Those of us who sell face to face and over the phone really can learn a thing or two from successful Internet marketers. If you want to know more then read on…

Last night I had the pleasure of listening to Internet psychologist and web marketer extraordinaire Graham Jones. Graham was talking about the fact that most websites are all about the company and not about the audience they are trying to reach. As a result most websites fail to hook our interest and build a relationship with us.

How often do face to face salespeople fall into exactly the same trap. They talk about their products and their services and what they do rather than spending most of their time uncovering what our problems are.

Graham shared the story of an Internet entrepreneur who spotted a gap in the market for books about Archery. Now everything this author knew about Archery could be written on the back of a postage stamp with some room left over but he didn’t let that stop him.

He created a website saying that he was writing an archery book and wanted to ensure that it answered all the questions people could possibly want answered. If people would let him know their questions, he would ensure that their questions were addressed.

With a little bit of help from Google Adwords he got almost 200 questions and 25o email addresses. His next step was to commission a freelance writer to write an ebook that answered all those questions. Once the book was ready he emailed all the people who has submitted a question, with details of where to buy the book, specifying on which page their specific question was addressed.

The result was almost 250 immediate sales and a product that consistently sold several copies a day for over six months, all of which earned him a tidy profit as well as a mailing list of satisfied customers.

So what can we learn from this?
Well it’s simple. Find out what problems your target market are looking for solutions for and then give them it. Great for an Internet marketer but also excellent advice for any budding salesperson.

Thanks Graham for another inspiring presentation.

1 Comment

  1. Graham Jones on 11/07/2007 at 07:45

    Gavin, thanks for your kind comments about my talk and I’m glad I inspired you. You have summarised my point well in just a few hundred words….now why did it take me 45 minutes to make it….?

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