I’m sure you’ve seen sales pages filled with yellow highlights, bright red text, and BUY NOW buttons all over the place. You might think that’s what’s necessary to make the sale — and some people do succeed that way — but it isn’t the only way to make sales.
In fact, you might find that you generate more interest—and potentially more sales—with a more indirect approach. I’ve collected 4 methods that you can use.
1. Use stories to sell
Stories capture attention and keep people enthralled. You can effectively convince readers to click through to your sales page with stories. These can be:
- Stories about you: Perhaps someone trashed an article you wrote and that spurred you to become an expert
- Stories about your customers or clients (testimonials or case studies): Maybe you helped a client finish her first ebook that became a bestseller
- Stories about public figures: If you read a story about someone in the news, you can retell the story
In all cases, the goal is to help your readers see themselves in the same situation. Make sure that your stories are strategic by leading people to realize that they need your freebie or product.
That’s the power of stories and you can use them in many places:
- Blog posts
- On sales pages
- In videos
- On social media
2. Help others
Want to build a reputation as the authority and expert for your target market? All you have to do is help people. Here are some ways to do that:
- Answer questions on social media: Besides the usual Facebook and LinkedIn groups, consider Reddit and Quora
- Speak for free to groups (online and offline): Webinars and podcasts are a great way to get opt-ins for your freebie
- Write blog posts that address the common issues your readers face: People come to your website organically through searching for the content you need–just be sure to have an offer (free or paid) at the end
When you volunteer your time and knowledge, you attract a wide audience of potential customers and clients who may need your services in the future. You can also gain subscribers. Who will they turn to when they’re ready to buy? You, because you were that very helpful person who offered assistance when it was needed.
Of course, you shouldn’t give away all of your time, but to really show your expertise, you can’t do better than a little volunteering. Notice that I said “a little.” Most online answers should take you only a few minutes. Schedule some time each week to do this so you don’t let it get out of hand.
Not only will you make an impression with the person you help but she might share with her friends as well, further expanding your audience.
Of course, you should still have a strong call to action. “Click here to buy” and “Learn more right now” are still useful (and even necessary) on sales and opt-in pages. Here are some other places to subtly add a call to action:
- Below your signature on forums and groups: Below your name or at the end of a post, you can add the name of your freebie and a link.
- In a post that answers a question: After answering the question, you can mention your related blog post with its link and lead people to a call to action in the blog post
- In other people’s products: With an affiliate arrangement, you can ask others to add your freebie as a bonus to their product (and you can do the same for them in return)
3. Make multiple offers for different needs and wants
When you have only one freebie and one product, you have to badger people about it all the time. You need to constantly get new people interested and this can come across as overly salesy.
It’s actually easier to sell to existing customers than to new ones, so you can offer them another relevant product or create upsells to your first product. Your existing customers know you and what you offer, so you don’t have to be so pushy to get them to buy again.
Multiple freebies allow people to come into your business for different reasons — not everyone in your target market is the same. This creates multiple streams of income and you can meet the needs and desires of more people when they’re ready to buy.
4. Find your unique “marketing voice”
It took me a long time to find a marketing voice that I was comfortable with. We all read so much hyped-up copy and think that it’s necessary. Here are some alternatives:
- Find successful entrepreneurs who aren’t hypey but sell from an approach of being of service. Use their copy as a template
- Always provide people with the information they need to know to make a buying decision.
- Ask people to contact you — reply to your emails, for example — if they have a question.
Can I guide you to selling softly?
I love to help my coaching clients write their sales page, opt-in page, and email copy. If you’d like me to guide you through developing your online business in a way that’s effective yet not screaming, I invite you to check out my Reach the Stars Club membership. It includes 1-on-1 coaching, an online community, regular reports and worksheets, and more. You can get started for only $27 for the first month.
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