- There are nine reasons why you typically can't sell
anything to your website visitors.
Hey everyone, I'm Neil Patel, and today I'm going to break down
when you have thousands of website visitors,
but you can't sell more than $100 a month to your audience.
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The first reason is poor keyword targeting.
Look, not targeting your ideal buyers is useless,
it doesn't matter how much traffic you have.
And I'm going to give you a prime example of this.
Guess how many visitors I get on neilpatel.com?
A million, two million, three million, a hundred thousand,
what's your guess?
It's roughly eight, nine million visitors a month.
But, majority of the audience, not even 1%,
I'm looking at less than 0.1% of my audience
is converting into customers.
Sure my price points are high, but the bigger reason
on why a lot of my traffic is not converting is
I went after the wrong keywords.
It's not just about getting traffic, it's about intent.
So what I want you to do is go to Ubersuggest,
type in a keyword related to your space,
and then on the left side, go to the keyword ideas report.
The keyword ideas report shows you
all the keywords within your industry.
And this is giving you lot and lot of ideas.
I want you to look for the keywords
that have high traffic volumes and a high CPC.
CPC stands for cost per click.
The higher that number typically means
the better that keyword converts.
And it's not always about visitor count,
but it typically is about higher CPC.
The higher the CPC, the better the keyword typically is.
And if you do that, you're going to find
a longer list of keywords that you can potentially target.
And if you're logged in on this report,
you can also click a button that shows you all the keywords
that you can rank for, you put in your URL and it'll filter
those keywords to give you the ones
that you have the highest probability of ranking for.
The second reason is no sales funnel.
Look, sales is like dating.
If you just go down the street, you meet a random person
you say, hey, will you marry me?
And you pop out a ring, they're going to probably say no.
I don't care if you look like a supermodel,
most people are just going to say no.
Why?
Because they don't really know you.
But if you ask someone on a date, there's a higher chance
that they say yes, and then if you say,
hey, let's go on a date, we like each other,
we'll meet up for coffee,
then eventually go on few more dates, meet their friends,
eventually meet their parents, eventually move in together,
fast forward a few years, then you ask them,
will you get married?
The chances are they'll say yes.
Now I get it, with your online business,
you don't have that long to make a sale
and you're not asking for as big of a commitment
compared to marriage.
But if you have a sales funnel, you can actually
start converting people better because you're taking them
through the stages they need to go to
in order to convert them.
Check out our product called Click Funnels,
it helps you create funnels really quickly,
and they have templated funnels,
depending on what industry you're in
they'll automatically convert well.
The third reason, no sales process.
Ton of money is in sales.
Just look at the company sales force, they're massive.
Why are they massive?
Because they're sales.
Most of the companies listed on the stock market,
whether it's the Nasdaq or New York Stock Exchange,
they're massive because of sales,
you can't take sales for granted.
So build out a sales team, there's a lot of books
that can help you that with sales
such as "Winning by Design,"
or "The Little Red Book to Selling" I believe it's called,
check that one out as well.
And they'll just help you get better at sales,
and that can help you generate more revenue as well.
The fourth reason your product or service isn't a winner.
Look, if you look at the majority of the large corporations
out there, whether it's Nike or Microsoft or Airbnb,
yes, they're generating a lot of sales through SEO
and pay-per-click and social media marketing,
but the majority of their sales
actually don't come from any of those channels.
It doesn't come from TV ads or radio or anything like that,
it actually comes from word of mouth.
But how do you get that word of mouth?
One way is you just be in business long enough.
But to be in business long enough,
you need to a good product or service.
If you have amazing product or service,
that's what's going to create the growth in the word of mouth.
Fifth reason, mismatch between your traffic
and the product and service that you're offering.
For example, back in the day I used to go after
a lot of keywords related to Instagram marketing,
because there's so much traffic related to it.
So just how to get more followers or how to make money
on Instagram, because I'm like, hey, you know,
people who pay me for marketing they all use Instagram
so I should educate them on Instagram marketing.
But even though that is marketing, there's a mismatch.
I don't really offer Instagram marketing services
at my ad agency, NP Digital, instead we help people
with their SEO and we help them with their paid ads
and email marketing conversion, and sure we help them
with Instagram, but it's not a big portion of our business,
it's more so add on that if business need helps,
we'll help include it in their omni-channel approach,
but Instagram more from the content creation side
or the ad side, but we don't really focus on,
hey, let's get you more followers.
So there's a mismatch there,
even though it's marketing related,
it's not ideal fit for ideal customers.
because people come to us and say, I want to spend a dollar,
you better make me more than a dollar,
at least in the long run worst case.
So you need to make sure there's an alignment.
Number six, you don't have enough authority
or credibility yet to endorse your product or service.
For example, if I'm going out there and telling everyone,
hey, at NP Digital we're amazing at getting people
more SEO traffic and more paid traffic,
and just really skyrocketing rankings, and people are like,
Neil, have you done this for anyone else?
I have luckily, but if I didn't have those case studies,
I'd be screwed.
And I get that may not have that, but at the beginning
can you at least do something for your own site
or do some pro bono work and show that
you can provide results to other people?
And with my own website, neilpatel.com
which is how I got really started early on,
I have millions of visitors.
I'm like, look, if I can rank my own website
against other marketers in the most competitive industry,
I can rank your website, and that really does help.
You got to get that credibility, and at the beginning,
it takes a while to really build it up
but in the long run you'll get there.
Number seven, fine-tune your checkout process.
A big thing in checkout process,
I learned two big things that really do help.
The first thing is what the checkout process is, number one,
it's all about two step checkout.
If you're Amazon, not really the more simplistic
your checkout the better, but I found that if you asked
for name and email first, and then the rest
of the form fields later on, you typically can increase
your conversions by 8, 9, ten, 11%, somewhere around there,
especially if you're a new brand.
The second thing that I found with checkout is,
people want those options for payment.
It doesn't have to be like NASCAR where you have
all those logos and give 20 checkout options,
but whether you take credit card or PayPal
or maybe a few other options, the more the better,
but don't overdo it, just put the main ones
because when someone's sitting on their couch
and they're on their mobile device,
they see a TV commercial or they see something they like
on Instagram they want to buy,
they don't want to get up and get their wallet.
Eight, split test your product pages
and see what's working best with your audience.
It's all about conversion optimization.
Just because you have a hundred visitors,
you may not get one to buy from you or two or three.
And if you're not, in many cases there will be
something wrong especially getting thousands of visitors.
So what I recommend doing is using a tool called Crazy Egg,
and with Crazy Egg once you create your account
and put in your URL, you get started for free,
or at least with a free trial, and with Crazy Egg,
what you'll find is it'll show a heat map
of where people are clicking and where they're not,
and that'll give you an idea of how people are engaging
on your page, as well as we show you videos
of mouse movements and general patterns
of how people interact with your pages.
And then what I would do is use those ideas
to come up with A/B Tests which you can also do
through Crazy Egg, through their WYSIWYG Editor,
so you don't even need a developer.
And nine, work on your call to action buttons.
So again, it's all about your CTAs
and you can test that as well within Crazy Egg.
Whether that's add to cart, add to checkout,
start your free trial, some of these bonds
have a huge impact on sales and it may not be 20, 30%,
but even if it's a few conversion points
it all really does add up.
Now, if you need help with your marketing,
check out my ad agency, NP Digital.
And if you just have any questions,
just leave a comment below,
I'm really here to help you succeed,
so don't be shy ask me any questions you have.
If you enjoy the video, like it, share it,
tell the people about it, thank you for watching.