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Sales Complexity

FutureNow Post
Friday, Sep. 28, 2007 at 9:00 am

The Complexity of Closing a Sale

September 28th, 2007

B2C, B2B, impulse purchases, straightforward purchases, considered purchases, nonprofit, lead generation…Your ability to persuade depends more on your audience’s key qualitative factors than on your business category and, many times, audience demographics. If you understand all the elements that make up your unique persuasive process — a marriage of how you sell and how your audience buys — and if you understand your audience’s needs, you’ll be able to create persuasive copy that dramatically improves online conversion.

Selling and Buying: “I…

...continue to read "The Complexity of Closing a Sale"

FutureNow Article
Tuesday, Feb. 1, 2005

Conversion and the Complexity of Your Sale

February 1st, 2005

It’s not about your business category or whether your sale is or is not a considered purchase. It’s about your persuasive path!

I recently overheard a fellow talking about “the simplicity of the B2C sale.” He was comparing it to the complexity of the “considered purchase,” B2B sale. I had to chuckle, not at the thought one sale might be more complex than another, but at the thought that B2C sales, simply because they are B2C, are inherently less complicated. I…

...continue to read "Conversion and the Complexity of Your Sale"

FutureNow Article
Friday, Oct. 15, 2004

One of Yours?

October 15th, 2004

Think “personas” – grapple with the mindset and needs of your visitors to design a conversion process that satisfies everyone

A news clip just informed me: a phenomenal 80 percent of all purchasing decisions are made or influenced by women! I can’t actually verify that statistic for you (the talking head certainly sounded credible enough), but I can tell you that women - in one way, shape or form - are behind the majority of actions folks take on…

...continue to read "One of Yours?"

FutureNow Article
Thursday, Jan. 15, 2004

You Talkin’ To Me?

January 15th, 2004

Robert DeNiro and your web site visitors are asking the same question. “Are you talking to me? I’m the only one here.”

It’s not just a line, it’s the essence of your relationship with your visitors. You think you’re talking to the hordes, ’cause you’ve got big numbers every month. But your Web site is not a lecture hall or a convention center. It’s an intimate little space where you and a visitor interact one-on-one. And there’s no such thing as…

...continue to read "You Talkin’ To Me?"

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