Hello {firstname},
You can quickly and easily increase your profits
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"How To Give Your Business An Edge Over Your
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- How to avoid the 10 marketing mistakes that are
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- The ‘Golden Rule’ of ALL successful advertising.
- How to write an ad that is up to 500% more
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- How to get more sales by overcoming the 3 reasons
why people with money won’t buy from you.
- Fourteen easy ways to keep your customers coming
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- How to quickly increase your sales and profits
with direct mail
Check out this week by clicking here:
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Yours in Success,
Sam Odiaka
Sam@oraifite.com
http://www.oraifite.com
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The RumourMan
RumourMan is a Free Electronic Newsletter. Like the
internet, it will evolve, and part of that evolution
will come from you. I want to hear from you.
I want
to hear about your successes and your setbacks - the
highs and the lows. Most of all, I want to know what
you want to know. Much of the ongoing power of
RumourMan will come from the synergy of our combined
experiences, information and knowledge. So take the
opportunity to communicate with your rumourman and
your fellow internet entrepreneurs. We'll all
benefit. We'll all move more quickly down the road
towards an automatic, ongoing and very impressive
internet income.
Note: This newsletter is transmitted by subscription
only. See bottom for removal.
(c) copyright Sam Odiaka
< http://www.oraifite.com > mailto:Sam@oraifite.com?subject=Rumour-News20
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Applying Psychology to Internet Marketing
By Terry Dean
The best advertising writers are those who have some
knowledge of psychology. We are not dealing with
"new" people online. We are dealing with the same
people who have the same desires they have always
had.
The style changes a little online, but the same
approaches that worked one hundred years ago will
also work today. Don't forget that.
Advertising mediums change. Effective advertising
does not, because effective advertising is based
on a knowledge of human nature.
Remember the first principle of advertising. Your
prospects are inherently selfish. They will ask
one question of everything your web site does,
"What's In it for Me?"
That is the first question you have to answer with
your web site. It has to tell and show your visitors
what's in it for them. What would they get out of
ordering from your site that isn't available
anywhere else?
Below are four aspects to the human make-up which
you can and should use throughout your Internet
advertising.
1. Curiosity is a powerful motivation.
Just about every information product you see
advertised has the word "Secrets" in the ad
somewhere. People are afraid to miss out on
something. They are curious to find out just
what those secrets may be.
Use this to your advantage. With information
products, I love to write the sales letters so
that they hit on the curiosity hot button. You
can take advantage of this factor of human nature
by providing some of the results which were
achieved through your information system, but
not actually revealing what the system
specifically is.
You will notice that I do this a lot in the
bullets that I create to go in the sales
letter. They will tell you that there are 3
insider secrets to ______, but they won't
tell you what the 3 secrets are.
The purpose of this is the pull on the curiosity
of the reader...and cause them to order.
2. Extravagance at a bargain price.
People want to keep up with the Jones'. They
want the absolute best, but they want to feel
like they got it at a bargain price. No one
wants to feel that they paid too much for
anything. So, you need to give them an
impressive value at a bargain price.
In many products and cases, this simply boils
down to explaining the exact process it took
to create the product. For example, with an
information product, it may have taken you 5
years of research and $20,000 in testing to
come up with the information in this product.
If so, tell them about it.
When your company builds a widget, it might
search the country for the best wood available.
Half of the wood in the factory is rejected.
You have over 60 people who actually work on
the wood to create the product you sell (in
the ad itself you would tell people what
many of them do), and you may have 5 people
who put it through a strict 13 step test to
assure it's quality.
Even if all of your competitor's go through
the exact process you do to create the product,
it will still be effective for you to tell
the story to your customers. This is called
preemptive advertising. The person who first
tells the story is the one who garners the
trade. Anyone else who seeks to follow them
ends up looking only as a copycat, not the
originator of the system.
Once the customer understood the value
involved in the product, they were glad
to be able to purchase it at such a bargain
price.
What process does your product go through
that will add a value to it in your customer's
eyes?
