One Great Reason You Are Not Getting Sales from Your Website!

Author : , Date : December 4, 2014

One-Great-Reason-You-Are-Not-Getting-Sales-from-Your-Website

 

“One Great Reason You Are Not Getting Sales from Your Website!”

 

Tim in Phoenix, AZ emailed and asked: “Please help me understand. Why is it when people get on my website or they look at my social media, they don’t buy from me?”

Tim, people love to buy but they hate to be sold. Are you spending too much time selling instead of giving people the opportunity to buy from you?

If you’re still using the same kind of mass marketing techniques online as most business do. you’re in trouble. What incentive, reason or compelling interest does someone have to buy from you if they can get what they want somewhere else for very little money or at a discounted rate?

If you’re not earning new prospects and sales through your website it’s because you are no different in the view of your prospects than any other business. You’re simply a commodity. You have to give people a really compelling reason to buy from you.

In today’s video blog I will explain how you can position your website, blog and social media so that people want to buy from you instead of run from you to your competitors. You will learn what the number struggle businesses have when it comes to their marketing and sales and how you can change what you’re doing so that you can get the results you’re looking for.

 

Do you have a thought, comment or question? If so, please share with me below in the comments section and let’s chat!

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Don Purdum

Don Purdum

Don works with businesses to help them discover who their customers are and what business they are "really" in. He is an award-winning blogger and branding / marketing consultant.
Don Purdum
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26 thoughts on “One Great Reason You Are Not Getting Sales from Your Website!

  1. Hi Don,

    I believe that Networking online is the same thing offline. 🙂

    You know I went to the women Meetup group one time. And they always say, do not sit with someone you know. But sit with someone you don’t know. And so that day I have 2 different people sitting on my right and left. The gal on my left didn’t know how to do Network Marketing. She right away told me her Solar product, which I couldn’t care. I wasn’t there to buy Solar but I’m there to get to know someone. Anyway, to make that long story short. We exchange business card. And as soon as I got home, I received an email from her wanting to recruit me in some Solar business. And little did I know, I didn’t even know she was a doctor.

    My friend said, “Why didn’t she tell us that she was a doctor?” Instead of telling us that her husband is into this Solar business and she’s there to represent it. We DO NOT know her. I don’t know her. And it feels very awkward to buy something from her being recruited by her even. Anyway, it was such a TURN OFF. I end up not contacting her. I throw away her business card.

    I think making a sales online is the same thing. You have to build your repertoire and trust from people. Why would they buy something they don’t trust? I wouldn’t.

    Anyway, great video. This is one of the best way to address questions that need answers and you have given the best answer!

    Angela

    1. Hi Angela,

      Isn’t that the danger of networking when you don’t really know how to? Too many people are going to meetings and events with a eye of selling instead of finding that one person who they want to get to know and build a relationship with.

      I always approach gatherings and meetings that way… I listen, learn and focus on finding that one person who has an interesting business that I want to get to know.

      I never, ever, never sell them.

      Now, I know you understand this, but this is what the majority of people do on their websites. They go straight for the sale. It might be a landing page or a short, pithy blog article that does nothing for them but try to get them to give up their credit card number.

      The truth is that people hate to be sold, but they love to buy. That’s why I encourage website owners, blog writers, social media users, etc… to focus on building relationships that allow people to buy instead of feeling like we are just thinking about ourselves and trying to sell them.

      I always appreciate your comments Angela.

      I hope you have an amazing week and thank you as always for such a thoughtful comment!

      ~ Don

  2. Hi Don,

    I missed this one because I was off line with family members… Thank you so much for quoting me in my last blog. – People are not on your blog to benefit you…they are looking to find out what they can get from you.

    Everything we do from our blogs to social media has to bring value to others. In the past, before I rolled out with my products, I had people getting in touch with me asking me to mentor them. Wow..I was impressed lol I had no expectations for that one!

    I always like to use the that good old 80/20 rule. Write good content 80% of the time and write about a new offer I have produced 20% of the time.

