When it comes to selling, you have to understand that people buy largely on emotion. Not logic.

For them to part with their hard-earned money, you have to first discover their innate wants and desires. We call these “mind motivators”. Once you get their sweet spot, keep pressing these emotional hot buttons.

As you slowly begin to understand what gets the buyer’s pulse racing, you can easily incorporate them in your sales presentation and sales copy.

Use it in your sales copy for PPC ad…landing page copy…banner…whatever!

Here are a few mind motivators for starters:

• Buyers want to avoid pain
• Buyers want to gain pleasure
• Buyers want to save time
• Buyers want to have an easier life
• Buyers want to feel safe and secure
• Buyers want to have a peace of mind
• Buyers love to receive compliments
• Buyers like to invest in future
• Buyers also love short term, instant gratification
• Buyers like experience happiness
• Buyers are fearful of being disadvantaged
• Buyers love to dream the dream
• Buyers want to save on trouble
• Buyers want to let the people (especially loved ones) around them feel happy
• Buyers want it more if they have to be qualified first
• Buyers want to have authority and power
• Buyers want to be part of an exclusive group
• Buyers want to feel independent

Do these points give you some ideas on how you can sell your product?

Remember, you want to be focused on selling benefits (emotions) and not so much on features (logic).

Let me know what you think.

To your success,

Jag Foo

P.S  If you like to discover more effective yet simple copy techniques, I have something that may just be right for you…

=> http://persuasivecopywriting.net/ChunkCopy/

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Pressing Your Buyer’s Emotional Hot Button

This is a great quote from the great copywriter, Elmer Wheeler.

Basically, as humans, we are all emotional creatures. A lot of what we do are driven by emotions. And you will include buying decision in that.

Emotions are what we made us buy. And then we use logic to justify the purchase.

Therefore, if you can appeal successful to your prospect’s emotions…and press his hot buttons repeatedly…you are going to get his business.

So what can spark off his emotions, you may ask?

The short answer is put your focus on “benefits”.

Elmer Wheeler, calls this selling the “sizzle”.

“WHAT WE MEAN by the “sizzle” is the BIGGEST selling point in your proposition – the MAIN reasons why your prospects will want to buy. The sizzling of the steak starts the sale more than the cow ever did, though the cow is, of course, very necessary!

Hidden in everything you sell, whether a tangible or an intangible, are “sizzles.” Find them and use them to start the sale. Then, after desire has been established in the prospect’s thinking, you can bring in the necessary technical points.

The good waiter realizes he must sell the bubbles – not the champagne. The grocery clerk sells the pucker – not the pickles, the whiff – not the coffee. It is the tang in the cheese that sells it!

The insurance man sells PROTECTION, not cost per week. Only the butcher sells the cow and not the sizzle, yet even he knows that the promise of the sizzle brings him more sales of his better cuts.”

Wise words indeed.

To illustrate further, consider this:

• Don’t sell the toothpaste. Sell the captivating smile.
• Don’t sell the house. Sell the warm fuzzy feeling of a home.
• Don’t sell the software. Sell how much time and money it can save for you.
• Don’t sell the fast luxury car. Sell him the convenience, and his need for REAL speed!

Get the drift?

Appeal to his inner desires, and reach deep down into his longings. Explain it to him better than he can explain it himself.

And then make him imagine it in a way only he can. With that, I guarantee you, the sale will be in the bag.

Applicable to both copywriting and offline salesmanship.

What do you think? Let me know your comments below.

All success,

Jag Foo

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Whether you are doing online or offline sales, the main question your prospects will ask is why should they trust you?

Why should they engage your service? Or buy your product?

The biggest obstacle to getting the sale is displaying adequate proof.

Proof that you are able to do what you say you can do.

Proof that it is safe to do business with you. Proof that there will little to no risk.

I’ve lost sales before. I’ve made unconvincing presentation too. Because I failed to show enough proof. So don’t repeat the same mistakes I made.

Here are a few good ways to ramp up your “proofs”:

• Display successful case studies – how, who what, when, why – explain in specific terms how your service/product has helped…
• Testimonials – better to let a 3rd party brag for you…
• Show videos/images/pictures (optical proof) of results/products – People are visual creature. They tend to believe more when they see…
• Show relevant certifications – I’m talking about security certifications… educational certifications…industry accredited certifications and so on…
• Show facts and figures – people are more taken in by numbers. The more specific the better. If they can see that you can go down to that detailed a data, then it must be true…
• Money back guarantee – To show proof that you are supremely confident of what you can deliver. If not, your money back. Not suitable for all though.
• Display client logos – rub their credibility to you. It’s the power of association.
• Quote relevant quotes by authority figures that will help your cause. Again it’s about the power of association.

