|
|
If you Want to Sell Online...or Off...You need to know WHY people buy.by Evy McNeilly We buy something because we WANT it then convince ourselves that we NEED it! We all do. Yes, Martha, even thee. Think now about the last time you bought something. Five minutes ago? Downloaded another ebook for $29.95? You needed it, didn't you, even if you haven't finished reading the last one you bought. The sales letter convinced you that this one would lead you out of your financial smog into clean air FAST! You could see yourself, already, driving a convertible to the beach while your computer is home collecting money for your car payments. The $29.95 is simply part of your tuition which is pretty darn cheap, after all. Or maybe it was yesterday when your computer crashed after you'd spent four straight hours setting up a new application that would ease your life. You took a shower but didn't have anything clean to wear . You felt ugly. You NEEDED a new outfit. After you bought a particularly expensive suit, you justified the purchase by remembering you would have to "dress up" for your cousin's wedding. Or, how about that stock you bought this morning? Did a lot of research on that company, didn't you. ---- Market research shows that some people who regularly buy stocks will take time to analyze the prices and ingredients on several brands of toothpaste before deciding which brand to buy, yet will make an emotional decision to spend as much as $25,000 on the stock of an unknown company if his broker tells him to, or if his "gut" tells him to. To sell anything online or off you need to make your advertising as EMOTIONALLY appealing as possible. Give your product, service or company a catchy name. Make it interesting, lyrical, sparkling, different, memorable. Create an icon for it. Make the script memorable, one that prospects can run in their heads so they can sell themselves, such as "When Your Life Gets Heavy, Call Evy!" Remember, though, your prospect also needs to justify his purchase. After you have made him WANT you must give him reasons to explain to wife, husband or self why he NEEDS it. Read any of the long sales letters from Marlon Sanders, Jonathan Mizel, Mark Joyner, Jimmy Brown, Cory Rudl--to name a few--and you will see that they appeal to your emotion all the way through AND give you ample justification for buying. Only 2% of the population makes purchases based on logic alone. The rest of us buy from desire and think later. We may resist that desire, but a successful marketer sends letters from his autoresponder again and again, piercing the thin fence around our desire, arming us with reason after reason satisfy that desire and to buy NOW! =================================================== Evy McNeilly, editor, SELLING SAVVY. . .ONLINE Latest marketing news and bizopps from a warped. point of view. No charge since April,1998 mailto:evycole@earthlink.net?subject=Subscribe ==================================================
Are You A Success Or A Failure? Are You A Success Or A Failure? by Robert Taylor No human being is ever a failure. Things such as machinery, equipment and devices fail. People do not fail. The word "failure" should be never be applied to human beings. We did not fail to climb the mountain, we simply did not climb it for one reason or another. There always have been and always will be people who are more successful at cert. . .
More Affiliate Programs Links
|
|
