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7 Profit Boosting Tips That Convert Browsers Into Buyers

By Dr. Mani
26 Comments

I often invite my email subscribers to read posts on Entrepreneurs-Journey.com – and some of them are a little surprised when they read mine.

One wrote yesterday asking this question:

“Dr. Mani, I’ve read a few of your columns, and notice that most of them deal with mindset and attitude rather than the ‘how-to’ style teaching that your typical emails are. Why is it so?”

Well, as I’ve grown more experienced and learned from many experts about various facets of online business, the biggest eye-opener has been that while the ‘how to’ components are pretty standard and repeatable, the more important element of succeeding with them has to do with attitude and mindset.

In fact, I felt it was so vital to success that I even launched another exclusive private ezine with a focus of sharing only those ‘personal’ stories from my own life that had a bearing on what modest success I’ve achieved at being an Internet infopreneur.

But still, that email from my subscriber (and a few others that came before) made me think about writing a how-to column next – and so in this piece, I’ll explore an issue that’s close to any entrepreneur’s heart… improving sales conversions and boosting profit.

First, Some Background…

In early 2003, I ran a joint venture promotion with a marketer who had a huge mailing list. It was a good deal, and brought in a windfall profit for both of us.

Jay AbrahamRight around that time, an email landed in my inbox. It announced a 26 week long mentoring program from one of the top business consultants in the world, a man named Jay Abraham. He’s known for collectively generating over 7 BILLION dollars in extra income for businesses, corporations and creative entrepreneurs like you and me.

It was a fortunate coincidence.  For many years I had dreamed of training under Jay Abraham. The coaching program was expensive, but I had a surplus of cash thanks to the earlier joint venture.

Over the next six months, the lessons I learned from this mentorship totally reprogrammed my business brain. Once again, it was the philosophical and mindset-related points that were most powerful. But there were also tactics taught that translated into near-immediate profits.

Looking back at the end of that program over what I had learned, I distilled down the most effective sales conversion and profit multiplying tactics that I had tested and verified into seven broad principles. These were shared in a short PDF report with my list – and had an incredible 2,000+ downloads (at the time, my list had a little over 3,000 subscribers!). For weeks, I was overwhelmed by feedback and ‘thank you’ notes by online business owners and infopreneurs who eagerly put the concepts to profitable use in their selling systems.

In one of my ebook sales processes, implementing just one of the techniques boosted profit by 67% – and it still works to this day, six years later.

These are timeless concepts that are rooted in human psychology, and an attitude of over-delivering in value… not short-sighted mind control tricks that fool a prospective customer into pulling out a credit card, only to regret it at leisure!

Ok, so with that set up, let’s talk about these ‘force multipliers‘ that can skyrocket sales conversion and pad your bottom-line with a nice cushion of cash.

Boost Your Conversion

Profit Booster #1 – Remove All Risk

In every transaction, be it in business or life, there is an inherent risk.

Consumers are wary that things might go wrong and not work out, or they might be be cheated or over-charged. They can be afraid of getting a dud, or buying stuff that’s broken or doesn’t work.

Taking away people’s perceptions of risk will make your selling process more effective. One way to remove risk is to offer a strong guarantee that’s detailed and descriptive about what your buyer can expect to receive – and what to do if they aren’t satisfied. This, by itself, can have a dramatic impact on sales.

Profit Booster #2 – Genuine Testimonials

Even with a powerful guarantee, some prospects will be hesitant to buy… until they see how others have fared with the same purchase. That’s why genuine buyer testimonials are so powerful. They provide ‘social proof’ – and push that ‘should I buy’ prospect off the fence and towards a sale.

A single heart-felt testimonial that is specific in sharing the benefits a buyer received from doing business with you can completely transform your level of success.

Profit Booster #3 – Bonuses And Incentives

Everyone loves a good deal. And when you sweeten it by throwing in some gifts and bonuses, your chances of closing the sale go up exponentially. Make those bonuses targeted and relevant to what you’re selling, and you get a further boost along the path to higher sales conversions.

Profit Booster #4 – Offer An Upsell

Your prospective buyer is ready to order… or just did. This is the point at which their level of trust in your ability to solve their problem or provide them with value is at or near its peak. To capitalize on this ‘emotional momentum‘ is smart salesmanship.

Making an attractive offer of a relevant product or service at the point of closing a sale can be simple, effective and multiply your net profit. No, don’t just throw together something for the sake of upselling your new buyers. Think about ways to deliver ever greater value – and you’ll win the game, even long term.

Profit Booster #5 – Run Split Tests

Most entrepreneurs are content with the results they get – without troubling to see if they can get even better. An effective way to find out is to run split tests. Compare one headline against another. Try one price point versus another. Pit one guarantee or risk reversal against an alternative.

At each step, see which one works better, and keep it – while you drop the other. Repeat the process enough times and you could double, triple, or even quadruple your results… from the exact same sales process!