Do you have anymore you can think of? Are you showing adequate proof today?

Let me know what you think?

All success,

Jag Foo

[tags]business, customers, business, proof, testimonials, case studies[/tags]

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Do you attend a lot of networking events?

If you do, have you noticed the way you introduce yourself to people?

Remember, first impression counts right?

People are always thinking about their favorite radio station, WII FM. Otherwise known as "What’s In It For Me". If you are not going to grab their attention the moment you meet people, they probably going to forget you.

So what do you do when people ask you what you do?

Most people will say, "I’m a docter." Or "I’m a consultant." Or "I’m a teacher."

It’s always "I’m a this" or I’m a that". Boring. Not gonna cut it.

I’m going to talk about a different approach to introducing yourself that will get the attention of the person you are talking to.

It’s an approach we call…

The Elevator Pitch

Alright. Don’t let the name of this approach fool you.

It’s pretty simple. There are many variations of the elevator pitch. But this is one that has worked for me.

The way we introduce ourselves can be broken down into 3 parts. If you are into copywriting and sales, you will have no problem with this.

What are the 3 parts?

First…we want to highlight a problem associated with your profession.

Personally, I manage an business automation company. So we could use that as an example. I will start off by engaging the person by asking a question.

"Do you know one of the biggest problems companies are facing is that they are stuck at doing mundane repetitive jobs that are time consuming, labor intensive and costly?"

They may respond with a "yes" or ask you for more.

That’s when the second part comes in.

You give a solution to the problem.

I will follow up from the question I asked earlier by saying "So how we can come in to add value to these businesses is that we use business automation solution to help them automate such repetitive tasks…"

And then we bring in the third part – the benefits:

…So that they can free up more time, resources to do work of higher strategic value…and they can also cut cost, boost productivity and increase sales."

There. So much better than just saying I’m an automation consultant.

Try it. Use it. You will find more people responding to you. And who knows you may just get more customers and JV partners.

Remember the three parts of the elevator pitch:

1. Problem: Start by asking a question. "Do you know that…."

2. Solution: "How we add value is by helping them to…"

3. Benefit: "…so that they can…"

Do also remember one very important thing.

The key is in the delivery.

Deliver it in a low key and measured way. Don’t come across as over-confident and smug.

If not, people will dismiss you as too salesy. Very important point to take note.

Okay, off you go. Go practise!

Let me know what you think about this. And do share you results!

I’m waiting…

All success,

[tags]E-MoneyMarketing, sales process, sales, salesmanship, customers, jv partners, elevator pitch, offline sales, offline marketing[/tags]

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For those who know me, in additional to my online marketing stuff, I’m also doing offline consulting and sales.

This job requires me to meet a lot of people, prospects and customers offline.

What I realized is that offline and online selling can be quite different.

Because this time round, you get to meet someone face to face.

Whether you can form a rapport and establish a mutual understand will depend a lot on what you do…AND SAY!

It’s about saying the rights things…as well…as not saying the WRONG things!

Do you know you may be unwittingly saying words that may be sabotaging your sales prospects?

Well…I certainly said such words before. And quite often too. The worst thing is that sometimes you yourself will not even know you are making such mistakes.

And because of this, I’ve put in a superb article by Jacques Werth, the founder of High Probability Selling on this topic for your benefit.

Read it. And reflect on it. It will have an impact on you just like it had on me. Here goes:

———————-

We live in a cynical world.  Salespeople have helped create that world, by using words and phrases in ways that trigger suspicion, create mistrust and sabotage sales.

Many of these words and phrases are part of traditional and popular sales techniques that are intended to create trust and "build rapport” but actually do the opposite.

You may not even realize that you are using these words and phrases in a way that negatively affects your communication and your business.

Here are four of the most common ones:

“Interested”

Interested is the word that salespeople use when they don’t want to hear "No."  Interested is the word that prospects use when they don’t want to say "Yes." There is no commitment associated with interest.

Interested people are gathering information.  Interested people are not ready to buy.  Selling to them when they are merely interested is usually a frustrating waste of your time and energy.  Also, experience shows that it virtually guarantees that when they are ready to buy, they won’t buy from you.

Interested indicates an opportunity for marketing, not sales.

"Honestly" or "To Tell the Truth"

People pay more attention to what you do than what you say.  They have learned that when a salesperson says they are going to be honest, they are likely to do the opposite.

When it comes to honesty, don’t say it.  Be it.

“Just” or “Only”

"I just wanted to let you know…" or "Just fifteen minutes of your time."  What does the word "just" imply in sales situations?  It communicates that you seem to be trivializing your communication in order to disarm the prospect. You’re minimizing the importance of your products and services, and your own time.  If someone is a real prospect for your product or service, it’s an important priority.

