In an online culture, it’s been necessary to reconsider the marketing techniques that worked for the last generation. That’s not news to anyone who’s followed marketing trends over the years, and even decades. The post-war generation was exposed to a lot of aggressive sales techniques that were perfected from the Depression era
just before them. It was a different time, one where desperate times called for desperate measures. Even though there are economic shifts and fluctuations lately that suggest this current era is not one that knows the surplus that our parents did, the sales techniques of their generation tend to rub today’s consumer’s the wrong way.
In an online environment, then, one is likely to look for the daily necessities in many different places. Going into the auto store to replace a dead battery is an act whose outcome probably won’t change much if the clerk uses a hard sell or not. But when it comes to looking for something like kumho tires, that’s a different kind of item. Chances are more than likely that the buyer is looking for something of quality, an investment in their vehicle’s future. Buyers are much more likely to look online for these if they are looking for a soft-sell approach, because they like to have the most information and make the smartest choices. A pushy salesperson isn’t likely to help move things along in those kinds of situations.
In terms of hard selling and soft selling, then, today’s buyers do seem to have a preference for the soft-sell approach. This is where they already have a pretty clear idea of what they’re looking for before even setting foot in the store, or opening up the laptop. Even though they might know what they want, there are still some variables that make the marketing team work a little harder. The customer might know, for example, that they want trailer tires, but are looking to find out exactly what is available. The benefits of shopping online mean they can spend a little time researching the possibilities, and making their best judgments. Here, the copy writers and designers have the opportunity to use their skills in an online setting. By taking care to make a very attractive layout, with all the right information, they can sway a customer using the basic principles of soft-selling. Offering the right information at the right time is the key, and online sales is the perfect forum to perfect this sales technique.