Profit Booster #6 – Follow Up

Barely one-half of all sales (or less) are made at the first contact. In most cases, interest is piqued, curiosity is provoked, excitement is sparked – but that’s all. The initial feeling needs to be kindled, fanned and nurtured until it bursts into flames – and provokes buying behavior.

Following up consistently with a series of marketing messages will increase the number of sales you make. Just ensure that you have permission to follow up, and be respectful of the attention you have been offered – it’s not permanent, so don’t take it for granted. Provide value, address doubts and questions, overcome objections, and you will close more sales over time.

Profit Booster #7 – Create Continuity Programs

While first-time sales are an exciting challenge, they are the most expensive to make – and therefore, the least profitable. Every entrepreneur knows that the real value of a new customer lies in repeat sales. But there’s an easier way to keep on selling – and that’s creating continuity programs.

Subscriptions to magazines or newspapers are one example. Gym and club memberships are another. Your monthly utility payments are one more sample of continuity programs. Think about how you can incorporate them into your business.

So there they are – seven powerful methods to increase your sales conversions and put more money in your pocket. Implementing just one of these ideas masterfully can grow your profit by a huge multiple. Working combinations of them into your sales process can be highly profitable.

But the devil is in the details.

So, to give you some more information about how to implement these principles, I’m making available (at no cost at all) a set of seven mini-reports, one on each of these concepts. You can download them in a ZIP file that includes separate PDF reports from this link.

Go through the reports. Think about ways to apply these ideas in your infopreneur business. Try out one of them and see how it works for you. I’m sure that when you’ve experienced the power of higher sales conversions and bigger net profits, you’ll be eager and excited to try all the others as soon as you can!

Oh, and please let me know what style of writing YOU prefer. Should I write more of these “how to” posts – or continue in the same way I’ve been contributing before? (Or do both?!) Leave a comment to let me know.

Thanks!

Dr. Mani

Image courtesy of Airman Michael D. Blackwell II on Wikimedia Commons.

About Dr. Mani

Dr.Mani is actively engaged in spreading awareness about congenital heart disease (CHD) and fundraising to sponsor heart surgery for under-privileged children in India.

An ardent group of volunteers and donors have embraced this noble purpose that is bigger than any individual or group, and grown it into a global movement that has touched and saved the lives of 87 little children. You can help too. Learn how at http://www.DrMani.com

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26 Comments

  • Dr Mani
    I vote would be for both. The how to’s are great reminders and refreshers and the attitude and mindset stuff serve to realign my perspective on my work
    Thanks
    Mark

    • Thanks, Mark. I’ll keep mixing up articles, then :-) Glad you find both kinds helpful.

  • Great article thank you Dr Mani and appears to be just the advice that I’ve been looking for for one of my newest ventures.

    In support of the follow up emails you’ve suggested; I send a personal note to everyone who orders my products thanking them and asking them to leave feedback on my facebook page; this has proved very successful.

    Thanks

    Ben

    • Great one, Ben. I always do this, and in the past have even mailed out letters in the post to new buyers. It has sparked off some interesting conversation on discussion forums, because I live in India and the letters come from my VA in the US, and go out to customers anywhere in the world. It’s what Hugh ‘Gaping Void’ Macleod calls a “social object” – something around which conversation can happen, which indirectly spreads your name and brand around. Follow up on that initial contact, and magical things start happening as the relationship flourishes and trust blossoms :)

  • Hi Dr. Mani,

    I enjoyed your article, I think its very important that those in Internet Marketing remain transparent in their products. Look after your customers and treat them as you would expect to be treated.

    Thanks
    Stuart

  • Continuity programs/recurring sales are a great way to grow your sales funnel and build sustainable, long-term income. I’m a big fan of Russell Brunson’s Micro-C system, which is a squeeze page (usually with a video) leading into a weekly training programme. You build the content once and it sells forever (assuming the content is evergreen). Even if you need to update, it’s not a daily process, but an occasional update, depending on your subject matter.

    Also like Ben London’s suggestion of following-up with request to leave feedback on your Facebook page, great idea. I use my autoresponder series to follow-up and ask people to comment on my blog posts or join our Facebook group, but I like the very specific nature of what you’re doing. Thanks.

    • Automating these force-multipliers really puts a business process on steroids :) I’m a big fan of Russell’s, too, and have used his micro-content model for years (before it was even called that!) – until I ran into trouble with my payment processor (unconnected to the model, btw) and that cost me recurring billing arrangements with 100s of subscribers :-( Must rebuild a few of them soon, your comment actually serves as a reminder, Cassie :)

  • Hi Dr Mani,
    I believe the greatest challenge in converting browsers Into buyers is the issue of fear. Once a prospect is sure that value will be derived, buying becomes easy. And this is where the power of effective persuasion becomes relevant.
    Customers could be selfish, they are all about what is in it for me.They don’t really care about you.