    Sometimes I do like to share stories. Especially the ones where I goofed up, things went wrong and how I learned how to fix it. I find that so many resonate with that! Other times, I do some instructional posts. I like to mix it up so that my readers, who come from many walks of life, can resonate with me.

    Always write for people…on your blog…communicating on social media, etc. It is all part of an altruistic mindset.

    Thanks once again Don,

    -Donna

    1. Hi Donna,

      No worries at all. I was out almost this entire last week. Last week we my wife’s precious 91 year-old grandmother passed and we had the funeral on Tuesday. It pretty much shot my week and then we went to our friends in Jersey and celebrated my son’s 13th birthday in NYC. It has been his dream and we had a blast!!!

      Value really is the key, isn’t it? Who wants to read all about how great someone thinks they are… but isn’t that what most websites and blogs do?

      Congratulations on people asking you to mentor them! What a BLESSING!!! Many would die for that, me included… lol.

      Always write for people. I so agree with you. It really is the best policy and way to do it.

      I hope you have a fantastic week Donna. See you soon on your site!

      ~ Don

  3. ” See your business that way you customer sees it, not the way you think you created it.” I like that, it makes you think and examine the gap between the two.

    Often people think they are one in the same but if you’re not getting the results you want it might not be.

    Great insight Don!

    ~Lea

    1. Hi Lea,

      Thank you for the kind words. So true, there is a huge difference between the way we see our businesses and the way our customers and the public sees our businesses.

      That gap can be significant and it’s what generally causes businesses to go out of business.

      I appreciate your comment Lea. I hope you have a great week!

      ~ Don

  4. Hey Don,

    Great video! Speaking of this, me and a friend had a conversation about creating a first impression. The question is, what can others get from us that they can instantly use for themselves the first time they meet us. I thought that this was powerful.

    This relates to what you’re saying. People hate to be sold but you want to give them the opportunity to buy from you. That is a change of mindset. When we get into entrepreneurship, especially with home business, we’re conditioned by what we were taught through TV, Newspaper, social media, etc… on sales which is usually not a accurate outlook.

    We need to unlearned what we learned, and actually readjust our thinking the way our customers think. Even with blogging, and I like the fact that you mentioned what Donna said about it. It’s mainly about your visitors and not about you. As I learned in network marketing when I use to be in it, people are tuned into WIIFM (What’s in it for me) radio station LOL… But yes, it’s all about as you mentioned, your competency, if they know you, trust and like you!

    Thanks for the share Don! I hope you’re having a great weekend!

    1. Hi Sherman,

      So glad you stopped by and offered your insights. Spot on Sir!!!

      I agree, most small businesses are not trained and taught how to market and sell. As a result, they go with what they think they know. The unfortunate reality is they don’t realize many times they are doing it wrong.

      And wrong hurts their companies every single time!!!

      Advertising is just one form of marketing, and yet that’s where most businesses feel they know something and try to do that instead of taking the time to get help, lay a foundation and learn how to create purpose, strategies, goals and objectives.

      Great perspective Sherman!

      Thank you and I hope you’re having a great start to your week!

      ~ Don

  5. Hi Don,

    Loved the video, though I am sorry, I was also enjoying the Christmas tree while watching you speak! Yes, the celebrations and festivities are all around- and I am glad you placed the tree there. 🙂

    You are SO right in all that you mentioned, and even though it was addressed to Tim and related to sales, but the message comes across loud and clear – people will buy or come to you only once that trust develops and they know you have something good to offer, which only happens once you develop that kind of relationship with them. Oh yes…you need to reach out and connect with others for that, and networking surely does help.

    Yes indeed, it’s always about others and helping them, not about yourself, and people notice that through the way you interact, comment, share, and generally the good you do for others. It’s called ‘Karma’ and that always does return, in one form or the other. You surely are a ‘seller’..lol..and are doing such a wonderful job through these video series.

    Thank for sharing this with us. Happy weekend 🙂

    1. Hi Harleena,

      lol… I love Christmas and I really love to decorate. It’s kind of my thing and my wife helps me.

      It’s never about ourselves… but unfortunately because of bad training and teaching around sales people have learned to make it about themselves instead of their customers.

