Sales in the Online World

There are two general attitudes toward sales, one which has its roots in the history of the industry, the other which was developed as a result of changes in technology. Unfortunately, despite the knowledge available that the old system is fundamentally flawed, there are still many people who will tout its merits.

The Old System

Under the old system, the salesperson would provide you with [biased] information, then try to convince you why you should buy it. A sense of urgency was often created, as though the sole opportunity to make this purchase at this fantastic price is about to go away. The salesperson was concerned solely with the idea of making a sale.

Over time, however, it has become clear that the concept of a special deal never did really exist, that the prices were always on special, with various modifications of the exact terms. The last opportunity is just one in a long line of opportunities. Additionally, with the ease of doing your own research, it has become more difficult to sell patently false information.

Despite this, such marketing techniques still exist, and are the subject of expensive courses claiming wildly [false] stories of success with the system.

The New System

The new system came from the idea that people are able to judge for themselves whether or not they need a product. The idea of a sale is to reach out to as many people as possible to identify their needs, and then to sell a product that solves a real problem. With this mentality, the vast majority of the people you communicate with DO NOT BECOME CUSTOMERS! Rather, you are providing information to thousands in the hopes that you’ll be able to help a few dozen.

As a result, what you end up doing under the new system is focusing not on the product or service, but on the relationship. While you don’t hide what your angle is, you also don’t focus on it. You don’t subject your audience with a sales pitch, but with discussions about real issues they face. As your credibility grows, they will approach you to find out if you can help them.

Dissention

I’ve been accused of being naive with this approach, that in reality, if you don’t try to sell people something, they won’t buy. As such, I would like to reply as follows.

If you look on this site, you will see that I do not sell any products or services directly from the site. I do have sections of the site that talk about the types of services I offer, and I encourage people to get in touch with me. People do contact me, and I’ve worked and continue to work with many of my readers. That being said, I don’t think I have something to offer every reader in terms of work for me. But I do continue to provide advice and information in the hope that it will help you in growing your business.

Will this system work for you? I can’t promise that.

But if you focus on content and relationships, then you will end up growing your network, and perhaps bringing it into your next venture if the first doesn’t work out. Focus on the hard sale, and you’ll find yourself being ignored by people who don’t want to be sold to, and you will make it more difficult to try to start a second venture on the success or failure of the first.