3. Fear of Failure and of Making the Wrong
Decision
This is the biggest barrier that we have to
overcome throughout the selling process.
People are afraid they are going to make a
bad decision in buying your product. They are
afraid you are going to rip them off and not
provide them with the product they are
expecting.
Everything that you say as an advertiser is
immediately looked at with a grain of salt.
People have been lied to before when it comes
to advertising, so they look at your ads
wondering if you are any different. Unless
you find a way to overcome this fear of
"being taken" in your prospect's eyes, you
are not going to close a majority of sales.
There are basically two aspects to overcoming
this resistance. The first way is by
presenting and adding credibility to your
ads. Credibility is produced through your
"proof" and through the testimonials which
you provide.
It is often said that salespeople without
testimonials have skinny children. It is
next to impossible to build the credibility
you need in the eyes of your prospects
without testimonials.
The second way to overcome this resistance
is by giving a risk free guarantee or a better
than risk free guarantee. Let your prospects
know that they can return then package for
any reason.
Plus, give them several bonuses in the package
which they can keep even if they return the
package for a full refund.
An even better method of overcoming this
buyer's resistance is by allowing them to
try out the package for free, and having
them pay for it at the end of the trial
period. Which one you rather buy from? Would
you rather buy from the person who gives you
the horse to try out for a week and allows
you to pay later...or the person who requires
up-front payment?
Think about ways where you can overcome the
buyer's resistance by offering a more risk
free proposition than all of our competitors.
4. Exclusivity
People like to get a "special" deal which is
made just for them. They like to be told that
they are special. They like to have their names
mentioned. They like to have their names
engraved on the objects that they purchase.
I have learned how to apply this factor to my
own sales. I run a subscriber only special to
my 30,000 ezine subscribers now once a month...
People love it. They are getting something for
a special price or with a special bonus that
isn't available to the general public. They are
getting it just because they are one of my
newsletter subscribers.
All successful Joint Ventures are also based
on this element of exclusivity. A special deal
was created with the list owners partner ONLY
for their customers. No outsider can participate.
The list owner cares so much about their list
members that they negotiated to get them this
special price or special deal. These endorsed
types of mailings have been known to produce
sales rates as high as 10% - 20%...which is
completely unheard of in any other venture.
"FREE" without an understanding of the value
is actually dangerous.
Along the same lines, the word "FREE" is
actually being overdone online. To some
people it appears that everything is free
online. Using the word "Free" without
explaining the actual value involved does
not profit you according to final sales
figures.
When you are giving away a freebie from your
site, it isn't your goal to just attract
visitors I hope. You are not after freebie
seekers. Your final goal should be to sell
more of your products and services to your
visitors. This is not accomplished through
just handing out the most freebies.
This is accomplished through explaining the
value of your products and services...then
offering the freebie. Claude Hopkins recorded
that even back in his time you should never
offer a sample to anyone unless you have had
the chance to tell them your product story.
Unless you have actually had a chance to
show them the value of your offering, it
could possibly diminish the value of your
actual product.
Tell your prospects the actual value of the
freebie. Then, tell them "why" you are
offering it free. If you just listed the
value at $97, but never told them why it was
worth $97 or why you are giving it to them
free, then your statement is worthless. You
must both explain why the free product is
worth $97 and why you are giving it to them
for free. Tell them that you know letting
them use it for free will get them hooked
and that they will keep coming back for more.
Tell them why it is free...or don't offer
it at all.
This is why there is so much confusion online
concerning giving freebies away at web sites.
Some experts recommend giving away freebies.
Some recommend that you don't give anything
away. It is all a matter of understanding and
showing the "VALUE" that you are giving away
for free...and if it brings your visitor back
to order from you. The ordering process is
what you are after.
Remember the marketing statement,
"Tell me why, and then I'll buy."
---------------------------------------------
Terry Dean, publisher of Web Gold with over
40,000 subscribers:
http://www.oraifite.com/netb
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