How To Use the Internet to Help You Sell Off-Line.
by Paul Young

For a long time people who sold over telephone, by direct mail, or in stores figured "what does the Internet have to do with me?" Now more and more are realizing that those who don't find ways to incorporate the Internet into their selling will be lagging behind very soon.

Here are some simple methods for using the Internet to help you make sales off-line.

 

1. Every sales person needs his or her own web site. Even if you make 100% of your sales fact-to-face with customers, many of your leads can come from the Internet. Thousands of people in your community look for a product, service, or store by logging on and using a search engine. They will look for you online long before they'll dig out the Yellow Pages.

   If you don't have a web presence, you won't be listed in search engines. A growing number of your best prospects won't find you.

    

2. Urge your company to create a customer service area on the Internet. Customers should have a place where they can read more information or ask questions 24 hours a day. If your company won't spring for a site, create your own online customer service kiosk. Include question and answer pages and offer to tackle questions and problems via email.

    

3. Learn to use email to replace some of the telephone and in-person sales calls you make. Many busy customers now prefer the quick, direct communication email allows. You will also find that firing email messages back and forth takes far less time than chatting on a phone call. Ask your customers how they use the Internet and email. Try to find a match between what you can give customers and the ways they use the Internet.

   One person we know absolutely detests shopping for a new car at a dealership. When one savvy salesperson offered to do the entire transactions via email, he made the sale. Look for opportunities like this one that allow you to use the Internet to boost your off-line sales efforts.

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