Lately, I’ve fallen in love with Audible. I have always enjoyed reading and really believe in the power of books. But in recent years, I often don’t have the time to dedicate an hour a day to reading a book. Audiobooks, on the other hand, are fantastic. I can listen while I drive or while I work.
I like to try and keep abreast of books in the business and marketing space and The Way of The Wolf, owing to the hit movie “The Wolf of Wall Street” has gotten a lot of attention.
In the book, Jordan Belfort explains his selling system. He calls it the straight line system. And it is the process of turning prospects into buyers.
I wanted to talk about one specific aspect of that system in this post. And it’s something Jordan calls The Three Tens.
There are three aspects of a sales situation that the prospect must rate as 10/10 if there is to be any hope of them buying from you.
The three aspects are:
- You (the sales person)
- The company
- The product
In face-to-face sales, the sales person needs to be trustworthy and genuine. They need to look smart. And they need to conduct themselves well.
The company needs to have a good reputation. The prospect needs to believe that the company is a good company to deal with.
The product needs to solve the customer’s problem. They need to believe that the product will make their life better.
Let’s translate this into digital.
In online sales, your website represents two out of three of those aspects. The sales person is the sales page and the website design and branding represents the company itself.
This is exactly why going cheap on web design is false economy. Your website is everything (except your product) in the 21st century. You need high quality web design. Everybody does. And the higher the price of your products, the higher quality web design you need.
Because web design is the key to having your prospects believe in you.