Ever since I created Unlock The Game™, one of the  first 
questions people always ask me is, "Does Unlock The Game™ 
apply to online selling?"
 
I've been holding off on answering that question because I 
wanted to get enough experience under my belt with my own online 
business so I could answer this from an authoritative position.

My answer is, "For the most part, yes -- but with some 
differences."

Those of you who fully understand the philosophy behind Unlock 
The Game™ are well aware that the core of everything I teach is 
based on the elimination of all sales pressure from the selling 
process.
 
You also know that the single most powerful way of eliminating 
sales pressure is through authentic language -- in other words, 
replacing traditional sales language with the most natural 
dialogue possible, which creates almost instant trust between 
two strangers.


This is exactly where online selling differs from 
person-to-person "offline" selling. In selling online, you 
don't have the opportunity for that natural two-way dialogue. 
People come to your site and are exposed to a one-way reading 
of your message, which can feel impersonal.

Check it out for yourself. If you look at 9 out of 10 website 
home pages, what do you see?

Online variations of the standard sales or cold-calling script: 
"We are ... and we do ..."


Why is this a problem? Because these sites are offering their 
solutions long before visitors can have any sense that they are 
being understood, and long before they feel any sense of trust 
in what they're seeing.

Visitors come to sites because they have a problem in mind and 
are looking for answers.

It's easier than you might think to solve the problems of 
one-way communication, impersonality, and lack of trust.

All you have to do is put yourself in the position of your site 
visitor, articulate their specific issues or problems, and gently
offer solutions that they can choose without feeling as if they 
are being "sold."

Here are some simple ways you can warm up your site so you get 
as close as you can to a natural two-way dialogue:

 * Remember the "Written Word" module from the Self-Study 
   Program?


Beware of over-using "I" or "We" on your home page or at the 
beginning of your written message.

For example, rather than immediately pushing your product as 
the first thing visitors see on your home page, use language 
that addresses problems you know you can solve.

State those problems, and you'll find that your visitors are 
drawn more deeply into your site.

 * Create a clear path through your site that lets visitors
   make their own decisions about what's best for them.

 * Give your visitors a taste of your solutions so they can 
   feel that you can actually solve their problems or issues.
   Downloads, "test drives" and other "free samples" give 
   visitors the live experience of your solution and make 
   them feel more comfortable with it.

 * Last, and maybe most importantly: I'm always surprised by 
   how few website owners seem to actually want to communicate 
   with the potential customers who visit their website.
   But...have you ever gone to a site to order a product or 
   service and ended up calling the toll-free number instead?
   Have you ever thought about why you did that?
   Maybe it was because you could ask questions of the live 
   person who took your order, and this increased your sense 
   of trust.


So...make yourself available to site visitors by having a Live 
Chat button on your website.

Talk directly with visitors to your site as they enter the 
virtual world that you've created for them.

There's nothing better than a two-way dialogue to humanize 
the online experience.

I enjoy it so much when visitors click on my UnlockTheGame.com 
Live Chat button, and we establish that all-important personal 
connection.

Try it on your site. You'll love talking to your website 
visitors because you'll be able to help them solve their 
problems. 

Ari Galper is the founder of Unlock The Game™, the only selling 
program completely focused on eliminating pressure from the 
sales process. His best-selling Unlock The Game™ Self-Study 
Program continues to make in-roads in the U.S., UK, Australia 
and Canada. Visit http://www.UnlockTheGame.com to take a 
Free Test Drive!