The psychology of selling transcends to the psychology of writing online content for revenue producing websites. Essentially, every prospect is searching for what’s important to them and their organization. Whereas in person, you can tailor your pitch to their personality traits, like number crunchers or socialites – online it’s impossible to know who has found your site. The common denominator is always value to the end user.
Reaching across the broad spectrum of personality types means touching as many of their senses as possible; sound, taste, touch, sight and smell (or the perception of those). Rarely does selling on price alone work. Ok, so we can’t taste a dedicated server or smell shared hosting, but wording can sway a prospect’s motivation. Conor Treacy gave a great example in another thread – instead of, "we sell lawn mowers," use "buy a mower that will make your neighbour @#*^ themselves with envy."
Be descriptive without going over the top, addressing the basics of how, who, why and what. Show how your solution has helped other businesses or organizations just like theirs. Tell them what’s in it for them.
Reaching across the broad spectrum of personality types means touching as many of their senses as possible; sound, taste, touch, sight and smell (or the perception of those). Rarely does selling on price alone work. Ok, so we can’t taste a dedicated server or smell shared hosting, but wording can sway a prospect’s motivation. Conor Treacy gave a great example in another thread – instead of, "we sell lawn mowers," use "buy a mower that will make your neighbour @#*^ themselves with envy."
Be descriptive without going over the top, addressing the basics of how, who, why and what. Show how your solution has helped other businesses or organizations just like theirs. Tell them what’s in it for them.
