order to MAXIMIZE Your SALES-TO-PROSPECT RATIO.
AND ONLY BY KNOWING CAN YOU FINE-TUNE YOUR SITE TO MAXIMIZE ITS EFFECTIVENESS!
If you know how to program, you now have the layout to make Your Site the MOST EFFECTIVE it can be at its Fundamental Core
If you do NOT know how to program, then You will need to find the Services of a Web Designer and have them design a Site of this nature for you.
I wrote this Course to help you to have the KNOWLEDGE that you need in order to GENERATE YOUR DESIRED AMOUNT OF PROFIT.
I realized that like me, unless you knew how to program a complicated Site, you’d need to find a QUALIFIED WEB DESIGNER. This is not easy! Finding a GOOD, RELIABLE ONE that understands what you want, and gets it done in a reasonable amount of time, is NOT the easiest thing to do.
And, having a 30 or 40 page Web Site CUSTOM DESIGNED, building in ALL the features that you need PLUS the FLEXIBILITY for you to be able to have an UNLIMITED SHOPPING CART, is PRETTY EXPENSIVE and VERY TIME CONSUMING!
At the same time, ONE BIG REASON why so many New Businesses fail is because since money is usually tight at the start, they go into their new Business UNDERCAPITALIZED. And since they don’t have enough money to go into Business and do things the way they NEED to be done to be SUCCESSFUL, they can only go through the motions.
But if you don’t do the job the way it needs to be done, you will not get the results you are looking for. IN ORDER TO BE SUCCESSFUL, YOU NEED TO SET THE BUSINESS UP PROPERLY, FROM THE GROUND UP AND DO IT RIGHT THE FIRST TIME!
This means that you need to have ALL of the BEST TOOLS at Your Disposal. YOUR SITE, WHICH IS YOUR ONLY AND ULTIMATE SALES PERSON, HAS TO BE TOP NOTCH!
Axiom Number Sixty-Three – SUCCESS DOESN’T HAPPEN BY ACCIDENT
SUCCESS IS THE RESULT OF HAVING A SOUND PLAN, AND OF EXECUTING THAT PLAN WITH RELENTLESSNESS.
When you create a SOUND PLAN, such as the detailed layout of the Sales Site that we just finishing developing, you CANNOT then put up a simple Site that is missing the features that Your Site needs to have, and expect to be SUCCESSFUL!
At the same time, for each person who reads this Course and decides to start their very own Internet Business to go out and try to find a Web Designer and pay thousands of dollars for their own Web Site and actually get what they need, is also unrealistic.
FORTUNATELY, I can offer you a Solution! I explained this situation to my Web Designer, and she was MOST HELPFUL. She arranged it so that I could BUY THE RIGHTS to the SITE that we just finished describing!
That means that the layout of the 30 to 40 page Site that we just finished working out, that would give you YOUR BEST OPPORTUNITY FOR SUCCESS, is available to you EXCLUSIVELY!
This means that you don’t have to worry about how you are going to go about putting Your Site together, because the work is already done!
We will discuss this in more detail in PART THREE of this Course.
THE SHOPPING SALES SITE
ANOTHER TYPE OF SITE IS A SALES SITE THAT SELLS OTHER FOLKS INFORMATION, PRODUCTS OR SERVICES.
This type of Site is similar to the First Site that we just finished discussing, with the exception that if you do not have A UNIQUE INFORMATION, PRODUCT OR SERVICE to offer, you may not have to Sell Yourself first.
A Site of this nature would start out with the Same Logo, Sub Heading, Information line, and of course the principles of having 3 seconds Your Prospect’s attention still remain.
However, if you are offering SPECIAL ITEMS for sale from a supplier that you have arranged to Drop Ship to Your Customers, for example, then THAT’s what you’d want Your Prospect to see on Your HOME PAGE. In this case, you may want the “MORE ABOUT YOU” or “MORE ABOUT YOUR COMPANY” to be a Tab on the TOOL BAR because building Your Credibility is not crucial to Your Sale.
Remember though, in order to have a CREDIBLE SITE, you need to have a CREDIBLE OFFER. There needs to be a REASON WHY Your Prospect wants to come to Your Site, and what will keep Your Prospect INTERESTED in Your Site.
You need to decide whether you DO or DO NOT need to Sell Your Prospect on either YOU or YOUR BUSINESS FIRST, or whether they need to see YOUR OFFER FIRST.
By establishing a relationship with a Supplier where You can sell a product line, and then by going into another page where you can attach numerous Affiliates to Your Site, you can develop quite a nice Sales Site.
Make sure to apply all of the other techniques that we discussed in Site ONE above, of course, including your UPSELLS, Newsletter Subscription, and Save to Favorites.
This Site is easier to put together, and IF YOU HAVE IDENTIFIED A NICHE MARKET, could be very lucrative. But there needs to be SOMETHING UNIQUE. Whether its Your Newsletter or Ezine, or whether Your Site provides some type of Free Information, or whether Your SPECIAL OFFERS are REALLY THAT GOOD, Your Site needs to work in UNISON with ALL THE PRINCIPLES OF SALES that we discussed in detail.
