If you are looking to be successful online, particularly in the eCommerce field., understand that you’re not selling products.
I talk with so many people trying unsuccessfully to build their online business. They’re desperate to find what they can do to make it work.
I ask them a few simple questions.
Do you feel that your product or service is the best there is?
Would you buy your own product or service? Why?
Do you feel your product or service sets you apart from the competition?
If they answer ‘no’ to any one of these questions, then nothing they do will make their business a success.
Why would anyone want to buy anything from someone who doesn’t feel that they have the best product or service?
On the other hand if you answer ‘yes’ then here is the crucial question, that once you answer it you will have the answer to making a successful business.
Why are your customers better off after buying from you? How do you make their lives better?
On line shoppers are looking for value, they expect that bit more from you if they’re going to become a customer of yours.
I remember from my marketing days, it was called finding the WIIFT – What’s In It For Them.
Often people make the mistake of focusing on their ‘features’, rather than the ‘benefits’ they bring. Not knowing your W.I.F.T. means you are sticking your head in the sand and could be unwittingly hindering your own success.
For example one of our best selling products is a supplement that helps boost energy. Feeling fatigued is a very common problem that people are seeking solutions for. So to sell this product the first thing that we have to ensure, of course, is that we are selling it at a good, competitive price. We don’t have to be the cheapest. But to get the business, to the level we do, we have to give something extra. In this example it’s providing more help to enable people to achieve the solution they seek.
You see many online retailers make the mistake of focusing all their efforts on just selling products. What they ignore is potential customers are more interested in results, that’s how your product can help them achieve their long-goal, overcome an obstacle, change their life. They want to know why they should buy from you, what have you got that’s different.
If you provide your clients with value they can’t get anywhere else, you have successfully positioned yourself and your business as the experts in the market.
