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Credibility is one of the most important factors in converting website visitors into enquirers. It's the nature of marketing pitches to make claims or promises about what you do and the results you can achieve. But getting website visitors to believe what you say is the key to generating more leads and expanding your online sales pipeline. Study these suggestions to improve the integrity of your website and make each prospect's visit a profit: Strategy #1: Indicate the Reasons Why the Claim is true. A specified explanation of the accuracy of the claim will enhance the sincerity of the messages according to persuasion expert Robert Cialdini of "Influence" fame. e.g. When you acknowledge your site as "The Lowest Priced Luggage Retailer in Australia", you must give justification for this, like the following: * Explain that you avail discounted bulk purchases and show pictures of the containers containing your purchases. * Lower overhead as carried out by lower expenses should also be noted as cause of low prices. * Expound the objective of selling at lower margins and the proposal of selling great volumes. * Most of your business comes via the Internet, avoiding the big media costs of your big-end-of-town competitors Once you justified the factors behind, you will eventually attend to a pile of buyers. Note that products on sale or products offered at discounted price should also be explained clearly. I always remember one of the marketing clich?s of Jay Abraham which is "You can't discount your way out of a marketing problem; you need to educate your way out". Strategy #2: Case Studies and Testimonials Section. Case studies and testimonials of customers are the best sections in the site to boost it's credibility. Positive RESULTS are what you achieve to give to the customers and case studies and testimonials are mostly comprised of details about results. They are certainly concrete and specific as conveyed by customers. Keep in mind that results are what customers are after and not the product itself. Testimonial must come across as true and genuine. There are some websites that feature fake testimonials. They use flowery words as if copied from an award winning-script. One of the best ways to accumulate a file of Case Studies is to provide your clients with a few guiding questions and have them respon in their own words. This will produce testimonials that sound authentic and "ring tue" to the reader. The testimonials section is a major feature of the website but Visitors can easily ignore them. You can do some strategies to highlight them. You can "Highlight" a Testimonial or Case Study by: * Adding a headline * Placing it in a Johnson Box * Making graphics for key phrases and results. * Adding a photo, audio stream or video stream from the testimonial provider * Adding the client's logo (especially if they are a well-known brand) * Showing graphs, scanned documents, screenshots or other visual representations of results. Strategy #3: Association Marks, Qualifications and Certifications If you're a member of any professional associations or other groups, place their logo on your website. This implies some kind of standing in your industry and can even constiture a 3rd party endorsement of your company. Official recognitions as verified by distinguished certifications such as ISO 9001 will be clearly recognised by your visitors. Some may come out unknown; it is your duty to EDUCATE and inform the clients about it. Here are a few tips to do that: * Give proper details of the membership and certification. * Describe how you obtained it. * Elaborate the standpoint of the certification (e.g. Marketing Results is one of only 16 Google Adwords Qualified Companies in Australia) * Justify the customers' advantages of the membership. Certifications and qualifications are helpful in your goal of giving satisfaction to customers. It will not only boost your integrity, it will also lift the perception of your customers towards the site and the industry. Strategy #4: Awards, Credits, or Acknowledgements Recognitions as outstanding in your industry will heighten a good impression in the eyes of visitors and clients, but avoid complacency and don't overlook your objective of giving positive results and satisfaction to customers. Here's a good example of this in practice. Combo IT's "Awards" page provides details of the awards they have won (including inclusion on the prestigious BRW Fast 100 list). Not ony the prestige of the awards, but the fact that Combo is a multi-award winning company, helps to build an impression of legitimacy and competence - enough, certainly, to shortlist them as a prospective supplier. Strategy #5: 3rd Party Authentication Services Verisign, the Better Business Bureau and HackerSafe are services that assure the legitimacy of the business policies and customer services. Look for the well-known ones with enough recognition for better credibility of your website.
Article Source: http://www.ezine-directory.info
About the author: David B. Ascot offers advice on sales lead generation methods that will assist your business to benefit from successful online lead generation.
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