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Index
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tell” alternatives below ) .
Using a Web site allows you to...
1) Educate your prospect about your product at no charge (beyond the price
of the site itself, naturally).
2) Accelerate data collection (we explain how to maximize
response rates below . )
3) Eliminate bias that humans can easily introduce.
4) Mimic reality. Customers will be doing exactly that (ie. finding
information) if you intend to sell directly via your site (which is the best
approach, of course). This has an important result...
A Web site fully develops perceived value. You can show your prospect all the
product’s benefits, stoking the fire in a very real way. When your customer
answers your MYPS! survey questions, you get a very good indication of the
perceived value that your site has built.
If you like, you could even have five different versions of your Web site, and test
each of them to see which generates the highest value perception! More on
this below .
Check out how our site did the job...
Make Your Knowledge Sell!
http://myks.sitesell.com/
Order now -> http://myps.sitesell.com/
Make Your Price Sell!
3 8
3.2.2. STEP 2 Customer Completes Survey
Once your customer understands “what’s in it for her,” it’s time for the survey.
Here’s how we did it...
Almost 700 potential customers reviewed our site over a period of 48 hours
( more on how to build a rapid response below ). Visitors got a strong
introduction to our new product, MYKS!. Each person developed a perceived
value, based on the Web site’s information. Our survey questions pulled that
perceived value into the MYPS! database.
It took each respondent less than 60 seconds to complete the survey. For
helping us, we offered them a 20% discount off the price of MYKS!. The offer
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