What makes a really good product…? – Well that rather depends on your point of view…

You know, if I had to sum up what it is that I’m good at, it would probably be with the phrase ‘predicting what others will think…’ Well, that’s all very good, I hear you say … but what exactly do I mean by that (and more importantly how can I do it too…?)

I’m sure you’ll agree, it would be great if you could know ahead of time exactly how someone will feel, think or precisely what questions they would ask before being presented with your offer, proposal or idea? How much easier would it all be if you knew exactly what your customer wanted, and what their needs and objections were likely to be…?

OK, what I’m about to cover is not exactly reading other people’s minds (almost the complete opposite, in fact…) but what it will do is to help you (and the other party involved) to get that all important mutually advantageous outcome very quickly, and also far more easily, than you thought was possible…

So, here’s how you can do it too – and to start with … all you have to do is just think about it…

Let’s just look at it on a basic level first of all … Imagine we have come across two sites with very different ‘looks’ … one is a luxurious and professional site, whereas the other is full of broken links and ‘Word 97 clipart’ era graphics … ask yourself – which one would you look at more closely (and possibly make a purchase from) and which one would you click away from almost immediately…?

OK, maybe that example was pretty obvious, (and we should know better than to have a site that falls into that second category) 😉 but now if you go further past the obvious things such as the appearance of a site, and into the real ‘nitty-gritty’ … this is where you’ll start seeing the real opportunities to make all the difference for your visitors…

Examine what you are putting together, and ensure it is obvious what you want your visitor to do … everything should be completely self explanatory, so that there are no questions left unanswered (except the ones that draw the reader further into any sales text of course) … If visitors to your site need to enter their details or to click in a certain place, make sure it’s clearly marked out for them (I’ve even used a couple of well placed arrows myself in the past);-) because when doubts and uncertainties creep in, your visitor is more likely to do nothing at all rather than go to the trouble of starting to ask questions…

So get this right … and you will see a massive improvement – in sales, sign-up rates, and in short you’ll see an improvement in whatever it was that you designed your website to do … and once you ‘get it’ you’ll see these opportunities all over the place in your business…

The crux of the matter is to imagine yourself as your own customer … if you were in their shoes exactly what would you want, how would you feel if you were given your own offer…? What would be your concerns? – Expand your offer to include answers to those concerns… What would be your desired outcome? Paint the picture of what your visitor needs to do to get that outcome – simply and clearly…

So ask yourself now … what could you do to make your offers better, and could you offer that? What about ‘outrageously better’ – could you do that too? … Just see how you can be a better provider for your customers by putting yourself in the place of your customer and see what makes you want to buy … or what could be done differently to change your view on something…

To sum it all up, let me give you one final example … you may be aware I’m currently locked away working on a new project with my copywriter … during this process we go over whatever it is we have put together time and time again … going over every single nook and cranny, to make sure all the phenomenal aspects of what is offered are conveyed (it’s far easier for a customer to choose to buy when they’re informed about what it is that they’re going to buy, and know how it will benefit them, rather than having it hidden away, leaving the customer guessing…) … and in short, that requires a bit of revising and re-revising what we have until we turn around to each other and say … ‘Actually I wouldn’t mind buying this myself’…;-)

Until Next Time,

Tim Lowe
Publisher, Tim’s Business Lowe Down

Tim Lowe