Tourism SEO.com

The Four Steps of Selling on your Facebook Page/ Website/ Mobile Site/ Social Media Accounts

How soon we forget that the information that we put online for our businesses still has the sales process underneath of the surface of that slick design.  Recently I attended a class on sales and it reminded me that our online efforts in selling our products and services should have a similar format to when someone enters a retail store and is just browsing.  It should not be a pushy sales approach, or one that is too relaxed, instead it should flow through the "4 Steps of Selling," which include " a greeting, an infomation exchange, selection, and an affirmation or close."

The greeting should be a casual and visually pleasing landing page that feels welcoming and it should match the expectations of the client.  If you have an adventure touring company, it should have a feeling of adventure and freedom.  If you are selling widgets online, then a practical and sell deigned ecommerce site is suitable.  Personally, I like websites that sell relationships with their clients.  This means that they use imagery that pulls you into how you will feel if you use their products or services, and how wonderful you will feel after you have been looked after by their caring employees.  The greeting has to suit the business style, and it should feel that way that it is expected to feel.  Color scheme, copy, font styles, the types of imagery, the logo...this all makes a big difference in how your business is percieved.  The right feeling of the greeting creates a great starting place to move to the next step.

The infomation exchange online is where we showcase our variety of products, our mission statements, our testimonials, and how a sale can be made.  This is a classic spot for feature and benefit selling, but there remains a catch...

We have to have the foresight into why the client may want to make a purchase.  It is to make their lives better? to relax? to make higher profits? to address a need they have?  Yes!  Needs and wants from the retail sales process have come to life online.  Ideally, we would already know what they may be looking for, and we can answer the questions that are typical when buying a particular service or product.  These needs are different in every situation, but there are some underlying similarties that occur in every sale.  Go ahead and answer the "Who? How? How long? How Much? Where? What are the benefits? Why you? etc.     Show the features of the products and services and then show how it will help makes their lives easier.  Make the sale personal. It leads us well into the most important step.

The selection is where you should highlight a variety of service offerings without becoming too confusing. "KISS -Keep It Simple Stupid!" comes to mind.  Too many choices clouds our judgement, and too little annoys us as consumers.  We want products and services that make sense to us.  So make the sale happen in a timely, concise manner, and accomodate our needs in the process.  This means selling on service, and not cost alone.  Offer 3 levels of service, and pricing that suits a variety of budgets.  Your niche can be carved out even further if you position yourself with better services then others.

Finally, Close the Sale!!!

Online an affirmation is to hae your potental clients call or pay you directly through Paypal.  The ultimate close is to add in a few extra services once they have decided to buy, thus over delivering and exceeding all expectations.  If they call, answer all their questions and call them back.  If they email, send them information and be warm in your approach.  They made their choice, now reward them.

Justin Skultety- Tourism SEO