A Simple Exercise in Empathy to Boost Online Sales

I was working on the early planning of a new web site recently, and I was struck by a realization that I think may prove helpful to many of you who follow this blog.

As I have said countless times, effective online selling hinges on your ability to climb into your prospect’s head (empathize) and speak to her in the way she needs to be spoken to in order to move her to action. You have to anticipate her questions and make answers available in the right places – coinciding with her own buying process.

I have done this dozens of times now, but as I worked through the process today, something useful occurred to me.

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