“Thank You”

While gratitude in a business situation is often warranted, "Thank You" is one of the most over-used and abused phrases spoken by salespeople.

There is no need to thank prospects for their time and attention.  Repeatedly thanking prospects and customers implies a subservient, begging, position, which will cause a loss of respect for you.

If you say thank you when no real value is received, then you will be seen as being insincere and phony.  That impression will sabotage your credibility, mutual respect and lose business.

In High Probability Selling, we have a list of more than 30 of these words and phrases. We train salespeople to become aware of, and then either eliminate them or radically change how they use them.

People want to do business with people they can trust and respect.  They will try to avoid doing business with anyone who arouses suspicion.  The words you choose and the way you use them make all the difference.

——————

What do you think?

I want to hear your thoughts on this…

All success,

[tags]E-MoneyMarketing, sales process, sales, salesmanship, prospects, customers[/tags]

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In marketing, when it comes to selling effectively, other than the product and value factor, a lot are dependant on whether you can get people to trust you.

To trust you, they got to like you. To like you, they got to feel that you care for them. To feel that you care for them, they got relate to YOU.

How?

Simple. In fact, it is simpler than you

Encourage them to ask questions. So they know it is not a robot or a man packed with explosive ready to blow your shit out of the water.

After they asked, you want to answer their questions. Show them that you care. Show them some empathy.

Clarify their doubts. Crystallize the hazy picture for them.

Now…even at times, when you are too busy to answer their questions, you can simply have a reply saying that you are busy at the moment and you appreciate their question. And that you will get back to them as soon as you can.

In that way, they will feel that you have their interest at heart. That’s important.

Another way to immediately get people to relate to you can be just as simple as putting up a face…to your face (* hint*see the handsome mug below =) )!

Now people at your website will know who they are talking to. There is actually a living thing behind the persona.

You will be surprised. Little things like this make a hell lot of difference.

Why do you think some of the best pulling sales copies have their sellers’ faces on it?

To immediately establish a connection! To start off on a ‘trustworthy’ footing.

Any thoughts?

Let me know what you think.

[tags]E-MoneyMarketing, sales techniques, persuasion,  sales copy[/tags]

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Far too often, people only think about themselves.

They only think about their favorite radio station – WIIFM – What’s In It For Me?

And because of this, many of these people are very poor salesman.

And also because of this, there are only a few, comparatively, who know how to turn this around to become GREAT salesmen.

How?

Simply by thinking in terms of the person whom you want to sell. Since you know he is always thinking about what’s in it for him – it’s your job to understand what he really wants – and giving it to him!

Help him by getting what HE wants. And in turn – he will help you back by getting what YOU want.  By buying your goods, services or whatever you want him to do.

It’s that simple.

To sell, we have to snap ourselves out of the mind-set that we must do everything that is geared only to our favor. Clever salesman know how to create a win-win situation.

Genius salesman know how to create a situation that is slanted towards his favor..and yet make the other party think otherwise!

I remember, there was once, when this certain person contacted me to collaborate.

I met him thinking we might do something good together. And guess what? Throughout the whole meeting, he was only interested in how to get my help on this…and that…and that…and that….

Not that I mind…BUT…BUT…there was NOTHING about what do I get in return…ABSOLUTELY NOTHING about any mutual benefits.

It’s all about HIM…HIM…HIM…

And you know…salesmanship is about…YOU…YOU…YOU!

Now you know why Barack Obama always says this – "It’s not about me. It’s about YOU!"

USA is gonna get a good salesman as a president. =)

Anyway, needless to say, I didn’t do any deal with that guy. Totally self-centered.

Now…I wanna hear what you think. Agree? Violently disagree?

Keep ‘em coming!

[tags]E-MoneyMarketing, sales process, salesmanship, persuasion, sales technique[/tags]

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Today’s post will be a short one. I’ll make it snappy.

I want to touch on a sales bad habit of mine. I swear to you.

I’m trying to change actually. And I’m pretty sure many of you are making this very same mistake – over and over again.

What is it?

It’s a very bad example of salesmanship.

That’s the tendency to over sell.

Imagine when you do your pitch…assuming they respond positively to you…and you had them nodding your head in agreement…then go for the kill

Don’t keep staying there…talking and talking.

Shut the hell up – and MOVE!

That’s why it is important to ask them questions.

Do they understand the benefits? Are they clear? Do they agree with you? These are important because you engage them. And you can observe their body language. If they are for you – or against you?

When you sense you have them in the bag – go for it! Don’t wait. Don’t talk more than is necessary.

Get the contract signed. And bugger off.

Talk more and you risk them losing interest. And off they go. No more money for you!

Let me know your thoughts on this.

