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Increase Sales By Flying Under Your Prospects' "Radar Defenses" - by Jim Edwards(c) Jim Edwards - All Rights reserved ===================================== How do you persuade someone to do what you want them to do? A whole world of marketing exists around us trying to do that everyminute of the day. Do you even notice it anymore or, like yourprospects, have you subconsciously set up a system of "radardefenses" against the daily bombardment of marketing messages? Take a minute and count up the advertising methods which fight foryour attention (and money) every day. Just the basic list includes: · Yellow page ads · Newspaper and magazine ads · Postcards, catalogs, and direct mail circulars in your "snailmail" box · Radio pitches interrupting the flow of your favorite songs · TV ads - about 20 minutes worth per hour now · Hundreds of storefronts, "mega" malls, and strip malls · Highway billboards by the thousands · Circulars hung on your doorknob · Illegal signs on stop signs and telephone poles · Legitimate email messages · Spam email or UCE (unsolicited commercial email) Just these 11 sources can overwhelm your brain with marketingmessages. Like trapped rats, people develop defenses against thisnever-ending onslaught. They throw up a wall or a "radar defense"that goes into action the minute they smell a "pitch" or a salesjob. Don't blame them. We all do it! So how can you get around this psychological wall against theconstant sales and marketing messages? Well, the answer does NOT liein hitting people with more frequent and obnoxious advertising orsly, sneaky tactics. You might get them to trust you for a minute,but it will backfire in the long run. You must do two things instead: 1. First, you must establish credibility for yourself and yourbusiness as an expert. 2. Second, you must reduce their fears about doing business withyou. Doing these two things will get you past their defenses and allowyou the opportunity to persuade them to buy your product. So how do you accomplish these two "simple" things? What will winsomeone's attention, raise your credibility, and lower their fearfactor all at the same time? The one-word answer really applies tomost everyone. Trust! If a seller can get behind your defenses with information whichmakes you trust them, then that credibility will carry over into asale much of the time. How can you get this credibility? Well, take this next fact as online marketing "gospel," for manypeople have proven its effectiveness. Fact: Publishing and promoting with free articles gives you one ofthe most powerful opportunities available to tip the buyer'scredibility scale in your favor. How can we prove this works? Quite easily actually. Take a breakfrom reading this and go check out a newspaper or magazine for aminute. Which do you trust more, the ads or the articles? Most people willchoose the articles hands down. Why? Because the articles don't tryto "sell" you anything. Instead, they hand out useful informationfor educational or other practical purposes. Most of us grew up in a culture which says we can believe and"trust" what appears in the standard "news" or "information" format.In other words, if it appears in print, then we can believe andtrust the author. So go ahead! Use this lifetime of conditioning to your advantage inselling your products and services! Very few things will create an atmosphere of trust and confidence inpeople as reading one of your articles on a subject that greatlyinterests them. It shows you know your business. It alsodemonstrates you will do more than just try to sell them something. Publishing articles literally lets you fly under their advertising"radar defenses." So remember these points when deciding whether or not to usearticles to promote your business: 1. Few things create as much trust and confidence in the minds ofpotential customers as reading an article you wrote on a subjectwhich specifically and intensely interests them. 2. Articles establish credibility quickly because, right or wrong,we've all been trained to trust the "news." 3. An article, or series of articles, will differentiate you fromthe competition, who bombard people with nothing but sales messages. 4. Providing content-rich, non-sales-oriented articles will alsohelp build and solidify your relationship with existing customers sothey give you repeat business. ---- Jim Edwards is a syndicated newspaper columnist and the co-author ofan amazing new ebook, "Turn Words Into Traffic," that will teach youhow to use free articles to quickly drive thousands of targetedvisitors to your website or affiliate link! -=-=-==-=-=-=-==-=-=-=-=-=-=-=-=-=-=-=-Need MORE TRAFFIC to your website or affiliate links? "Turn Words Into Traffic" reveals the secrets for drivingThousands of NEW visitors to your website or affiliatelinks... without spending a dime on advertising! Click Here
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