Since the launch of showtheplanet.com we have been regularly inundated by sales
pitches from Internet and technology firms from all over the globe. We would think it a
positive thing - since the world is obviously finding us - except that its quite apparent
from most of the messages we've received that the person on the other end of the
phone (or fax, or e-mail) has no idea what we're about. Even worse, most of these
Internet companies seem have no idea how to do business on the Internet. Here are
some actual examples of contact from sales people to our office within the last month:
<> Salesperson from an internet company calls and leaves a message followed by 10
minutes of office background noise and conversations. Apparently this person hadn't
hung up the phone. This happened two days in a row from the same person.
<> Salesperson calls and introduces their product. This product obviously has
nothing in common with what we do. We ask: "Have you been to our site?" They
respond: "Uh...no, but...."
<> Salesperson from an Internet company calls. We are interested and ask about
pricing. The response: "Uhh...Actually, this is my first day. Can I get my manager to
call you about that?"
<> Salesperson from an Internet company calls. We ask that information be e-mailed
to us. They courier a five pound information package to our office the
next day. It contains volumes of information about why they're such a wonderful
(public) company, but no detailed information on prices or product.
<> Similarly, we request pricing information via e-mail from an Internet company.
They respond with their own five pound courier package. You guessed it. No
information on pricing.
<> Salesperson from an Internet company calls and introduces their product. We
are interested in learning more and request information be e-mailed to us. They
call back three days later and ask for our e-mail address. Our e-mail address
and contact information are prominently displayed on our site.
These examples wouldn't seem as absurd if the inquiries had come from traditional
firms not yet familiar with the Internet. But ALL of these examples came from Internet
firms (Many of them public companies - Watch your money!). The leading edge of the
dot com economy? I think not.
Of course there's always a bright side. The more idiots out there trying to do business
online, the less competition for you.
Here are three rules of thumb that, in our not-so-humble opinion, can make or break
your online sales.
<> Provide ALL the details of your product on your web site. Include every possible
detail and specification. Don't waste the customer's time and they won't waste
yours. The Internet is about information on demand and the consumer is more
demanding than ever.
<> Post your prices on your web site. I repeat. Post your prices on your web site.
Nobody wants to jump through hoops to buy your product. Most potential
customers won't inquire about price unless your product is very specialized.
<> Know your product and your industry. If you're not an expert, customers will see
right through you.
Simple? Absolutely. Yet it's amazing how many companies have no clue. If you play
by the rules you will sell more. The Internet consumer can be very generous to those
who do.
About the Author
Chris Rawluk
Find straight answers on e-commerce and online business. showtheplanet.com
features articles, helpful tutorials, and useful resources for online business. Visit
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