Web Copywriting

Hi, Marshall and Gary here,

We were asked the other day about copywriting for a product that the company’s sales team was having difficulty selling. The sales team where being confronted with a host of objections and finding it difficult to even get to first base let alone get an appointment, present the product, submit a proposal and ultimately close the deal. This applied to both existing and potential new customers. The concern was – if the sales team couldn’t sell the product, what chance does the website have.

Here in lies a great example of how offline sales strategies can be applied directly to online selling.

When it all boils down – there are only 4 objections.

1. No time
2. No money (budget)
3. No interest
4. No need

It is critical that you are able to handle these initial objections upfront as they are the ones that pop up first and are not usually the real objections anyway. Quite often these objections are simply the reflex action of the prospect trying to avoid having to handle your call, being interrupted and subjected to the salesman’s monologue.

Continue Reading – Handling objections in your online sales copy