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Make More Sales By Making the First Move

Expert Author Gihan Perera
Even during this age when we're all conversant in using the web daily, buying from a stranger's internet site may be a daunting process. Most internet sites do little or no to form the location visitor feel comfortable, which suggests they're reluctant to shop for - or maybe spend much time on the location in the least . To vary , go even further than making the location visitor feel comfortable: Give them something free. This helps to create rapport, and invokes one among the foremost powerful principles of persuasion: a way of obligation.

The rule of reciprocity says that once you do somebody a favour, they feel some obligation to return the favour. Often, that feeling is so strong the response far outweighs the first favour (That's why some organisations forbid their business department from accepting any gifts - even small gifts - from vendors).

However, reciprocity only works if it seems genuine and sincere. So be generous, and provides with no strings attached. albeit most of the people take the gift and never buy something from you, you'll have enough others who take the gift and do buy.

Here are four ways to form the rule of reciprocity work for you on your internet site .

1. Give freely

Too many internet sites think they're giving something away, but actually are making it too hard for the location visitor to simply accept the gift.

For example, if you offer a free report, but expect site visitors to fill during a 20-field online form to download the report, many of them won't bother, because they think the worth of divulging their personal information is above the potential value of the report.

The best option is to offer the report away as an immediate download link on your site, without posing for any information in the least . That way, the location visitor knows it's being offered with no strings attached.

If you think that you actually must invite some information in exchange for the gift, invite as little as possible, and make it optional if possible.

2. Offer a free trial

If it's appropriate for your product or service, allow your internet site visitors to request a free trial instead of committing to a sale immediately. this is often common with software, where the software developer can automatically terminate the service at the top of the trial. it is also possible with some services - like a business coach offering a complimentary coaching session for brand spanking new clients.

As with the point , this works best (in terms of reciprocity) once you offer the trial with no strings attached (For example, you do not invite their mastercard details beforehand , and expect them to cancel it if they do not want to continue).

3. Give them a surprise bonus

Although most gifts on internet sites are given before the sale, so as to influence internet site visitors to shop for , you'll also give the customer a present after they buy. this is often perceived as even more generous, because you're obviously not doing it so as to convince them to shop for . However, it does still have value for you, because it delights the customer, increases their loyalty, and encourages them to speak about it with others.

4. Give more to your customers

The rule of reciprocity doesn't apply only to new customers; it also applies to your current and past customers, who already know, like and trust you. In fact, if they're proud of you, they're already more likely to offer you more business or referrals. So continue giving them value above and beyond what they originally bought, and this may offer you a good greater return on investment.
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