We’re all familiar with the tired old story about leading a horse to water. But it’s just as applicable to website sales as it is to any other situation. I hope you have analytics in your website so you can keep track of what visitors are doing. If so, you may be noticing that you can get the prospect through your website to the buying process but at the last minute, they drop out.
If your website analytics are telling you this, you need to sweeten the deal. However, not until the visitor get to that last page where they are supposed to say yes but drop out instead. If you are using incentives right now, pull some of them off the table and wait until they are at that page where they drop out. That’s when you apply the final incentives that push the deal through.
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