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Selling Process

FutureNow Article
Friday, Sep. 12, 2008

The Case for Persona-Based Lead Generation

September 12th, 2008

A lost wallet lies on a Manhattan street, stuffed with cash. A white middle-income male, New Yorker, between age 30 and 44, picks it up. Will he look for the rightful owner, or pocket the cash?

With that level of “targeting,” it’s anyone’s guess. There just isn’t enough information available.

But if George Costanza, the white middle-income male New Yorker between age 30 and 44 from “Seinfeld” picks up the wallet, everyone knows exactly what he’ll do.

He’ll keep the money.

By allowing you…

...continue to read "The Case for Persona-Based Lead Generation"

FutureNow Post
Thursday, Jul. 31, 2008 at 6:04 am

Fixing Your Sales Funnel

July 31st, 2008

It does my heart good to see others say, thanks Carolyn Gardner in DM NEWS, what we’ve been saying for the better part of a decade. Online marketers need to focus on their sales funnels. It’s not enough to have read “Call To Action” or “Waiting For Your Cat To Bark?” (so many did they became NY Times & Wall Street Journal lists’ bestselling books) you have to do something about it.

Carolyn Gardner writes:

“According to Shop.org’s State of Online Retailing…

...continue to read "Fixing Your Sales Funnel"

FutureNow Article
Friday, Apr. 25, 2008

3 Reasons Your Visitors Don’t Convert to Leads

April 25th, 2008

lead generation conversion ratesWant to ramp up the conversion rate on your lead generation site?

Lead generation sites fail to convert for three basic reasons:

1. Visitors don’t understand the value they get in exchange for giving their information.

2. They are informationally challenged and collect too little, too much, or incorrect information.

3. You haven’t established trust and set proper expectations of what to expect when doing business with you.

Obviously, each is interrelated and flow from one to the other. There might be a few more reasons,…

...continue to read "3 Reasons Your Visitors Don’t Convert to Leads"

FutureNow Post
Friday, Nov. 16, 2007 at 3:59 pm

Screencast: Guarantee Holiday Sales

November 16th, 2007

...says Best BuyOne of the most important — and often overlooked — ways to boost your conversion rate while improving the experience for your customers is to focus on point-of-action assurances. Basically, these are the messages that smart e-commerce sites give us, just as we’re ready to check out. Point-of-action reassurances help us overcome that one last moment of doubt (“I think she hinted at this one, but can I exchange it if she wants that other digital camera instead?”). These types…

...continue to read "Screencast: Guarantee Holiday Sales"

FutureNow Post
Thursday, Aug. 2, 2007 at 9:23 am

“Yours for Just 3 Easy Payments of… “

August 2nd, 2007
FutureNow Article
Monday, Jul. 16, 2007

Top 10 Tips for Selling “it” on eBay

July 16th, 2007

ebay_1.jpgFor nearly a decade, companies have hired Future Now to help them understand how people buy online. In this same amount of time, I’ve spent a good chunk of each paycheck bidding, saving money, doing “market research” on eBay. And, throughout the years, it continues to amaze me how few eBay sellers get it right.

One little-known but poorly-kept secret out there in vendorland is that many big companies — the same ones who come to us for retail advice —…

...continue to read "Top 10 Tips for Selling “it” on eBay"

FutureNow Article
Monday, Jul. 24, 2006

In Sales? At Least 9 Things You Can Learn from Waiting for Your Cat to Bark?

July 24th, 2006

Implement strategies to improve your sales efficiency while meeting the needs of your customers

You’ve got online sales. You’ve got offline sales. To complicate matters, neither of these exists in isolation. According to a recent BIGresearch survey, 87% of the customers who research their purchases online actually buy offline!On top of that, websites and flesh-and-blood sales staff must continually field product and service questions from customers who increasingly are as, if not better, informed than they are!

How can you implement strategies…

...continue to read "In Sales? At Least 9 Things You Can Learn from Waiting for Your Cat to Bark?"

FutureNow Article
Monday, Jul. 10, 2006

But We Don’t Sell on the Web: At Least 8 Things You Can Learn from Waiting for Your Cat to Bark?

July 10th, 2006

The fact that your products or services aren’t suited to shopping carts doesn’t mean the Web shouldn’t be a focus for implementing your business strategies

The fact that your products or services aren’t suited to shopping carts doesn’t mean the Web shouldn’t be a focus for implementing your business strategies.In an emerging media and experience-based economy, the Web is the glue that binds a business’s multi-channel marketing efforts. Today, the Internet plays a critical role in how customers perceive brand, shape…

...continue to read "But We Don’t Sell on the Web: At Least 8 Things You Can Learn from Waiting for Your Cat to Bark?"

FutureNow Article
Saturday, Jul. 1, 2006

The Equation That Matters

July 1st, 2006

Understanding the complexity of your sales topology allows you to create a more effective persuasive system

I sing this song a lot: “You sell, I buy, tra la tra la.” But that’s what it all comes down to. Whatever you’re doing, you’d like me to take advantage of it. You’re selling. I’m buying.You’ve got a process in place to manage the transaction from your point of view. Meanwhile, I have my own agenda, and you want to find a way to…

...continue to read "The Equation That Matters"

FutureNow Article
Friday, Nov. 11, 2005

Another Dumb Pet Trick

November 11th, 2005

Don’t wind up teaching your visitors to beg (or bail)

Bryan couldn’t wait to email me the screen shots. “This is crazy! I can’t believe they’re doing this.” There’s a lot we can’t believe folks do, so this actually isn’t an unusual situation. But Bryan was … um … peeved. (That’s putting it politely.)You see, DJ needed a bowl for his water, and providing for DJ proved slightly more complicated than Bryan had anticipated. In his words …

Read the rest of…

...continue to read "Another Dumb Pet Trick"

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