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How To Use The Secrets Of The
Best Direct Response Marketers Of The Last 100 Years To Get More
Sales and Profits For Yourself
- by Mark Hendricks
The marketing
technologies may have changed, but human emotions and buying
decisions are still driven by the same psychological principles that
have been ingrained in us since time began.
What I mean by that is people still
want all the same things out of life that they always have. You
know, safety, security, shelter, love, friends, belongings, sex,
money, power, recognition, fun, good times, laughs, excitement, you
name it.
All of these are basic parts of
being human.
And you may have heard that all
humans make decisions emotionally, and then, rationally justify
those decisions with logic.
Therein lies our problem to solve.
Most people are rushed for time
these days.
They tend to want
to just get to the bottom line...like NOW.
The problem with that is you never,
I mean NEVER, can sell anything to anybody by dropping to the
"bottom line" immediately without first describing the
benefits to the buyer and building value and DESIRE for your product
or service.
By dropping to the bottom line too
soon, you risk that the buyer won't really appreciate the true value
and benefits that you're really offering them, or will completely
miss your point that you're trying to make altogether.
You've got to
lead them through this process...Step By Step By Step.
Also, you're trying to get your
reader to invest in your relationship by spending his/her time with
you. This raises that odds of making an EMOTIONAL tie with your
reader.
Now some of you may think that
people just won't take the time to read a whole bunch of
information.
Well, I'm here to tell you that
they will, IF it's interesting, beneficial to them, and not BORING!
Think about the things you're
interested in. When you send away for information, you want to know
as much as possible before you make a buying decision, don't you?
And you want to feel like you at
least have some sort of good feelings about the person who is making
the sales offer...a HUMAN EMOTIONAL CONNECTION of a sort.
Now if that's the way YOU go about
making buying decisions, don't you think other "humans" do
the same? Sure they do.
Now the best way I've found to do
this is to write a LOT of information based on the BENEFITS to your
reader and from the READER'S point of view.
So how do you go about doing this?
Start making a list of the problems
that people have in relation to the topic of your product/service.
These are all of the
"pains-in-the-neck" human emotional hot-buttons that you
can use to present the problems that your reader is having and show
your empathy and understanding of their feelings and present
position.
Then make a list of all the
benefits that your product/service offers to your reader.
These are the SOLUTIONS to their
problems and all the good things that they'll have when they follow
your advice or buy your solution to their problems.
Now you have two lists.
Begin with the first list of
problems and weave a "human interest" type of story about
real people who are having these problems that your reader can
relate to and hopefully become emotionally stirred by saying to
themselves, "Boy, that's just like me."
Then proceed to weave in how things
could be so much better by applying the secrets that you have to
reveal to them and go into the benefits that your solutions offer to
them.
And then move on to your
"sales pitch". But only after they have been
"primed" a little with the background of the problems and
how things could be so much better by following your lead.
Here's what to work on -- go back
through your ads and sales letters to see if you're spending enough
time to get your reader involved emotionally before you go for your
sale.
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Mark Hendricks is the
author of "How To Make Your Ads, Sales Letters, And Websites
Sell Like Crazy". This ebook package reveals the
jealously-guarded secrets of world-class marketers of the last one
hundred years, and how you can use these time-tested secrets right
now to increase your marketing results exponentially.
For more information see...http://www.hunteridge.com
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