When was the last time you bought a car? Did you really NEED a car? I mean REALLY need a car? Chances are the one you were driving was still running when you bought the car you have now. Yep, people rarely buy because they need... they buy because they want to experience the feeling that comes with buying.
We enjoy new purchases. Sure, we can convince ourselves that we really needed a new one, but if we're totally honest we'll have to admit that we could've got by without it. What does this mean to your advertising campaign?
- State The
Benefits Of Your Product or Service
Capitalize on the ways a customer will improve
his lifestyle by making the purchase.
Will he increase his own business profits by 50 percent? Say so in the opening statement of your sales
letter, or at the top of your Web page.
Also Read: 3 Powerful tactics that motivates customers to buy
Don't obsess with the features of the product
itself or your credibility. Frankly,
customers could care less. Let's face
it... they're a bit selfish when it comes to dishing out their hard earned
money. All they want to know is what's
in it for them.
- Paint Word
Picture That Let Them Experience the Benefits
"Wake up tomorrow, with no boss! You can spend the day with your family or on
the golf course... there's nobody to tell you what to do."
A Multi Level Marketer may want his audience
to feel the freedom of having no one to answer to if they become successful in
the business. He'll dramatize that
desire, and put the listener in the seat to inspire it to take hold until the
listener is ready to sign up and get started.
- Inspire
Immediate Action
Hey, let's face it... the longer a customer
lolly gags, the greater the chances he'll never take the plunge. Don't let him off the hook that easily!
Set a deadline. Put on the pressure to buy now, or miss out
on the deal. Chances are pretty good
that the procrastinator will get with it just to save a few bucks.
What about your sales materials? Have you taken a good look at the things you
are advertising? Make sure you are
focused on the benefits the consumer will experience from the purchase, and not
on the features of the product or service.
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