Whether you sell an eBook, an eCourse, a video training or any other kind of information product E-Junkie automatically solves the problem of accepting payments but does that mean your problems are solved? Does it mean sales will automatically start flowing in?
Not really. Even if you have the best offer, the right audience and the best payment processor on this planet, that doesn't mean people will buy every product you release. In fact, you probably will only have mediocre sales unless you can overcome some of the most common objections people have when it comes to buying products online.
1. Trusting You or Your Offer
The number one objection people will have when it comes to paying for your products is whether to trust you or your offer; this isn't much of a problem for major brands, but for individuals or small businesses it can be a huge issue.
You can overcome this objection by doing the following:
Use Social Proof: If thousands of businesses in your field are using your products or services, make sure you make this clear on your sales page. People are more likely to try something they haven't tried before if they can see that others are getting results from it.
Another way to effectively use social proof is through testimonials; get testimonials from the top users of your product and let them share specific ways your product or service has helped me. If there are numbers involved, make sure the numbers are included. For example, a testimonial from a customer that says "your product helped me make $5,000 in one month" will have more impact than a testimonial that just says "your product has been very helpful for me."
Testimonials can come in video, audio or text format but it'll be most effective if you use a combination of all three.
Get Endorsement from Trusted Parties in Your Industry: Another way to get people to trust you is by getting endorsement from trusted parties in your niche and letting potential buyers see that you've been endorsed; for example, you could let people know that you've& been featured on Forbes, Mashable, TechCrunch and other major blogs. In case you can't get mainstream coverage, even getting the top blogs in your field to endorse you or getting the top bloggers behind these blogs to say something about your product could go a long way.
2. There's too much Risk Involved
No matter how great your product or service is, there's a limit to how much risk your customers will be willing to take. This is especially important if you're selling services or high-ticket products.
Depending on the nature of your product, you could remove the risks involved by letting people try your product for some time before they have to pay. You could offer a non-restrictive money back guarantee or you can offer to walk people through your products.
A great example of the effectiveness of removing risks from potential buyers end is effectively demonstrated in this article by Charlie Gaudet. By experimenting with 30 days, 60 days and even a whole year of money back guarantee, sales kept increasing.
According to Charlie, the more liberal he got with the guarantees the more sales he got.
3. The Payment Process is too complicated
The last thing you want to do is make your buyers spend 5 minutes completing the payment process; the more payment details people have to fill and the longer it takes, the more likely they are not to buy from you.
While the right payment processor will ensure there aren't too many hoops for your customers by default, it's important that you also take active steps to simplify the payment process. For example, you can get more sales by reducing the number of fields customers have to fill before they pay for your product.
The effectiveness of this was proven by popular blogger Neil Patel when he removed a single field from the form people had to fill to get in touch with him through his digital agency firm; according to Neil, the single field he removed resulted in 26% more sales and additional six figures yearly for his business.
Another great example is Expedia; by removing just one field from the payment form, Expedia was able to increase annual revenue by $12 million.
4. Inability to Pay
This is one of the most common objections people have when it comes to buying things online; this is especially common if you sell information products online.
People don't want to be restricted to just one payment service; the first option that comes to mind in this regards is Paypal. Currently, Paypal only has around 120 million users while there are over 1 billion internet shoppers; if you only accept Paypal payments, you'll be limiting yourself to just 10% of the internet buying population.
When you introduce more payment options and give people flexibility when it comes to paying for your product or services, you'll notice a lot more sales.
5. Fear of being a Victim of Card Fraud
This is one of the major problems people have when buying things online, especially when they have to pay with their credit cards.
Data has shown that 60% of all credit card fraud occurs online; as a result, some of the questions that come to mind when potential customers try to buy a product through your website are whether your payment option is secure and whether they can trust you with their payment details.
Of course, this shouldn't be a problem since you already use a secure payment processor; however, it's important that you let potential customers realize this. By reassuring customers that your site is secure, that you use a reliable payment processor and that they can trust you with their details, you'll be able to get more people to pay for your products.
Author Bio
Tobi is an expert at marketing and sales online. He works on marketing for ACH Payments.
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