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.
