| |
| |
|
KwikMarketing.com - Marketing Information |
|
|
|
A Tool For Selling New Ideas!
Imagine tossing a pebble into a crystal clear pond on a still day, & watching the ripples make their way to the shore. A tiny cause has a massive effect. But on a windswept stormy day, you could hurl the largest boulder into the same pool, and the effect would be felt for no more than a few feet. And so it is with your sales message. Your prospects are in a trance that is like a still pool of awareness. They are in an "I'm worried about money" trance. They are in an "I wish I could finally find that somebody special" trance. They are in an "I'm sick of my dead end job" trance, & so on. If you enter that trance with your words, your prospects will follow you, & accept your suggestions. They will give those suggestions power, like the pebble that makes its presence felt on the shore. Selling your product or service involves introducing new ideas, more often than not. How do you enter an existing trance, & turn it into a new one? Frequently, your research will tell you that there is an ideological hurdle that you must clear in order to make the sale. "Belief Is All-Powerful!" To enter the buyer's trance, begin your sales message by demonstrating where your position agrees with their accepted beliefs. As you move forward, make a logical connection between that which is accepted, & another conclusion that is a step closer to the new conclusion you wish to promote. This act of mental agreement creates momentum. For example, if your target market believes that Guaranteed Investment Certificates are the best way to invest their money, they are unlikely to listen to you if you boldly proclaim the superiority of Mutual Funds. But would they give you some attention if you began with, "Would you be interested in more of the kind of money growth you've enjoyed through Guaranteed Investment Certificates?" And then, "If there were a low risk strategy for using GICs, together with Mutual Funds to increase your returns by 53% or more, would you want to find out about it?" And then, "Give me just 15 minutes, & I'll show you the failsafe secret to an earlier retirement!" By establishing empathy in your sales message, you enter the trance. Each successive point or question should do three things. 1) Echo accepted belief. 2) Introduce a new element that when logically combined with the previous conclusion, creates a new hypothesis. 3) Raise the level of commitment to the new idea. Begin pursuing a small yes response, & gradually grow that agreement into a big YES response. Use questions, statements, & logic that get your prospects responding in the affirmative! Why Does This Work? To be human, is to have unlimited freedom of choice. We are able to consciously decide our response to every stimulus. This is our god given gift. However, we forget this. Instead, we are a bundle of conditioned responses. We hypnotize ourselves into believing that external circumstances give rise to our thoughts. For instance, if I were to say to you that you are stupid, you would probably become angry, & think I was a jerk for saying so. That is a choice you make. You could just as easily make a choice to ignore my remark. You could make any choice you wish. You could even decide to think that I am a jealous fool, & feel sorry for me. The choice is all yours. On the other hand, if I were to say to you that you are brilliant, you would no doubt feel pleased with yourself. Again, this is a choice. You could just as easily decide to pay no attention to my opinion. But you forget you are making a choice, and you automatically become angry or flattered, depending on the stimulus. You are in a trance of your own making. To be human, is to be full of such conditioning. When we see a logical conclusion that incorporates our own accepted beliefs, we are conditioned to accept another one, & then another. Until without even realizing it, we have accepted a new belief that we would not have accepted, had it been forced on us in the first place. Such is the judo of persuasion. Daniel Levis is a top marketing consultant & direct response copywriter based in Toronto Canada. Recently, Daniel & world-renowned publicist & copywriter Joe Vitale teamed up to co author "Million Dollar Online Advertising Strategies - From The Greatest Letter Writer Of The 20th Century!", a tribute to the late, great Robert Collier. Let the legendary Robert Collier show you how to write words that sell...Visit the below site & get 3 FREE Chapters! http://www.Advertising-Online-Strategies.com/ad-strategies.html
MORE RESOURCES:
Google News |
|
|
|
RELATED ARTICLES
