Sellers attempting to sell digital products such as ebooks on the internet are often frustrated by the vast number of people who visit their sites yet don’t buy. There are many reasons why people don’t buy. I would like to look at credibility concerns of potential buyers. One reason that people just window shop is because you and I and other Internet sellers are not amazon.com or any other major internet marketer. We don’t have the same reputation, longevity, or brand name recognition that amazon.com and others possess.

How do we sell in a market where people flock towards the big name and well known players?

1 - Tell people how long you’ve been around. If your website has been up for 10 years then let the world know. That will convince a few more buyers to buy rather than surf away from your site.

2 - Provide a means for people to leave feedback. Feedback is probably the backbone of ebay’s success. Put up a guestbook or other means for buyers to leave comments. Post testimonials. If people feel like they have some recourse if things go wrong, they are more likely to take a chance on your product.

3 - Put up a picture of yourself. Let people know that there is a real live person behind the product being sold. Potential buyers want reassurance that someone is standing behind the product.

4 - In the same vein, consider adding a contact number or email address for buyers to use if there is a customer support issues.

5 - List your credentials. Tell people why you are an authority regarding your product.

6 - Consider listing how many products you have sold. McDonald’s has done it for years. People want to follow the herd.

7 - Offer a no questions asked refund. You may have to refund a few now and then but you will probably sell more product in the long run.

8 - Provide a sample of your product. If it is an ebook, then offer several sample pages. This will give people an idea of what your product is like and also that there is a real product for sale.

9 - Consider adding a forum to your website. A forum shows people you exist and that you know what you are talking about if you post in the forum.

10 - Let people know when you are not available to respond to email questions. Many potential buyers test the waters with an email to the seller. If the seller responds promptly, that often alleviates any fears of the buyer. If the seller doesn’t respond, then the buyer usually goes elsewhere. If you’re going to be gone for the weekend, set up an auto-reply indicating this.

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