It’s the age-old story, when someone’s sales are suffering the automatic assumption is that I’m not getting enough people to see my product. 

On the internet, that means traffic…so the assumption is that if I am getting 100 people to visit my site each day and I’m not making any sales, then I have to find a way to get 1000 visitors to my site and that is the answer.

Oh really…is it?

Take a look at your statistics, chances are that you do have a few hundred or even a thousand people that have visited your site in the last week, but how many sales have you made? 

Perhaps the challenge is conversion, getting more of those visitors to be buyers than lookers.

Now, there are two issues here aren’t there…

1. It may be that many of the people showing as visitors to your site aren’t really that interested in what you have to offer, which means that they arrived at your site expecting something other than what they see.  This can happen very easily by…

• SEO pages optimized (either knowingly or unknowingly) for keywords that don’t reflect the desire of your prospect.  For example, you sell a weight loss ebook about diet pills & nutrition, but you write an article that ends up being optimized around “exercise” and suddenly, you have people coming to your site expecting more information on losing weight with exercise only to find you are talking about diet pills – there is a mismatch. 
• Another way mismatch happens is through partnering with affiliates that have a customer list that has been built around a slightly different angle on your topic.  They click through to your site based on their relationship with your affiliate partner, but if not positioned properly, may be poorly targeted for your offer when they arrive
• Finally, many people also do a poor job of targeting their advertising – CPA, PPC or Banner Advertising that largely misses the mark in terms of targeting also means you get visitors who are not very interested in what you have to offer

2. It could also be that your marketing funnel is broken or performing poorly.  Here are some issues we have seen in the past when we help our InfoMarketer’sZone Members improve their internet businesses:

• They have a 1-step sales funnel – it is called “buy or NOT!”  In other words, they send their traffic directly to a sales page where they get only 1 shot to convert the customer.  Now given the psychology of selling, knowing that a very large portion of those who are interested in your own product will not buy on the first exposure, you immediately lower your conversion by having such a process. Instead, you want to “date” your prospect before you ask them to “marry you”. In other words, share some highly valuable content with them, get them to take a smaller action like signing up to receive more content from you and work them toward a 2-3 step marketing funnel.  Your conversions can easily jump by 2-3X just by putting a system like this in place. 
• Your messaging may be poor. It could be that your sales funnel is well designed, but you are selling logically or informationally rather than emotionally.  To effectively make the proper connection with your customers you need to show them you understand their desire, their challenge and what being able to fulfill that desire would mean to them.  Your entire messaging should be around taking your prospect by the hand and proving to them that you understand what they want, what challenges they have in getting there, what it will be like (in their language and mindset) when they achieve their desired result and what it would be like if they didn’t.   Do this and your conversions will improve tremendously
• Understanding the buyer’s mindset.  Once you have accomplished the first two challenges – you have pulled your prospect into your marketing funnel and are connecting with them on a regular basis, then you need to also understand the propensity of buyers to accept upsells, cross -sells and relate back-end offers.  You can easily double your sales and profits by working upsells (at time of order), cross-sells (both for those who do not order immediately and post-sale) and back-end sales following an initial buying decision, this can make a huge difference in your overall profit and convesion. 

As someone doing business on the internet, your focus should be heavily weighted to improving your conversions in the first few weeks of your internet business, once you have achieved consistent sales of 2-3 in one-hundred visitors, then you can scale up with additional traffic generation techniques and continue to improve your conversions by adding to your marketing funnel and split-testing different landing pages until you get that conversion even higher. 

The good news is that all of this is completely under your control, you hold the key to higher profits – follow these steps, get extra guidance and 1:1 help inside InfoMarketer’sZone and see higher profits coming your way within weeks.