January 26th, 2010

Trying to Turn Website Traffic Into Sales? Do This Instead…

Money Down DrainDon’t try to do the (almost) impossible. That is to get someone to buy from your website on the very first visit. It just won’t happen. Why? Because we consumers like to shop around, get familiar with your offering, and feel safe and secure in buying from you. Nothing personal, it’s just how it is. And it takes time… usually seven or more visits before we’re willing to pull out our credit card.

Instead, focus on getting website visitors to give up their contact information. More specifically, their email address… so you can start building an email list of prospects for your products and services. You can then market to this list again and again to get potential buyers comfortable with your brand and what you have to offer. Over time, this ever growing email list will become the heart of your marketing efforts!

Of course, website visitors aren’t going to hand over their email address for free. You need to promise something valuable in return. Coupons, newsletters, buying tips, and free trials are all good examples of content that not only gets prospects to “sign up” but also keeps them on your list… as you work to build a trusting relationship.

How to get started:

  • Put an easy to see “sign-up” or “join mailing list” button or link on every page of your website. The upper right hand section of your site is a great location for it.
  • Link to an email capture form that asks for your prospect’s name and email address. Sure you can ask for more but it’ll result in fewer folks handing over their information.
  • Set up an “auto-responder” email that will automatically be sent to prospects after they join your mailing list. Use this email as a welcome and to let them know all the benefits of opening your emails!

Don’t worry if you’re not technically inclined (I’m not). Most email marketing companies offer tools that make it easy. Check out AWeber, MailChimp, iContact, and GetResponse to learn more and get started.

You’ll also have to figure out your content strategy. Meaning, what are you going to email to the prospects on your list at least once a month (or more!)? Make sure and send helpful information that they’ll be happy to receive such as newsletters and coupons. Otherwise, they won’t open your emails… or worse, they’ll ask to unsubscribe from your list!

Just remember to create goodwill with your email list. Your prospects will thank you… by taking advantage of special offers you send their way!

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Posted in email marketing, leads, online business, prospects, website | 40 Comments »