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From Willie Crawford.

If you are not making a lot of sales from your website, and you’ve never been in direct sales before, then you’re probably making some very basic mistakes, and can easily increase your sales.

Even if you have been in direct sales before, if you haven’t thought the process through, you’re probably making some very basic mistakes on your website – and that’s killing sales.

Making sales from a webpage is really not that different than making sales face-to-face. Yes, you have to do it using html, instead of verbally, but the process isn’t different.

First of all, you have to anticipate and answer your prospect’s objections. If you’ve ever gone through any type of direct sales training, a big part of it was probably going over answers to the various objections that your prospects are likely to raise. You probably had to practically memorize answers to the most common objections. You practiced answering those objections until you were blue in the face.

Your online sales process should be NO different. You should spend time brainstorming possible objections that people who read your website, or email, might raise, and then you need to have ready answers to those objections.

Since your email readers or website visitors can’t express those objections to you, you have to answer them as if they were raised. You make a list of most-probable objections and then you answer them – right in your copy.

After you have been marketing your product or service for a while, and gotten more feedback from your customers, you will also have them provide you with NEW objections. You need to incorporate the responses to those in your revised web copy and emails.

The process of selling is an interactive process. Even on a webpage it MUST be interactive to be effective. You must enter the conversation already going on inside of your prospect’s head. You must jump into that conversation as convincingly as you would if that person were sitting across the kitchen table from you.

Far too many online marketers fail to even consider the fact that their websites and emails ARE conversations with prospects. You can’t afford to do that.

Actually sit down and brainstorm this conversation. Make a list of possible/probably objections, and then answer them. Incorporate the answers to those objections into your web and email copy. Do this and you will notice a dramatic increase in your conversion rates.

The sales process is largely responding to objections (reasons that your customer won’t buy). If you don’t address those “reasons” then you shouldn’t expect to make sales.

Now, you know what the problem is and how to fix it.

To help you succeed Willie has created The Internet Marketing Inner Circle, a membership site where he frequently brainstorms solutions to problems such as those discussed in this article. Join that discussion for your success at TheInternetMarketingInnercircle.