Webmaster Papers




Google
 
Web webhostingpapers.com




/pagead2.googlesyndication.com/pagead/show_ads.js">

The Two Most Common Mistakes That Scare Away Web Visitors


Can you imagine the hypocrisy of spending thousands of dollars, countless hours, and boatload of resources to create a marketing tool that actually sends prospects running for the hills? It might seem crazy, but a overwhelming majority of websites are doing just that.

By failing to (1) define the specific goals of your website and (2) understand how it fits in with your customer's buying process, you could be loosing out on the opportunity to enable prospects to receive the value you can offer them. -- Or worse, by grossly confusing, discouraging, and even annoying them, you could be pushing them into the arms of the competition.

These two incredibly common pitfalls could be costing you business.

However, used effectively, your website becomes a strategic component of a well-oiled marketing and sales funnel that effectively supports your ideal prospects and customers in making the decision to work with you.

There are three components to an effective marketing and sales funnel:

Component 1 - Enables ideal prospects to find you or your business

Component 2 - Gives a prospect an experience of you

Component 3 - Invites the prospect to become a customer

Each successive stage helps your ideal prospects -- those who most need the solutions you offer -- to find, connect, and build a feeling of trust with you.

Like a funnel, it is wider at one end and smaller at the other. So in order to get an abundance of customers coming out at the end of the funnel, it's important that you supply the beginning of the funnel with a healthy number of prospects.

Each component of a fine-tuned marketing and sales funnel uses key marketing tactics and tools to guide a prospect along the path to working with you.

A website is one of those tactics and tools. Other examples include email newsletters, complimentary consultations, brochures, speaking engagements, strategically-placed advertising, grassroots marketing, publicity, and networking.

Together, the three components, and their underlying tools and tactics, can support you in reaching your business goals.

To build an effective sales and marketing funnel, first define your specific marketing and sales goals. Do this by asking yourself:

How many new customers do I want to generate per week/month/quarter/year?

How many dollars in revenue do I want to generate per week/month/quarter/year?

What would you like your product and service mix to be? In other words, of your total sales, what percent would you like to have allocated to which product and service?

How many total prospects would you like to have in you customer database? How many people would you like to have on your mailing list?

How many people would you like to add to your mailing list per week/month/year?

Once you have defined the specific goals and objectives of your marketing and sales funnel, consider how you would like your website to support those goals.

Looking at your Marketing and Sales Funnel, do you want your website to support Component 1, Component 2, Component 3, or some combination of these?

If you want your website to support Component 1 of your marketing and sales funnel -- it must serve as a channel for high-volumes of people to find out that you and your company exist.

In order for your website to support Component 1 of your marketing and sales funnel, it must produce a consistent heavy flow of prospects to your business. Without this, the rest of your marketing funnel will suffer dramatically. If only a few people can find your business, then even fewer will be interested in sticking around to get an experience of you.

To make sure you have consistent, heavy flow of prospects coming to your website, consider specifically how a prospect might find you.

Did they search for you on a search engine, like Google? If so, what specifically did they search for?

And when the list of options came up on Google, where was your listing located? Was it in the top 10 listings, or was it on page 102?

Did they find you on another website? Like an affiliate partner website?

Did they find you on another website featuring an article you wrote? If so, what kind of article would have brought them to you?

Were they visiting a popular, high-traffic website that attracts a similar market as yours, when they found a banner add linking to your website?

In order to effectively help prospects find you, it's essential that you understand the specific needs that they are trying to solve. This will help you craft effective search engine listings, feature relevant articles, and target the best key words.

By doing this, you can align with and help along the decision-making process of prospects.

If your website is NOT meant to function as a vehicle for Component 1, then make sure that some other marketing channel is -- speaking, networking, article-writing, publicity, advertising, or some other tactic.

Remember that without a healthy Component 1 -- leveraging a website or some other marketing tool or tactic -- it's almost impossible to meet your sales and marketing goals.

