A Shocking Discovery by Yahoo!

June 29, 2010 by  Filed under: Advertising 

I recently came across a new study from Yahoo! Inc. and their partners that revealed something very interesting about how your customers are using the Internet to do business with you.

And it’s something that impacts heavily on all businesses on and off line – yet most business owners don’t know it is happening. It has to do with how the Internet is influencing our customers before they do business with us.

Yahoo!’s study revealed that while two-thirds of shoppers across several product categories still make the bulk of their purchases at physical retail locations…

Nearly two-thirds (62%) use a combination of online and offline sources to research their purchase before they buy.

That’s two thirds of your customers using the Internet to research their purchase before they make contact with you!

But that’s not all. I also read another similar study which found that around 90% of visitors to a business website are visiting to research a purchase. And around 60% go on to make a purchase, but not necessarily with the business website they visited.

So what does this all mean?

… It means that the majority of your website visitors are red hot sales leads. All you need to do is contact them and close the sale!

Yet this is where most small business websites get it wrong. To begin with, most business websites do not try and convert the visitor into a lead. In other words, they don’t try to capture the visitors contact information and qualify them. This is criminal because these leads are generally red hot and can add tens of thousands to your bottom line, if managed correctly. In fact, I’ve personally used the Internet to generate more hundreds of thousands of dollars worth of income for my copywriting business.

But this is just the beginning.

You see, lead generation alone is not enough. If you really want to truly harness the full money making potential of these leads, you need to know how to follow up with them once they convert!

Without these two crucial parts of the jigsaw working for you (along with the right traffic), you are letting money visit your website and walk right out the door without as much as a hello.

So once again, what does this mean to you as a business owner?

Well it means two things.

#1 – Firstly, you have to have an effective lead capture system on your website, optimized to convert the maximum amount of visitors into leads.

#2 – Once this system is in place, the next step is to develop an effective follow up system that not only follows up with your prospects, but also educates them on their purchase decision, builds a relationship with them and ultimately closes the sale.

Once you have these two pieces of the puzzle in place, you can generate traffic to your website and start enjoying a continual stream of new leads and customers flowing into your business.

Do this and trust me, you will start seeing real results from your website, instead of the measly couple of leads that you’re probably getting now.

Do you want to learn the easiest way to get more customers fast? I have just completed my brand new guide “7 Ways to Get More Customers” where I outline everything so it’s as easy as 1, 2… 3. Download it for free by visiting http://www.copywritingthatsells.com.au

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Scott Bywater - EzineArticles Expert Author

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