1/9/2009
Making a Sale by Turning It Down
Last week I was having coffee with a gentleman who has developed an advertising platform for bloggers – a very interesting service indeed. At one point in the conversation, I asked him if he thought I could earn any ad revenue from his program.
He said no, not really.
I was stunned. No evasions, no qualifications – just an honest answer. In a world of over promise and under deliver, his straightforward sincerity sold me immediately.
Will I display his ads? Maybe, maybe not. But things change. His audience is expanding. His advertisers are growing more diverse. He’s adding new services to his program. By speaking his mind rather than delivering a sales pitch, he opened the door for a sale now and a better sale down the line.
Do you find that the less you feel you are being sold, the more inclined you are to purchase?
And by the way -
You’ll hear from him next week in a guest post, scheduled for Tuesday, January 13. If you’ve got a blog, it will be worth a read.
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11 Responses to Making a Sale by Turning It Down
Brad,
I like honest answers very much. The whole story reminds me of the discussion about “getting rich with google adsense or whatever other thingies on your blog”. Promises, promises. It might be done, but only under certain circumstances. I prefer a “No you won’t get rich by blogging” to a “you can make an easy dollar by blogging” (slightly exaggerated, I know).
Ulla Hennigs last blog post..Mozart: Rondo Alla Turca
You know what they say, honesty is always the best policy!
Iain Broomes last blog post..10 things to write on in an emergency!
Hi Ulla, Isn’t it interesting that even though we all know there’s no such thing as get rich quick scheme, people still go for that sort of thing?
Iain, True enough! Next to politicians, sales people have the toughest time adhering to that policy.
Brad Shorrs last blog post..Making a Sale by Turning It Down
I totally agree! I was having this conversation on Twitter the other day, with just a slightly different slant.
I was asking about product sales pages, and if there was a reason they needed to be overinflated and gaudy. The only answer I got was that “the customer needs all the information.” Many more people agreed with me, that I need very little information about the product. If I click the sales page from a “soft sell” page, I already know that I am interested in purchasing. All I need to know from that point is the price.
I don’t even read the sales pages! I just scroll until I find out what I need. I think that honesty, sincerity, and straightforward facts will accomplish more in today’s world than the “hard sell.”
Kimberlee
Kimberlee Ferrells last blog post..Sincere Online Community Building Winners
Hi Kimberlee, Thank you for visiting and commenting! There must be another side to the sales equation that we are both missing, because you see the kind of thing you describe time and time again. The only conclusion I can reach is … it must work. However, for every sale the “hard sell” makes, I still think ten sales are lost.
Brad Shorrs last blog post..Making a Sale by Turning It Down
An interesting approach that I think will ultimately net more interest. Can’t wait to hear what he has to say.
Brad, what a great point. I definitely respond better when I feel that someone is actually considering my needs and being honest as to what their product/service can do. I look forward to the guest post, you’ve got my curiosity meter on smoking!
Karen Swims last blog post..Five in the Morning
Robert & Karen, Be sure to tune in Tuesday!
Brad Shorrs last blog post..Making a Sale by Turning It Down
Brad,
I have said it before on this blog, but it’s worth saying again – if you have a truly viable offering, you should be able to make adequate sales by promising only benefits equal to what your firm can deliver, and then meeting (or better, exceeding) the promised standard.
With respect to Ulla’s comment about getting rich quick via AdSense or similar type of programs, I detest the hype and promises which some sights make with respect to the income earning potential of blogging.
I like how Darren Rowse of Problogger.com provides a more realistic expectation with regards to this. According to an annual poll which Darren conducts, only about 20% of bloggers make more than $1,000 American dollars per month from blogging (I think the actual figure is 17%).
Don’t get me wrong, as a legitimate form of media, no doubt the blogosphere has considerable potential for those who adopt a diligent approach – and you never know if you don’t try.
But expectations must be realistic, and those who purposefully sell newbie bloggers on unrealistic expectations are cruelly setting them up for failure.
Andrews last blog post..Fund managers are not paid to hand money to scam artists
Andrew, You express it very well. I do think that sometimes, bloggers put these unrealistic expectations in their own minds, or do not realize the kind of effort it takes to establish a high traffic blog capable of producing significant ad revenue. For most bloggers, I think indirect revenue is where the real opportunity may be – in generating leads, establishing credentials, building a business network, creating opportunities for collaboration, etc.
Brad Shorrs last blog post..Making a Sale by Turning It Down
Brad,
I suspect that is the case, and I suspect that the greatest potential from blogging, in terms of producing an income, would be as a form of support to an existing business rather than as a stand alone business in its own right.
That said, I have no doubt that blogs can be viable as stand alone businesses for those who enjoy writing and are prepared to invest the time and effort required.
Bottom line – prospective blog entrepreneurs should adopt both a positive attitude as a realistic attitude at the same time – and keep their day jobs until such time as any income earning potential of their blog has been proven.
Andrews last blog post..Fund managers are not paid to hand money to scam artists