[tags]E-MoneyMarketing, sales process, salesmanship, persuasion, sales technique[/tags]

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Persuasion is an integral part of salesmanship. Because if you want to get your prospects to buy your product or get your service – you want to persuade him that it is only in their interest to do so.

And obviously persuasion is a huge topic with a wide array of strategies you can use. So today I’m going to touch on just one.

A simple trick actually. As always. And also very sneaky. =)

So what exactly is the trick I’m talking about?

Let me first tell you a story…

I was away in Vietnam with my girl friend a while back, in part to holiday and in part to find business partners.

As foreigners, we stand out from the rest of the crowd.  Even when we are Asians like them, the Vietnamese sure knows a foreigner when they see one.

And that makes us prime targets for street sellers!

One day, while me and my girlfriend were walking along a crowed Hanoi Street, 2 ladies immediately appeared in front of us out of nowhere.

One of them quickly removed her Vietnamese hat (You know the one that looks like a farmer hat as above?) and placed it on my girlfriend’s head. And she then placed the baskets she was carrying on my girlfriend’s shoulder.

I must admit it was quite a sight with my girlfriend wearing the hat and with the baskets on her shoulder.

And you know what happened next? She took the camera I was carrying on my hands and offered to take a photo of us.

Okay…we obliged. They took for us.

When that was done, they gave us an ‘act cute’ look and asked us to buy their pineapples.

And guess what…we did. Or should I say – my girlfriend did.

They actually wanted me to wear the hat too. But I immediately back off. I already knew what they were up to right from the start!

So what can we learn from this? How did they manage to persuade us to buy when we weren’t even looking to buy anything – let alone pinepples?

2 things.

• Reciprocity

They make us feel indebted to them by helping us to take our photos. If you think back carefully, we wouldn’t be taking the photo if my girlfriend wasn’t such a funny sight with the hat and baskets of fruits.

The ladies orchestrated this scenario. And we fell into it.

• Targeting the right person

They knew I was a harder nut to crack. So they targeted my girlfriend, knowing full well that she would give in much more easily than I would (I won’t in fact!).

I have actually seen this trick done a few times to other unsuspecting foreigners. And it’s always the women they target.

Very smart fellows. I have to admit the whole set up was ingenious. So full credit to them. They deserve our business.

Now…do you think you can create a similar scenario where you induce the act of reciprocity from your prospect?

Tell me what you think. I wanna hear them.

You can download the PDF version of this post inside the "Reports Download Section" of your FREE E-MoneyMarketing Membership.

P.S You will get many other marketing reports, cheatsheets and business blueprints inside the membership. You will also get every single valuable blog posts here delivered – fresh into your inbox!

[tags]E-MoneyMarketing, business, persuasion, principle of reciprocity[/tags]

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Sometimes when you introduce a product to a prospect, he may resist your attempt to sell him.

Now, just because he is showing some objections, doesn’t necessarily mean that he may not like your product.

Often, he may just not be immediately aware of how the product can help him. His mind is closed.

If you are a salesman, it’s your job to open up his mind on the various possibilities on how the product can benefit him.

We want to paint a nice picture for him to imagine. For him to feel it. And actually using it, reaping all the rewards in the process.

That’s utilizing the power of imagination for you, my friend.

Let’s take an example to illustrate my point, shall we?

Say you are persuading your prospect to buy a life insurance for himself…

You can get him to imagine the following scenarios…

• What if he falls ill? Who will take care of him…?
• What if he loses his job because of his illness? How will he support himself? And what about his family? Who will put food on the table for them…?
• Will there still be money to put his kids through school…?
• Will he have any money to pay the hospital bills…?
• With a life insurance, everything concerning his life will be covered. He is protected. His family is protected. No more worries…
• Is paying a few dollars a day worth it for a peace of mind of complete protection? Or he rather stay with the risk of financial ruin when he gets sick…?

Alright…let’s stop here.

Can you see where I’m getting at? Looking at the scenario descriptions above, can you see that we want to get your prospect to imagine what are the repercussions if he doesn’t get the life insurance?

And also how he will be able to get a peace of mind if he does?

By asking him to imagine, you are letting him paint the picture for himself in a way ONLY he can. You just guide him along that path with the initial description.

To make this even more realistic, you may want to prepare a video of sick patients and their family. And you present that to him.

When he can see and hear, it would be even more persuasive. This is a common tactic that charity drives often use to ramp up the donations.

They appeal to the audience’s emotion by making them see for themselves and imagining.

This is very powerful, whether you use it in your sales presentation or copywriting.

You have any thoughts on this? As usual, let’s share it with everyone here.

All Success,

[tags]E-MoneyMarketing, Copywriting, sales technique, salesmanship, consumer psychology, buying psychology, power of imagination, emotion, logic, persuasion[/tags]

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