Flying by the seat of your pants blogging and marketing won’t work if you want people to part with their most valuable assets:
- Their time (to read your content)
- Their money (to buy from you)
If you ignore any of the steps I cover today you’ll get little of either.
Some of the biggest advice I can share with you is this, those readers are human beings with real lives, real problems and real emotions.
I learned this from my face to face selling days along with a lot of other skills and tools to help relate to people.
Hands down, properly done face to face selling works because you can see, hear and experience what the other party is expressing in real time. You can read their tonality, their body language and intuitively know if you’re on target with meeting their needs in the moment.
Even with all of the new technology we have we’re still at a bit of a deficit in this department. So what do we to do?
Well, I discovered there are 7 face to face selling tips you can apply to your blog right now.
1. Know Your Audience
You have to intimately know your readers biggest fears, frustrations, wants and desires if you really want to connect.
What keeps them up at night, what are they after that puts a huge smile on their face?
I wasn’t always the best in sales because I was slicker than anyone else. I was always best in sales because I cared enough to truly learn about my prospects needs and desires on an emotional level. I picked up an old saying when I first got into sales that has stuck with me every since:
People buy people, they don’t buy products.
If you’re selling you, your own digital products or your own coaching, you’re still selling you from the blog. Knowing your craft is a given, knowing your audience needs to be too.
Research your audience as much as possible and know as much about what drives them as you can.
2. Start With the End In Mind
Know before you start a blog post or create a page, what action you want your readers to take when they are done consuming the content.
- Do you want them opting into your email list where you can add additional value and make offers for products, services or coaching?
- Do you want them to click on ads on your blog?
- Are you promoting an affiliate product directly from your post?
Consider the end action you want your readers to take and set up your post content to support this action. This way your call to action at the end (See Tip 7) comes naturally and doesn’t seem forced.
3. Be Passionate About Your Product (Not just money)
No, I’m not crazy, and yes I’m in business to make profit.
I also believe in solving problems at a profit and in this case if you’re selling from your blog you’re probably trying to solve a problem for your audience or add some kind of value. There’s nothing wrong with doing it for a profit in my opinion as long as you’re adding value to their lives
I just see way too many bloggers and marketers focused on the profit part and not enough on truly solving problems for people.
I’ve always passionately believed in my product or service, made sure it was aligned with a market that wanted it and had the money to pay for it. As long as I can deliver on my solution to my audience, it was a win for everyone.
4. Listen More Than You Talk
I believe we have two ears and a mouth for a reason. In my face to face selling career I was successful in sales because I listened more than I talked.
So how do we do this online?
Consider these methods:
- You can pay attention to what our audience is talking about in social search via Twitter, or in Facebook and Linkedin Groups.
- You can set up Google Alerts around our keyword phrases or competitors phrases
- You can read and listen to our audience when they do engage in our blog comments
- You can also pay attention to what people are saying in blog comments of our competitors blogs
- You can locate Forum’s that are specifically for your niche and pay attention to the most relevant conversations
There are so many different places and ways to covertly listen to our audience. Actually there are almost too many ways. Believe me, as fast as things are changing online it’s important we do so. You want to remain relevant with your communication? Don’t blab at people, listen first.
When you listen more than you talk your chances of saying something meaningful improve greatly.
5. Ask Quality Questions
I always, always, always asked lots of questions of my prospects in person or over the phone in my face to face selling. Yup, I do the same with my current online audience. When you effectively do this, you have a better chance of your content actually meaning something to your audience.
For example, one way I do reach out is through a free service called Survey Monkey. I can create a survey and send it out via email to my online audience and read their responses.
There’s a bit of a skill to doing this right, but when you do it’s absolutely invaluable. Your subscribers will literally tell you what products to create for them.
The key here is knowing the right kinds of questions which I often share with people I coach.
6. Be Real (In Your Writing)
When you read my stuff, you may be able to tell I’m not a scholar. Matter o’ fact I graduated high school as a “C” student at best. However I’ve got an A+ in the school of living life.
I have a pretty loyal readership because most all of them tell me they get me through my writing. And those that I end up coaching and speak with, they all say I’m exactly the person they got from my writing.
I don’t pretend to be something I’m not even when I sold face to face. I’m real when I write on my blog and I suggest you be too.
I’m told I break just about every grammar rule there is and it’s probably because I’m not aware of the vast majority of them. But it’s also help differentiate me from a bunch of the norm.
The old saying, “Be you because everyone is taken,” is absolutely true here. It works great in person and even more so on your blog.
7. Ask For The Order (Or Action)
Remember Tip 1? When you start your posts or pages with the end in mind, your call to action at the end requires much less effort than if you don’t.
However you do still need to tell people what to do next.
In my offline career I never really had to “ask for the sale” because I positioned the decision to start the purchasing process as a no brainer for the other party. But I did need to let them know what to do next in order to receive the benefit they wanted.
Want someone to opt in for your free report? Here’s one way you can set it up in a blog post.
If your post solves a problem, tell them the issues they may run into once they’ve resolved the problem and how your report helps them with it.
Tell them to at the end of your post and reinforce the benefit they’ll receive when they do or the cost to them if they don’t. You’ll know which trigger because you researched what drives your audiences behavior.
Speaking of action, how about your tips? Do you have any you can add or do you just have some questions about how to further apply these seven? Drop me a line in the comments section. I’m here to support you.
Tony Teegarden is a personal development coach who helps self employed people get out of their own way to increase their business. Save yourself time and hassle online by grabbing his newest report 7 insider tips you need to know before taking your expertise online.