How To Sell To Online 'Lookers' -- Who Buy Offline

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Author: Troy White

Troy White is a top marketing coach, consultant & direct response copywriter based in Calgary, Canada. He has a powerful approach to growing small businesses and entrepreneurial run ventures on a budget. His free Cash Flow Surges blog shares tons of great strategies at his main blog.

There was a great study just released by the research company ComScore -- in conjunction with Google-- about online search and the shopping habits of those who start their search online.

This was shocking:

ONLY 37% of those who look for a product online (looking at prices, options, shipping, etc.) actually end up buying that product on the Internet.

You can lose up to 63% of your buyers by them going offline to buy! They still prefer that face-to-face interaction... the reassurance of buying from a physical store... the fear of using their credit card online... whatever the reason, the majority of people are leaving your site to buy elsewhere.

So how do you combat this major problem?

First, you need to find ways to capture their information while they are at your site.
- option forms for newsletters on your topic

- special reports on how to buy the best _____ - only available with exchange of an email

- offer them a free cd or DVD to show them 14 insider tips to getting the most out of your ________ purchase Second, you need to offer them BIG incentives to shop from your online store. Maybe additional bonuses they will never find if they buy offline. Or extended warranties if they buy online. Or entered into a special discount club. Or free express shipping (save them the trip to the store and the associated hassle of the mall)

Third, be DIFFERENT! Do strange things with your website that compels them to want to do business with you. Offer contests, have birthday parties, have a chat room for buyers to discuss your products and services.

The key is that with 2/3 of your buyers buying elsewhere, it is up to YOU to make it worth their while to buy from you right now... right from your site.

So, list 10 things you could do to make your online store a "no-brainer" when it comes to the decision if they buy online from you, or offline from a competitor.

Then implement at least 2 of those 10!

To your success, Troy White PS: Discover how to make your cash flow surge with the street smart marketing tools at my blog You also get one of my favorite case studies of marketing done exceptionally well, The Million Dollar Lobster Report when you sign up for updates on my blog. Discover how two young twenty-something year old brothers turned a simple lobster sale into a million dollar business in just 3 months!

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