How To Sell Online
In fact, DIYBloggerNET just might be the highest converting blog in the Blogosphere.
DIYB was the catalyst for Triberr, and to this day, it continues to be the highest referral source.
So…ummm…no. I don’t sell “directly” on DIYB, but I showcase Triberr on DIYB, which leads to new members, which leads to sales.
Even on Triberr, we don’t monetize directly. It’s a free platform, and certain higher functions are available to our members who purchase Bones.
Recently, we started running Webinars, which has been a huge success for us. Why?
Well…I think we figured out how to sell online.
How To Sell Online
First thing we did, is we looked around to figure out what everybody else was doing. Then we did the opposite.
- Others offer free webinars, we decided to charge for ours
- Other charge hundreds of dollars for their webinars, we charge $25.00
- Other run their pay-for webinars few times a year, we decided to run ours few times a month
We can charge for Triberr webinars because our members already know us, and trust us. Otherwise, we’d have to offer a free webinar, with a “if you want to learn more” hook at the end.
We keep the price-point low…no need to get greedy here.
$25.00 a pop X up to 100 people = nice chunk of change for a few days work.
If you’re reading this, you should definitely join us in the latest webinar, How To Get People Addicted To Your Blog. It’s going to be a fun one. I promise.
Hunter or Farmer?
I think folks who suck at selling online are doing the wrong kind of selling.
If you are a hunter, you will get your prey in your crosshairs and you will stalk it until you move in for the kill.
Most traditional sales work this way. If you ever walked onto a used car lot, you know what I’m talking about.
The online equivalent of “get your prey in your crosshairs” method is SEO.
By using SEO, you’re essentially trying to stalk down a prey and get them to buy. And there is nothing wrong with this, especially if you’re a hunter, who also happens to be pretty good with the keyword research, link building, and all that other fun SEO crap.
But if you’re more of a farmer type, then hunting may not be your bag. And the failure is not in you, but in the fundamental approach, which happens to be wrong, for you
A farmer will plant the seed today, and wait patiently to reap the benefits.
Some of the most successful online sellers use exactly this strategy. Appropriately enough, Farmville comes to mind.
Zynga, the makers of Farmville have estimated bazillions of players. Every one of those players is a seedling.
Based on some pretty reliable hearsay, Farmville has a 7% conversion rate. In other words, 7% of those bazillions of players are actual paid customers.
Many online properties use this model. Google is another example. Google gives away the search, in order to serve up ads.
The Search is the farm. The ads are the vig.
The traditional sales funnel has flipped.
It used to be, you would become a customer first, then you might get to engage with the company. A perfect example are Marlboro miles.
Back in the 1980s, Marlboro had a miles program.
You buy a pack of smokes, tare-off the side with miles on it; collect enough miles, redeem for stuff.
Important point here is that you had to become a customer first before you get to engage in Marlboro’s game.
The exact opposite of this model is the flipped funnel.
Farmville, Google, and for that matter, Triberr, all use the model where the potential customer gets to interact with us first, and then, some % of those customers actually whip out their credit card.
The Main Thrust?
I guess the main thrust of my point is that in order for people to spend money on your stuff online, it requires a degree of Trust.
We might even say it requires a high degree of trust.
Solopreneurs, small to medium sized businesses, they really struggle online. And the main reason is the lack of Trust.
- Amazon has our Trust.
- Pepsi Co. has out Trust.
- Even Marlboro has our Trust.
You and I, we got to earn it. How?
Be using the flipped sales funnel and engaging with the customers first.
That’s how Google did it, that’s how Farmville does it, and that’s how Triberr is doing it.
And even tho both Makers of Triberr happen to be SEO geeks -and therefore hunters- we have evolved into farmers, the way our ancestors did 10,000 years ago.
I think it’s time for all of us to evolve into farmers. And a good place to start is a Webinar which shows you How To Get People Addicted To Your Blog.