    • Absolutely agree with you, Sharon. And the balm that soothes fear is TRUST. It isn’t easy or instant to build trust, but with it, you can sell anybody anything – effortlessly. Like Zig Ziglar says, “You can have everything YOU want if you give everyone else what THEY want!” :)

  • Raj

    I guess requirement analysis is where many marketers fail. If one tries to sell to a market that is not yet ready or does not have a requirement for that particular product, any amount of sales pitch psychology will not help. I will check the pdf reports you have mentioned in the article. Thanks for providing so much value to the readers for free!

    • Thanks, Raj. Too many entrepreneurs start out without much formal business coaching or knowledge. I know that’s how I did. So I stumbled from one mistake to another, not even knowing what “requirement analysis” was until many years down the line. I was lucky. Many aren’t. Systematic analysis of various parts of the problem can make anyone ‘lucky’ :) The danger, though, is getting caught up in the analytical phase, and not proceeding further – a state called ‘analysis paralysis’. Needs guarding against!

  • Hi Dr. Mani,
    Excellent information. I have listened to Jay Abraham tapes and he knows his stuff. If your product is decent, it is easy to offer a no questions asked money back guarantee because you won’t get a lot of refunds. I disagree with you about upsells. I know they work but I personally do not like them and will never buy them. I buy the product and then I need to buy an upsell to make it work or work better. It makes me angry and sometimes I will ask for a refund. Just my opinion.
    Thanks,
    Jim

  • Really enjoyed your post as I’m in the “mindset expansion” camp and appreciate the fact that you’ve elevated mindset to it’s proper place in internet marketing “wealth” production…you are quite inspirational. Keep it up!

  • So true Dr Mani. I often read the same guest posts on top Personal development sites that are nothing more than a data dump with no real substance. The title is always” top 7 ways to do something.”

    Mindset and state of being are everything!

    • Thanks, Justin. It’s one reason I choose the kind of topics to write about here – but then, judging by this one, there’s quite a bit of interest in ‘how to’ style posts as well, so I’ll mix ‘em up! ;-)

  • I don’t always agree with using up sells I feel that b/c its a turn off for me that it must be a turn off for my customers. As for removing risk that’s easy, if you truly trust in you business, product, or service then offer a strong guarantee is easy and they in lies the problem for many people. They are just trying to make a quick buck and they don’t really have much confidence in what there selling. That is why I always recommend creating your own product when building a online business.
    By creating something you can be sure that it is quality and not just something that offers you a high commission.
    Testimonials can be the difference between getting a few sales and getting regular sales. I always offer something free to entice people to provide a free testimonial of review.

    • Nick, imho, what makes the difference is in becoming “customer obsessed” rather than “profits focused”… and then, upselling works very well. That’s because the only things you’ll even consider offering buyers are the ones that will extend the benefit you provide them, not stuff that’ll put a quick extra few bucks in your pocket. :)

  • I strongly believe in Profit Booster #2 which is genuine testimonial. I am a seller and I am also a buyer myself so I know how it feels to read some true testimonials which could somehow convince me to trust the product or the brand. Thanks for the attitude and mindset tips Dr. Mani.

    • I agree, John. Despite how they’ve been abused lately, testimonials still are very effective in pushing a hesitant buyer off the fence. Done the right way, using endorsements can short-circuit the trust barrier and gain mind-share quickly. Really effective lever, this one. Glad you liked the tips, John :)

  • Dr. Mani,

    Enjoyed reading your post,

    …And I loved how you used the “Secret” of success word…

    “implementing”

    See, I think this is where MOST people struggle in the info business. We get overwhelmed in the strategy and tactics so much, many of us quit before seeing success.

    anyways, well done on the blog post:)

  • Great post. I find that offering a strong guarantee can make a world of difference. someone maybe interested but fail to make that final step and buy just because they don’t want it to be the wrong decision and be left out of pocket. Removing the risk with a 30 or 60 day money back guarantee can be the diffrence between a sale and an almost sale.

    Enjoyed it very much, a good read.

  • Great post Doc,
    but I have a different opinion regarding incentives and bonuses. People now tend to get offended when they are offered free stuff. Some also feel that your are trying to sugar coat something unworthy with free offers. What do you think about that?

  • Great tips share Dr. Mani! I really like them and would definitely apply them in my new product sales as I’m gonna start in the next few days. Thanks for all these. I hope they will be of great help to me.

  • Jessica Wong

    All fantastic tips Dr. Mani! However, I would add to number 2, the one about testimonials. What can be most useful to a salesperson staring down the barrel of phone receiver, email, or what have you, is the knowledge that one`s commercial reputation can be easily presented to the buyer. It helps tremendously to establish the credibility of one’s company before even approaching potential buyers. There’s a really useful site where a growing community of businesses are vouching for each other…businesses use the site (www.vowch.org) to invite their customers to serve as references. The site can be really useful for salespeople of all stripes. Just my two cents!

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