As a smart ebusiness owner, you must understand that you've got now to go if all you do is sell. Online users do not just go to website and hit that "buy" button. Instead, they research and they do their homework before they make that well-informed decision. So, if you want these people to buy from you, you have to give them free information first. Here are some tips on how you can go about it.
The first thing that you need to do is to listen and ensure that you do this a lot. Depending on the type of business that you run, you can directly talk to your prospects, create feedback channels for them, and utilize customer surveys. You can also spend intense time on forums and blogs where your potential clients typically talk about their pain points and questions. The idea here is to know exactly what they want. Do not assume that you know that these people are looking for because you might just be wrong. When that happens, your information marketing campaign will not succeed as your very foundation is weak or should I say, wrong.
Focus on the needs and demands of your prospects. One thing that you need to realize when doing information marketing is that your target audience does not really care about your products (at least not at first) or you. All they think about is themselves. So, their questions go along like this; "what's in it for me?", "how can you help me?", "why would I listen to you?" So, keep these in mind when writing your content. Ensure that you make them benefit-driven. For example, instead of highlighting the features of your products and services, talk about the pain points of your prospects and strive to help them out. That way, you can really get them to pay attention. Do this over and over again before you mention the products that you sell.
Focus on content distribution. After setting up your own blog and after doing article marketing, think of other ways on how you can distribute your information to your target audience. Remember, you need to make it easier for these people to find you and your content. For this, I recommend that you make use of Facebook, Linkedln, RSS, and Google+. You can also resort to blog-to-email feeds, guest blogging, and guest teleseminars / webinars. Lastly, send info through news and press releases and by giving out white papers and ebooks.
Find ways on how to start conversation with your prospects. You want your audience to talk to you and not just read what you've distributed. That's why, I suggest that you activate blog commentary and that you open channels for feedback. Once they contact you, it'll be much easier to get them to take action; sign up to your newsletters, join your surveys, or attend your free seminars. That's what you need to get a couple of steps closer to getting them to buy what you sell.