      The secret is always based on having a positive attitude. I can tell when someone is positive because if they make it about themselves that means they are insecure, worried and unsure most times. Positive people know how to make it about others!

      Thank you as always for such kind words Harleena. I hope you’re having a great start to your week!

      ~ Don

  6. Hey, Don,

    Great job on your video, and I couldn’t agree more! Marketing 101 for sure. Love it!

    There are many elements that need to be in place in order for someone to buy. Credibility established is definitely foundational, yep – glad Tim asked the question because this answer needs to be given out.

    We’ve all heard the “know, like and trust” part regarding before someone will open their wallet and spend with you, but I think it’s more to do with nailing it in providing an extremely relevant solution/product that they can’t live without, and that’s compelling enough (through good copy writing) to encourage them to spend and try it. It’s complex yet it’s so simple.

    As Sylviane said, your tree is beautiful, so please let your wife know we all think so! 🙂

    Thanks, Don – will be sharing through social media.

    – Carol

    1. Hi Carol,

      I appreciate the very kind words!

      I have learned that many times people are ready to buy, but our messaging and constant marketing (even in the sales cycle) leaves the prospect feeling like something is missing, or isn’t right, and they don’t buy.

      Like I said, it’s our job to give them the opportunity.

      Know… Like…. Trust… it’s important but incomplete. I really believe it starts with competency, even if it’s simple or basic. If an airline proves they can’t get me where I want to go in a reasonable time on a consistent basis I won’t fly them. The principle is eternal and it always exists.

      Relationship may extend the number of opportunities I give a business being run poorly but once the line is crossed there is no longer a relationship choice, just a logical one. Right?

      Thank you for the kind words about the tree. My wife didn’t do it, I did it. I love to decorate and I really enjoy it a lot. Of course she offered some input but she knows it’s kind of my thing, lol…

      Thanks again for commenting and I hope you’re having a fantastic start to your week!

      ~ Don

  7. Hi Don,

    Your point and Donna’s just plain make sense.

    The way I see it, you can either attract or repel. Folks can see me as that annoying guy who’s trying to shove his eBooks down their throat, or they see me as the guy who inspires, who blogs to free all of us, and then, they’re more likely to buy from me.

    You are an in-demand commodity Don. You worked to be one, creating value and building your network like a boss. Selling happens when your energy is not devoted to selling, but to helping, and to building connections with niche leaders.

    I always found it a gazillion percent easier to create something super helpful on the blogging or video or eBook front, then, I’d give it away for free, then I’d make a ton of friends in inspired places, then, my value, and my generous, way too kind network, would sell for me. It’s almost like our legwork does the selling, right?

    Don, dead on advice here. If sales seem to be flagging, bump up the value, give it away for free, make friends in high places by promoting them, and you’ll get things going on the revenue side o things.

    Thanks for the inspired share!

    Ryan

    1. Hi Ryan,

      Attract or repel – that’s the real name of the game isn’t it!!!!

      I suppose we can never truly satisfy everyone and that’s the reason why it’s so important to know yourself and your business. The foundational work I talk about often is so critical that if you don’t do it then you’re leaving your business exposed to unnecessary loss.

      Energy in my opinion ought to be devoted to marketing done right via value. Value in my opinion is when I’ve helped someone and it didn’t cost them a thing other than their time.

      I’m always thinking about how can I give someone a strong and compelling reason to buy me?

      That means they have to experience me, believe in me and have the assurance that I will help their business be better – FOREVER!

      So, I may give away to much for free but I would rather earn a paying, loyal, long-term client who knows I know my stuff than leave them second guessing.

      Great comment Ryan! I hope you have an awesome weekend!

      ~ Don

  8. Don,

    This makes so much sense and in a lot of ways it was exactly what I needed to hear. I’ve been trying out several different marketing strategies and what I’m coming to discover is that in such a crowded marketplace, the most effective strategy for me is to take advantage of existing relationships and position myself or rather my company’s services as a solution for their specific needs.

    I’ve found that meeting people at that point rather than waiting until they’re already fishing for freelancers in the vast ocean of competitors is far more effective. Don’t you think?