If your website is meant to support Component 2 of the marketing and sales funnel, the focus shifts towards giving visitors an experience of you that leaves them wanting more.

Examples of using your website for Component 2 - to give visitors an experience of you include:

Offering a host of free downloadable tools - reports, assessments, community-building tools, etc.

Having a blog

Making available articles

Having high-quality, high-intrigue web copy

How ever you deliver this experience is less important than the reaction it evokes. --It's should create a want and desire by the visitor to want more from you and your business.

If it just gives them a bunch of free stuff and they leave, then you have not met the real objective of Component 2.

During Component 2 of the marketing and sales funnel, a prospect is answering the question, "Is this product/service right for me?" To answer this question, the prospect looks at two very important factors: benefits and objections. Your job is to make sure that the benefits outweigh the objections.

If your website is meant to support Component 3 of the marketing and sales funnel -- and you really want people to actually type in the numbers of their credit card to pay for your services online -- it's important that you really understand what you're expecting.

Here's the thing -- it generally takes at least seven times of being exposed to a particular product or service before an online customer will be willing to make a purchase.

Hence, if you are expecting that the average web visitor will find you today and be willing to pay for your product after only being exposed to you through your website in 10 minutes or less - you're probably not being realistic.

True, impulse buys do happen, but they are more the exception rather than the rule. So if you want your website to effectively invite prospects for an order, it's important that elsewhere in your marketing and sales funnel you have given them the opportunity to really, truly get to know you.

Examples of this would be by providing a free multi-part eCourse, delivering a free evening seminar, or through a referral from someone they already know and respect earlier in the marketing and sales funnel process.

If Components 1 and 2 have been effectively delivered, then Component 3 is easy.

However, it is quite common for internet marketers to make the mistake of assuming that large numbers of web visitors will magically say yes to products and programs they know little about.

Don't make that mistake.

Bottom line - The key to building an effective Component 3 on your website is to have strong, consistent and effective tactics build into Components 1 and 2 of your marketing and sales funnel.

To avoid wasting time, money, and energy on websites that not only don't work -- but actually scare prospects away -- be sure to incorporate the Three Component System to building an effective marketing and sales funnel.

Copyright 2005 Coco Fossland

About Coco Fossland
The author of the forthcoming book, The Power of Trust: Trust Yourself, Transform Your World, Coco Fossland is a nationally recognized expert in personal transformation, self-empowerment and self-healing. Blending a decade of technology and strategy consulting with her expertise in self-trust transformation, Coco's business is focused on supporting people passionate about creating businesses that make a difference in the world. She helps her clients fuse their higher path with their businesses, creating institutions and organizations that profoundly impact the world one person at a time. http://www.cocofossland.com

