Arm yourself (and your customers)
Now that my wife and I are in the market for a new house, it’s amazing to me how much data is out there and available via the web. From sites like Zillow.com and plenty of other data compilations, it’s tough to imagine how buyers and sellers made decisions without having every angle completely covered with statistics and projections. And although the data itself may not really give any one person a competitive advantage over another, it at least makes people feel more confident in their decisions. And when you can make people feel confident, it usually means a sale.
How will your customers feel about your product or service when they visit your website? You’d be surprised how many are out there that barely consider the end-user. Maybe you should take a step back and look. Have you done everything you can to prepare them for every type of situation and answer every question they might have? Even if you have, that’s fantastic, but chances are there are still ways it could be improved. If you haven’t, then maybe it’s time to update your site with some fresh content and think about how to better inform your visitors. When you arm your customers with the right information to make them feel confident that your product or service, whether it be through your website, your collateral materials, or your own sales pitch, then you’re that much closer to a sale.
March 15th, 2007 at 1:27 am
Hey Blair and anyone else cruising the http://WWW.
My dad has told me about the manner in which he bought his house - the home that I lived in for 27 years. He met the bank manager at the bank in Waverly Square (Belmont) and they walked 300 yards to the house in Waltham. The house was falling apart and the bank manager wasn’t sure it was a wise investment. He told the bank manager why he thought it would be a good purchase and what he would do to improve the house.
On the walk back to the bank, the bank manager agreed to loan him $14,500 toward the purchase price of $16,000. They shook hands and it was a deal.
Things have sure changed since then. However, the meeting of human beings and the sharing of feelings, thoughts and ideas remains paramount in the selling and buying of products and services. Your web site better be comprehensive, easy to use and visually tight. And, ultimately people may want to meet and talk with you. Sharpen your site and your in-person skills to be successful.
March 15th, 2007 at 12:26 pm
Good point, Kevin. There really is no substitute for personal interaction, but that doesn’t change the fact that when you can back up your case with some great rational thinking and/or data AND be personable about it, you’ve done the best you can do. The raw data may not do it alone, and some great people skills may not do it alone, either, but put the two together and you’ve got a recipe for success.
Thanks for the comments!