inluminent

Bryan Eisenberg just wrote a fantastic article on MakingAdWork about selling online, specifically to introverts:

We must understand and be prepared to sell to introverts the way they want to buy. Typically, introverts require a large amount of information. Questions should be answered systematically, in the order they would arise.

The point of resolution is important. Understanding this helps you develop your site as a conversation tool. If you’ve developed your personas correctly, you can anticipate visitors’ questions and answer them appropriately, in the correct time and sequence. Visitors will likely click until they find enough information to feel as if they tried out the product or service in the inner recesses (i.e., pre-frontal cortex) of their minds.

Read the whole article. It’s a short read, but worth it, if you’re in the business of selling on the web.