RELATED ARTICLES


Setting Up A CGI Script On Your Web Site
Before you set up any scripts you will need some information about your server. You can get this by e-mailing your web hosting provider. It's good to have these on hand before you try to set up a script. You may not need all of the information for each script, but some of the larger scripts demand more information to work. The information you may need is:
Top 5 Reasons to Track Your Website Traffic
#5 User Satisfaction: Learn what your visitors and site users do and do not like about your site. Using a good reporting service allows you to monitor your pages individually to see what pages are clicked on first, the most popular pages, duration of any given visitor's time viewing a page (visit duration), and what pages send your visitors off your site (exit pages).
Web accessibility for screen magnifier users
The needs of screen magnifier users are overlooked when implementing web accessibility on to a website. Screen magnifiers are used by partially sighted web users to increase the size of on-screen elements. Some users will magnify the screen so that only three to four words are able to appear on the screen at any one time. You can try using a screen magnifier yourself by downloading the Zoomtext screen magnifier from http://www.aisquared.com/Products/ZoomText8_mag/FreeTrial/Z8FreeTrial.htm for a free 30 day trial.
Why You Need A Web Site
"I have a small business with just a couple of employees and I don't think my product can really be sold online. Do I need a web site?"
Traffic for Webmasters
"If you build it, they will come"; is an age old phenomenon for webmasters that they develop the website and visitors themselves would visit that. This may be true for only a handful of websites but the most important and crucial topic for any webmaster today is to how to get targeted traffic to his website.
PIM Team Case Study: Creating Text Effects With PHP and GD
See how you can create graphic effects on text with PHP and GD - drop shadows, arcs, fonts and colors.
I Want To Be A Freelancer
So you have decided that you want to do freelance work. You have done your homework and have developed your skills in HTML, PHP, CMS, and a slew of other applications. Now you are ready to start your new career. So how do you get started? Without clients your business is non existent. So how exactly do you build your business and find clients. Below are just a few key elements to help you get started.
Have You Got Your Ear To The Ground Or Your Head In The Sand?
What happened on your website yesterday? What about last week or last month? How about in the past hour? How many visitors come to your website as a result of using a search engine? How long do people stay on your website for on average? Which pages do your visitors go to?
What is Blogger.com?
In the late 1990's three San Francisco based web developers came up with the idea of being able to share information about anything on the web. The terminology they used was called blog. It's use was considered a mix of web page / personal journal. It's original usages were vast and wide, but more and more people came to use them as a personal tool that is available anywhere the Internet is. The three friends would eventually create Blogger.com one of the largest blogger sites on the Internet today. Blogger, which stands for Web Logger, has increased in popularity over the past three years. There has been so much interest in what capabilities it holds Google.com purchased them. Eventually, Google assimilated their technologies and imported them into the popular plug-in, The Google Toolbar.
Pick Up Your Own Domain Name
Think up a name and check if yourname.com is available. Personally, I like to use http://www.whois.com to check if a domain name is available. You may also check the registrant contact information using "whois" service if you want to negotiate about purchasing the domain you like from people who registered it first.
Five Steps to Create Your Software Product with Outsourcing
Many executives and investors are skeptical that software products can be developed using outsourcing. Even more skepticism is expressed at the idea of outsourcing version 1.0 of a product. Yet Accelerance clients are using outsourcing to create their products right now. What is the secret to using outsourcing to successfully develop a software product?
4 Steps to Selling More With Your Web Site
Most web sites are more like stage sets than real buildings; they make a good impression and they look substantial at first, but when you open a door, you end up back stage in the dark. They don't generate large numbers of leads, help build relationships with prospects or generate the desired volume of sales.
10 Tips For Running A Profitable Web Site
1. Address your targeted audience on your business site. Example: "Welcome Internet Marketers". If you have more than one, address them all.
WYSIWYG Versus Coding: HTML With A Purpose
After years of working with entrepreneurs who developed their first web site using an image-based editor, the new world of internet marketing has placed a stronger emphasis on web development that conforms to technical concerns such as search engine optimization and multi-browser compatibility.
7 Killer Ways To Increase Your Online Sales
Every online entrepreneur I talk to is asking the same question, "How do I increase my online sales, NOW?"
Building a Web Site Requires the Right Software to Eliminate Headaches and Keep Money in Your Pocket
When most people build a web site, they think one simple thing. "If I build it, they will come". How further from the truth this is.
Freelance Programming is Easy to Manage
There are several reverse bid freelance sites out there. Beyond the big ones, smaller ones are popping up each day. With the variety of places for a programmer to go and look for work the review systems in place on these sites don't count for as much as they did at one point in time. If you are thinking about getting a project off the ground and using a freelancer there are some basic rules you should go by.
Conceptualize, Build and Publish a Web site
Conceptualize, Build and Publish a Web site - What's required to get started
Why Local Service Companies Should Have a Website
The Internet is being used by local service business to improve sales today. Sales are improved because a website gives a company more credibility and in some cases generates leads.
Tips for Building a Great Business Website
A website is lifeline of internet home business. In order to succeed you must have a website that that meets the general criteria of accepted standards. Flavor of each site varies according to the intended business and choice of the owner. But there are guidelines which should be kept in mind while you work to develop your own e-shop.