How To Convert Traffic Into Sales? (Part 3)

In this concluding episode of How To Convert Traffic Into Sales, we are going to discuss strategies to increase the conversion of traffic into sales of your own products.

If you are a product owner, the key to converting traffic into sales is really in the overall game plan, which is made up of the following objectives:

1) Proof
2) Hook
3) Offer
4) Over-deliver
5) Offer again

1) Proof

When traffic comes to your product site, your main objective is to prove to the visitors that your site is a trustworthy site and your product can meet their needs.

This is when you demonstrate your copywriting skills.

Some of the tricks that can help you to achieve this objective include testimonials, case studies, your photo, a video intro from you and as suggested by one of our readers, a link to your Facebook account.

2) Hook

If you can achieve the first objective of Proof, you can basically filter your visitors into 2 groups.

The first group is made up of people who don’t need your product or service at all. This group of people will not do anything regardless of how good your product is. Ignore them.

The second group consists of people who have a need for your product or service, but they may or may not buy it. This is the group of people you want to Hook!

I believe you should have guessed it by now that what I mean by Hook is to get them into your list. Whether they are going to buy or not, you will want to convert them into your list because they are your target prospects now or in the future.

How to convert them into your list is another huge topic. In short, the trick that has been working for me is to provide a free version of the service I’m offering. If you can somehow offer a free version of the product or service that you are selling, I highly suggest that you offer that option. This way, you can capture all the people belonging to the second group.

3) Offer

Once you have a system to Hook your hot prospects, the next thing you must do is to give them a good reason to take action now – i.e. buy your product NOW!

In real life, you don’t propose to your new girlfriend the first day you’re engaged. But in sales, you MUST do so. In Mandarin, we say “Hit The Iron While It’s Hot”.

You can use strategies like “one time offer”, “increasing price strategy”, “limited supply strategy”, “time-sensitive offer”, “fast action bonus” and many other tricks. The idea is to give them enough reasons to take action NOW or they will either miss a great discount or great offer.

Typical conversion rate is about 10%. My best record is 60%, meaning every 5 people who opt-in, 3 are paying customers.

4) Over-deliver

For those who reject your initial proposal, you now enter a long-term courtship. Your job is to over-deliver.

Depending on your strength, you can over-deliver by providing good tools, resources, services, videos tutorials, blog and many other things. Make them remember you and trust you.

5) Offer again

Finally, never be afraid to find good opportunities to offer them again. You can either offer them the same product or you can offer them other products.

There are many ways to skin a cat. As long as the relationship is built and you can identify their needs, there are plenty of ways to make money from your list.

14 thoughts to “How To Convert Traffic Into Sales? (Part 3)”

  1. With so much hype online, proof is very much important as already mentioned in Point number 1. Basically conversions can go over the roof if we target the right people who are already looking for our product and then make an irresistible high value offer that they would feel guilty to deny. Seller has to over-deliver (point 4) to keep refunds low and to create a ready list of buyers for the next launch. The idea is to sell different stuff to same list again and again for many many years :)

  2. All this is so true and branding is also very important as you mentioned. You also have to find the right people for the niche your in. The thing I’d like to know is how would you do it with an online store?

  3. I like when you pointed out about offering free stuff or services too hook you second pointed out. But however I know as a costomer that people can get annoyed if you advertise too much too them especially through email campaigns. You did give some good advice though thanks.

  4. I have to say that this is a great blog for people with websites and blogs to check out, its always very hard to maintain traffic leave alone turning it into money. Your advice is well taken and really this is great.

  5. You will need good content that will satisfy your traffic enough to buy something from your website or from your outlet. You have to make them believe in you. People always trust in genuine offers and they will your products if you make them understand that you are not fraud.

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