Internet marketing is a game so play to win June 9, 2008
Posted by Robert Puddy in : Business , trackbackThere is an old adage in offline sales that every sales manager worth his salt will use to judge his sales force… “If your not getting complaints and cancelations your not pushing hard enough” and its true online too. Here’s another little tidbit…
YOU CANT WIN EM ALL, SO USE THE METHODS THAT GET THE HIGHEST SCORE
(disclaimer i’m talking legal methods)
Want another one…
Dont make the customers mind up for him, you dont know him/her so dont presume they cant afford it, or dont need it, or dont want it. And don’t presume because they said no to the first offer they wont be interested in the next offer because in In selling no doesnt mean no forever it just means you haven’t made the right offer yet. So keep making offers untill the customer either buys or leaves the site. Even if they do purchase your first offer dont presume they dont want the upgrade or the kewl add on that goes with it etc etc.
Its not your job to make the customers mind up for them, its your job to keep selling to them, if you were a salesman offline working for an employer you would soon lose your job if you didnt hit targets and quota’s. Its the same with online marketing, if a prospect is on your website then its your job to sell them as many of your products as you can persuade them to buy.
Once while training a new salesman for the company I worked for I watched him get up 5 times from a presentation because the customer said no, 5 times I countered the objection and the end result was the prospect became a customer and bought 2 units for every workshop he operated from (and he had 3 locations making 6 sales in all). Had the trainee got up and left at the first no then that sale wouldn’t have been made.
If you never get cancelations then you wern’t pushy enough, make the sale deal with buyers remorse afterwards. If you let go to early yes you wont get to many complaints but conversly you will have left some sales behind that would have been fine if you had only pushed a little harder.
Robert
PS: If your a member of my forum at http://forumknowhow.com we have a thread there discussing this blog post so hop on over and join in, once you left a comment here of course 
Comments»
hi robert,
i gone through your blog and very happy with know that you have correctly put in face to reach the target.thanks again for the motivation
rabindranath
10/06/08
Robert, I love your “do or die trying” attitude. It is surely what has made you such a good marketer.
Hi Robert,
I like the way you think! While I may not be the ‘pushy’ type, it does help with the bottom line! I have been seeing more and more sites using the “Sales Bully” approach and even with the VSA script VSAavailable it makes it even easier to funnel your prospects into your system.
Hello Robert,
As MKWeb said above, VSA makes making those that are about to
leave remain a long enough for a second offer, or an offer they would
not have seen if they just left. Exit Oracle does the same. You get a
second chance to offer the vistor something before they click away.
Great job with FKH by the way!
Internet marketing is a game so play to win
There is an old adage in offline sales that every sales manager worth his salt will use to judge his sales force… “If your not getting complaints and cancelations your not pushing hard enough” and its true online too. Here’s another little tidb…
Hi Robert,
found you on Net marketing forum - well you ruthless chap you. Fair point though. Lots of online marketing plays a very soft sell numbers game, and a lot of the guys doing it are less thick skinned that your conventional sales guys and use the Net as a place to hide behind.
A lot of the really big players take a much more forthright and pushy attitude and it shows in what they write and how they promote themselves and their personality as a product as well as their business - i.e. if you don’t want my product, then buy it cause you like me or, if you don’t like me, my product is still good so buy it etc.
You also notice that a lot of their marketing is very well structured to grind you down - selling point after selling point after selling point.
Have to admit that I’m more of a softy and play the numbers game.
In a way, I agree that Internet marketing is a game but you have to remember all the time to play it fairly..^^
[…] If have often said, that if you aren’t getting unsubscribes, you are not pushing hard enough. Here’s a great article from my friend Robert Puddy that expands a bit on that: Internet marketing is a game so play to win. […]
Robert,
it’s true that we can’t read minds. And it’s very, very true that customers don’t like us to decide for them. Just think how you’d feel if a salesman in a retail store decided not to offer you the deluxe model because he thought you couldn’t afford it.
Or even worse, a salesman who thinks he knows what’s best for us when there’s a choice.
But that said, there’s a danger that some inexperienced marketers would end up doing more harm than good if they start shoving stuff down the throat of their visitors.
A little care and discretion is called for to make the process work well - for both parties. Let’s not treat our customers like disposable resources. Let’s treat them like valued guests.
I understanding that you must know your niche, show then why they need it and then explain how it will satisfy their needs. That’s highly simplified, but the basic approach. And you also must market yourself as a trusted expert that has the answers they are seeking.
However, do you apply the same principles that you adhere to in your life in general to your marketing approach? It often appears that principles are set aside when they interfere with sales. Must attempts to make customers feel important are mainly because it makes sense if you want repeat sales
I have just started marketing my new internet business. I am an expert at my business, but I am just learning internet marketing. So I would like to know the reality of marketing on the internet, what is effective and what is not and the approach that get the best results, among other things. And I don’t want to make any assumptions, get tripped up by naivety, or follow poor advice from inexperience or ineffective marketers.
Thanks,
Lauren
Robert
Just popped over from the WF
This article has got me back to basics.
Thanks
Jim