5 Days To Better Website Sales
Articles By Chris Malta
[Day 4] The Right and Wrong Ways to Display Prices
[Day 4] The Right and Wrong Ways to Display Prices
When you’re selling products online,
you’re in the Retail Business. There are certain things
that shoppers are used to seeing in retail
marketing that will greatly increase the sales
you make on your site, if you know what they
are and how to use them.
that shoppers are used to seeing in retail
marketing that will greatly increase the sales
you make on your site, if you know what they
are and how to use them.
Day 4 will teach you how and when to DISPLAY PRICES
the RIGHT WAY, so you don’t scare your customers away
before they have a chance to get interested in your
products.
the RIGHT WAY, so you don’t scare your customers away
before they have a chance to get interested in your
products.
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BONUS: During these 5 Days to Better Website Sales,
the first 50 people who Register for my
Personal EBiz Workshop and Mentoring Program
for August get an extra $50 off. Once those 50 Seats are gone,
so is the discount!
BONUS: During these 5 Days to Better Website Sales,
the first 50 people who Register for my
Personal EBiz Workshop and Mentoring Program
for August get an extra $50 off. Once those 50 Seats are gone,
so is the discount!
NOTE: Only 1 day left…ends Midnight Saturday Aug 31st!
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So, here’s Day 4: The Right and Wrong Ways to Display Prices
The Right and Wrong Ways to Display Prices
Lots of website templates encourage you to
show your prices every time you show your products.
show your prices every time you show your products.
Wrong.
When you’re selling online, you are in the Retail business.
In the Retail business, there is a psychological progression
that buyers go through before they get out their wallet and
pay for a product.
In the Retail business, there is a psychological progression
that buyers go through before they get out their wallet and
pay for a product.
The basic psychology of sales online is no different than
sales in a physical store. If I walk into a guitar store, and
point to a guitar on the wall, what happens? Does the salesperson
run over to me and yell “$499.95!!”
sales in a physical store. If I walk into a guitar store, and
point to a guitar on the wall, what happens? Does the salesperson
run over to me and yell “$499.95!!”
Of course not. The salesperson takes the guitar off the wall,
hands it to me, and talks to me about it, building my interest
in and desire for the product. After I’ve been sold on the idea
that this guitar is the right one for me, we get down to prices.
hands it to me, and talks to me about it, building my interest
in and desire for the product. After I’ve been sold on the idea
that this guitar is the right one for me, we get down to prices.
Sure, there’s a price tag on the guitar, and I can look at it
any time I want to. However, the salesperson’s job is to keep me
focused on the product’s FEATURES and BENEFITS. The more features
and benefits he or she can get across to me before I look at that
price tag or start to talk money, the more desire I have to buy
the guitar, and the likely I am to do so.
any time I want to. However, the salesperson’s job is to keep me
focused on the product’s FEATURES and BENEFITS. The more features
and benefits he or she can get across to me before I look at that
price tag or start to talk money, the more desire I have to buy
the guitar, and the likely I am to do so.
THIS IS YOUR JOB on your web site. You are the salesperson, and
you communicate with your customer through what you show them on
your web pages. You need to focus your customer on the features
and benefits of the product BEFORE you show them the price.
you communicate with your customer through what you show them on
your web pages. You need to focus your customer on the features
and benefits of the product BEFORE you show them the price.
So don’t put product prices on the home page of your site.
Don’t put product prices on the category pages of your site.
Put the prices where they belong…on the PRODUCT page, AFTER
the Description.
the Description.
When a visitor to your web site gets to a product page, they should
see a picture of the product on the left side, a full description to
the right of the picture, and a price and “Buy” button BELOW the
picture and description.
see a picture of the product on the left side, a full description to
the right of the picture, and a price and “Buy” button BELOW the
picture and description.
If you sell to your visitors like they’re used to being sold to
every day in the physical world, you’ll find they have a much
higher comfort zone with you because you’re doing what they know
and are used to.
every day in the physical world, you’ll find they have a much
higher comfort zone with you because you’re doing what they know
and are used to.
That means you’ll sell more products.
.
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REMEMBER!: During these 5 Days to Better Website Sales,
the first 50 people who Register for my
Personal EBiz Workshop and Mentoring Program
for August get an extra $50 off. Once those 50 Seats are gone,
so is the discount!
NOTE: Only 5 days left…ends Midnight Aug 31st!
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Chris Malta
www.ChrisMalta.com
888-8ChrisM