    Brittany

    1. Hi Brittany,

      I agree. I you’re waiting on them to find you, you are likely way behind the curve. Meeting them where they are at is crucial!!!

      That means you have to “specifically” know your audience. Who are they? Where do the hang out? What are their interests? Why would they need you?

      It’s easier to separate yourself when you know how and where to meet them and how to help them.

      I hope you have an awesome weekend Brittany!

      ~ Don

  9. Hi Don,

    Great podcast. That is a great question from Tim and I am sure many have that same question. I agree that people hate to be sold to. When I see someone trying to sell to me I am immediately turned off and I am sure others are too.

    I read Donna’s blog also and she is spot on – They are not on our blogs to benefit us, they are trying to benefit themselves. It is our job to put ourselves in a position to be able to assist the person that is looking to buy, that is much better than selling to them.

    These days there is so much competition. People will buy from us because they like, know, and trust us and not so much because we are selling a product or service. As I stated, they can purchase that same item from the next person just as well.

    I like your view about our websites should talk to the problems people are looking to get solved. If we focus on giving them a reason to buy we are on the right track. Don, you and Donna Merrill are spot on this week on this very important topic. Thanks for sharing.

    1. Hi Nathaniel,

      I love it when the lights go on and people understand what the difference is between marketing and sales (if you didn’t get a chance to see that article here is the link: http://www.unveiltheweb.com/articles/what-difference-between-marketing-and-sales/).

      It is so true that we hate to be sold, but people do love to buy. The question for many businesses is not are people buying what they have to offer, it’s who are they buying from.

      Should they buy from me or my competition. Many times that decision is up to me as the seller. If I market in sales I’m going to drive them away into the arms of my competition who would love to take that business.

      It all starts with competency and then it turns into know, like and trust. I even think go as far as to say that competency is the foundation for the other three because if someone doesn’t think we can do the job they will go someone else they believe can if they feel they know, like and trust us.

      That means we have to be able to meet a need or solve a problem and give people a real reason to buy from us.

      Thanks so much for your comment Nathaniel. I hope you have a wonderful weekend!

      ~ Don

  10. Hi Don,

    I like your beautiful Christmas tree.

    I think that anyone having visiting your blog for long enough now, can understand better why they don’t make sales and what they need to do to make them.

    Interestingly, I hear more and more about the need to give in order to receive the rewards these days. I think that this is going to be the big theme of 2015.

    Love your Christmas decoration 🙂 Have a wonderful weekend.

    1. Hi Sylviane,

      Thank you for the very kind words!!!

      Sales is really nothing more than allowing people the opportunity to buy. As I shared when we chatted on the phone, marketing really caries the brunt of the work and we don’t want to confuse the two in a sales meeting. That is guaranteed to cost someone a sale and a prospective customer an opportunity to work with a great company.

      Giving is the real essence of getting. You can’t get if you don’t give. In fact, I’m thinking of doing a blog article on the law of reciprocity next week. I once heard a marketer share that he earns more business with this simple formula:

      give + give + give + give + ask = sale

      Give something away four times and then ask for the opportunity to serve equals an opportunity at a sale. I really liked that.

      Thank you, the tree really came out nice this year.

      I hope you have an awesome weekend Sylviane!!!

      ~ Don

  11. Wonderful Podcast video Don.

    Even, I had same question in my mind and thanks to Tim that he asked and you revealed the answer here. This is really helpful for me.

    Thanks for the great help by these question answer series. I am enjoying this podcasting series.

    Thanks again! Have a nice day!

    1. Hi Nisha,

      Thank you for sharing and expressing that you too had a similar question. That’s what I love about this series… if one person has a question you can bet there are many more that do as well.

      I hope you have an awesome weekend and thank you for commenting!

      ~ Don

    1. Hi Sarah,

      Yes, positioning over branding is much more powerful and persuasive for the overwhelming majority of businesses!!!!

      I don’t think many forget, I think they hear way to much about branding… Just a thought. 🙂

      Have a great evening Sarah!

      ~ Don

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