Network Your Way to Success- 12 Tips to Jumpstart Your Business Lots of people network but few reap the rewards of zeroing in on their potential when it comes to networking. Here are some tips to help fill the gap between where you are now and where you can be. A Business In One Sentence Marketing expert and author, Geoffrey Moore, has a useful fill-in-the-blank method for creating a theme and positioning statement for your business. I prefer to use his same system for creating clarity for myself in what I'm selling, creating an elevator or introduction speech, and also material for my website, brochures and business card. Referrals . . .The Secret Weapon Are you getting referrals from you customers? If not, you are missing a lot of sales. Think about many of the sites you visit on the web. Renting Your Mailing Lists to Others RESOLVING THE "PROPRIETARY" DILEMMA.. Joint Venture Marketing: What and Why What is a Joint Venture? A joint venture is an agreement in which two or more businesses work on a project for a set period of time. Usually with a specific project or goal in mind. The 7 Areas of Marketing Waste - Are You Committing These Marketing Sins? If you want to reduce waste and grow your business it can be useful to know where to look. Marketing waste is usually most apparent in these 7 key areas:1. Referrals - How to Get Them Referrals are an extension of Networking. If people like you and like the sound of your product or service, then there's a good chance they'll tell other people about you. Design Direct Mail Postcards Back-to-Front to Boost Response Rates Conventional wisdom says that the front of a direct mail postcard is for the picture and the back is for the address, stamp and a short message.But some savvy direct marketers design their postcards the other way around-and boost response rates as a result. How To Market Effectively Even If No One Understands What You Do So how do you effectively market your product or service when one knows anything about them because you're in a new and emerging industry? How can you expect to get customers if no one understands what it is that you do?If this is your situation then a big part of your marketing strategy will need to be educating consumers about what you do. If yours is a field that is relatively new, or perhaps misunderstood, adopting an education strategy can help consumers understand the benefits you provide and feel more comfortable with the idea of purchasing your products or services. A Good Marketer: What's the Measurement? As a business owner, you know how valuable being good at marketing is. Yet, I have found working with business owners for the past 20 plus years that 99. 10 Packaging Tips That Will Make Consumers Buy Your Product The customer is king/queen. We have all heard this mantra. Ten Ways to Market Your Business by Doing What You Love To Do Most business owners get so involved in the work of the business that there never seems to be enough time to do the necessary marketing. Even when business is good the owner must continue marketing because if he/she stops, the business eventually will stop too. Where to Find Cheap Brochure Printing Whether it is for is a real estate listing, a trade show handout, a data sheet, or another application, brochures can be a great promotional tool. They can be very expensive or surprisingly affordable, depending on your needs and where you look. Unique Gift Items - 3 Creative Ideas With promotional items there are standards: t-shirts, mugs, note cubes, calendars, magnets and keychains. Then, there is the really creative. Reinventing The Wheel Revolutionary ideas have always been the mark of mankind. It's what made us superior to animals and prove that we are the dominant species of this planet. Postcard Direct Mail Marketing Works (Its Cheap, Quick, Affordable and More) Used the right way and with the right audience, postcards often outperform their mailbox "competitors" in money saved and revenue generated (the competitors are sales letters, self-mailers, unaddressed flyers, dimensional mailers and catalogs). Here's why postcards are so effective. Create Your Own Rumors A consultant new in the city asked me how I managed to get business so fast. Working for that marketing company definitely gave me a jump start. The Marketing Secret Every Child Knows Little Kids Ask Until They Get What They Want.Mom, Mom, Mom, Mom, can I have an ice cream? Can I, Can I, Can I, Can I? Please, Please, Please, Please. 10 Important Steps to Mail Order Success There are a number of difficulties a beginning entrepreneur may encounter that can "torpedo" his business almost before he knows it. But the wise mail order dealer can sidestep some of the pitfalls of operating his own business by recognizing and avoiding the following common mistakes. Discount Promotional Items - How to Save Money It takes money to make money is an adage we hear everyday in the business world. So, when it comes to getting promotional items, you've got to budget for it.
|
| home | site map |
| © KwikMarketing.com 2007 |