FORTUNATELY, THE LAYOUT OF THIS TYPE OF SITE IS ALSO AVAILABLE EXCLUSIVELY, AS IS THE LAYOUT FOR SITE ONE, THE UNIQUE SALES SITE.
We’ll discuss this more in PART THREE as well.
THE “ASSISTANCE” SITE
The third and final type of Site that we need to discuss is NOT a SALES Site at all!
This Site is a Site that is of ASSISTANCE to an Internet Visitor in General. The idea of this Site is to do the same thing as a SALES SITE, which is to GENERATE TRAFFIC!
The Traffic BECOMES Your Asset as long as you capture their EMAIL addresses, because as you develop THOUSANDS of addresses, you can then do one of THREE THINGS:
- SELL ADVERTISING on Your Site because You have HEAVY TRAFFIC
- CONVERT YOUR SITE TO A SALES SITE now that You have Established Traffic
- SELL THE SITE to another company that would LOVE To have a Site that has HEAVY, REPEAT TRAFFIC.
If you have an idea for an ASSISTANCE SITE, these are more Unique in appearance and varied in Design. This is the kind of Site that would be most effective if produced by a Professional Web Designer.
The PROFIT from this Site ONE YEAR after creating it could be PHENOMENAL! But for that First year, don’t expect to make much money from it. That’s the whole idea of this type of Site – to let it grow first, and THEN harvest the rewards.
If you have the foresight to see how lucrative developing a Site of this Nature can be, you can always develop a SALES SITE for yourself AND an ASSISTANCE SITE as well. The SALES SITE will generate income TODAY, and the ASSISTANCE SITE will build a potentially HUGE INCOME in the Future.
Depending on how the ASSISTANCE SITE is designed, you may be able to draw thousands of Visitors to that Site, and ADVERTISE YOUR SALES SITE ON THAT ASSISTANCE SITE!
This way, whatever it costs you per month to Operate that Site is not lost because the ADVERTISING will drive Visitors to Your SALES SITE!!!!
For food for thought, let me share with you what I have done in this regard.
As you know, the Site that I operate is www.All-About-Business.com and the Site that my lovely wife operates is www.All-About-Home-And-Family.com. Kathey Jo’s Site is a GREAT SITE FOR THE LADIES! Free Recipes, Helpful Household hints, Advice, Gossip, Classified Ads, Specials of the Week, and Shopping Sites that are listed by Category for EVERYTHING for HOME and FAMILY in order of “Thrifty”, “Moderate” and “Sky’s The Limit”. With ALL of her Years Cooking, Caring for people with special circumstances, and being a Professional Purchasing Agent, this Site was a NATURAL for her!
Anyway, aside from the two “ALL-ABOUT” Sites, we have a THIRD SITE called www.The-Net-Directory.com. Instead of going to a Search Engine, entering “INTERNET BUSINESS” and having a search give you “1 of 10 of 2,000,000,000 choices in 1/2 a second, I had an idea.
My idea was to pull up THE-NET-DIRECTORY, enter your keywords, say “INTERNET BUSINESS”, and then enter 3 CRITERIA for the Search:
.COM companies only, .NET companies only, etc. or all Sites
Over 1 year in Business, Over 2 years in Business, Over 3 years, etc. all Sites
A rated, B rated, all Sites (there are services on the Net that rate businesses based on customer surveys)
This means that by using the NET DIRECTORY, you can get INTERNET BUSINESS information from .COM companies only that are 3 years minimum in Business and have an A rating only. I thought this would be more helpful to an Internet Visitor than a list of 2 MILLION possibilities!
I used the principles for Marketing in Chapter Nine that applied to this type of Site, and then I added one:
A $25 PER DAY GIVEAWAY!
All a person has to do is to check the Site every day to see if they won, because they have 24 hours to claim their prize. The Site is COMPLETELY Automatic, so it requires no work to maintain.
The Site generates a TON of Traffic. And both WWW.ALL-ABOUT-BUSINESS.com and WWW.ALL-ABOUT-HOME-AND-FAMILY.com are ADVERTISED on WWW.THE-NET-DIRECTORY.com !
The Site is FREE to the user, AND FREE to the Companies listed!
Of course, THE-NET-DIRECTORY has joined EVERY AVAILABLE AFFILIATE PROGRAM FOR EVERY BUSINESS ON THE DIRECTORY!
Can you see the Wisdom in having an ASSISTANCE SITE to COMPLIMENT YOUR SALES SITE and GROW TO POTENTIALLY ENORMOUS PROPORTIONS?
In Chapter One, Page One, we started by saying that SUCCESS STARTS FIRST AND FOREMOST IN ONLY ONE PLACE- BETWEEN YOUR EARS. HOW TRUE IT IS!!
The layout for a Directory Type of a Site is also EXCLUSIVELY available. We will talk about ALL THREE TYPES OF SITES IN MORE DETAIL in PART THREE of the COURSE.