1. Paint Vivid
Pictures
People buy products for the feeling they get
from the purchase. How do you feel when you're
relaxing on the water in your brand new boat?
Sure, you're like a kid with a new toy... excited,
proud and anxious to show it off a little bit.
Keep in mind these feelings, and draw word pictures
with your advertisements that will stimulate
them.
Don't be surprised at the amazing results you'll
get from encouraging and dramatizing the desires
of your readers. Excited and tantalized consumers
part with their money more quickly than inanimate
dreamers.
2. Get To Know
Your Prospective Buyers
We connect with people who understand what our
needs are. No, not all of your customers have
the same needs. Get to know something about
the people who walk through your doors. You'll
discover different groups within your range
of customers. Take the time to discover what
will satisfy each group!
Everyone likes that special one-on-one attention.
Think about it...does your marketing strategy
address the needs of each group, or does it
speak to a generic audience who isn't interested
in the boring information they see?
3. Speak To The
Skeptic
Yeah, there's one in every crowd who isn't easily
persuaded and wants cold hard facts as proof.
If we're truthfully, we realize that advertisements
need a little more than their share of “back
up.” Hey, we're trying to sell something
to people who work hard for their money, and
aren't excited about throwing it down the drain.
There are a few ways you can ease their qualms
about shelling out their dinero.
Testimonials: Yeah, they want proof that you've
delivered satisfactorily in the past, and what
better way to prove it than with a direct quote
from a satisfied customer? We're not talking
about just randomly quoting customers...there's
a little science involved here. Choose a variety
of testimonials that cover different benefits
of your product or service, and those that are
specific.
Get Specific: Sure it's quick and
easy to use your product, but how quick is quick
and how easy is easy? Tell them exactly what
they want to know...you'll receive your order
in 10 days when you call us at.....
Don't Exagerate: If it sounds too good to
be true...it probably is. Make sure you're not
coming across as a too good-to-be-true scam.
Your prospects will run for cover!
Make Decisions Easy: Do you know what happens
when a customer can't decide… You lose
a sale that you already had in your pocket.
Yes, he came in to get it, saw more options,
stopped to make up his mind, then walked out
still thinking about it...maybe to never return.
Don't confuse your customers - limit your customer's
decisions to either yes or no. Let them decide
either yes I'll buy or no, I won't buy.
A charmed market is ready to open up their
pocketbooks and send your sales over the top!
Take advantage of these 4 keys to charming it,
and see what kind of effects it produces for
you.
Who is Allyn
Cutts, and why should you care?
Allyn has spent over 24 years helping businesses
like yours find new customers and increase sales
to current customers. Allyn is a marketing and
sales fanatic, providing measurable marketing
solutions that drive huge results for small-to
mid-size business clients. Allyn works personally
with clients to design and deliver off-line
and on-line direct marketing strategies that
focus on metrics and measurable results. You
can learn more about Allyn Cutts at www.AllynCutts.com
and you can call 610.437.4106 between 10 AM
and 4 PM Eastern Time Tuesdays and Thursdays.
