I’m a SAHM who blogs and sells stuff on Etsy, so I’m not a big user of corporate sales lingo. However, I’ll make an exception in this case because I think it might help.
The big sales consultants have an acronym for a the human nature of sales flow: AIDA
Attention. Interest. Desire. Action.
Ok, so even here in my house, with boys silently threatening bodily harm to one another over the X-Box (they think I don’t see them), I can see that this is both common sense and uncommonly helpful.
This framework gives me a mental picture of what has to happen for me to make a sale online. Another common sales term is “The Sales Funnel”.
You’ve got to get as many people as possible in the top of the funnel. All you need to do at this point is get eyes on your stuff. Any of your stuff, such as:
- Your Etsy Listings themselves
- Your blog posts
- Your Facebook Posts
- Your Twitter Updates
- Your Pinterest Pins (of your pictures of your stuff)
- Your online videos
- Your giant streaming banner towed behind your car…
Anything that can grab the attention of lots of people is step one. You want to be prolific about this. Between kids, school, husband, life, and maybe even another full-time job, that is. You can do it!
At the first level, you’ll lose a ton of people right off-the-bat. Not everyone who sees your wonderfully created touch of super-girl awesomeness is going to be smart enough to know that they want more.
But some will, and they are the ones who are “interested”.
Once you have their interest, you’re going to want to turn up the heat a little bit. This is where you do most of your actual selling. Here’s what you do:
First, try and understand what would motivate someone to buy your item…
- What do they gain?
- What problem does it/you solve?
- What fear does your product represent defense against?
Next, point out why they should buy your particular version of the product…
- Higher quality?
- Faster delivery?
- More social proof? (everyone uses this one)
- Better __________ ?
For the most interested, if you do this well, you’ll get some of them wanting to take the next step.
Wait, don’t get too excited yet. This isn’t the sale. It’s a decision to buy and they are ready to buy, but there is a final step for getting them through the funnel.
Remove Obstacles! Here are a few ideas:
- Free Shipping
- Clear terms
- Easy Payment Method (on Etsy this is out of your hands)
- Fast response to inquiries
- Customer testimonials if possible (removes the “is this a smart purchase?” fear)
Does it sound too simple? The truth is that it really isn’t complicated, it’s just a matter of time and effort.
And since you probably do have more than one thing going on in your life, don’t sweat it if this takes awhile to perfect. With the holiday season approaching, you’re going to get some sales if you show up to the party!
Build on these ideas for this season and all next year, and the year after that if needs be. Just don’t quit on your dream. You can’t fail, if you don’t quit.
So what do you think? Is “AIDA Girl!” helpful for you? Let’s talk in the comments…