Be specific. If you sell boats, describe what it feels like cutting through waves with your friends onboard. If you sell financial products, describe what it feels like to enjoy an affluent lifestyle without debt. If you're a business coach, describe what it feels like to own a highly profitable business.

When possible, include a photograph of someone enjoying emotional reward. Don't use photo to replace your word picture. Use it to help your prospect feel experience of enjoying what you describe in your word picture.

...THEN ADD A LITTLE LOGICAL REINFORCEMENT

Most people buy for emotional rewards then look for logical reasons to justify their purchase. After dramatizing emotional rewards of your product or service, include a little bit of logical reinforcement. It helps your prospects act on their impulse to buy. For example:

** Offer a special reduced price -- if they buy NOW. (Logic: "Clever decision. I saved money.")

** Include a brief testimonial from a satisfied customer. (Logic: "Safe decision. Others liked it.")

** Mention a few facts supporting value of your product. (Logic: "Smart decision. It's best money can buy.")

Take some time to look at your promotional material. Revise it to include word pictures of emotional rewards your customers get when they use your product or service. You'll be surprised by how much your sales increase when you dramatize those emotional rewards.

There is an old saying . . "Everyday above ground is a good day!" Just think of all positive ways that you can spend it or waste it. You and I have freedom to choose how we use our time. Yes, all 24 hours of it.

Sleep it away? Eat too much? Need to be on a diet? Work too much?

Not enough time for family? Touch lives of others in a positive way ... family and friends......customers........look for new opportunities every day.

You may recall my suggestion in an earlier Ezine that you build a PROFILE on every customer. I know that you have done exactly as recommended. Some folks go beyond business realm and include personal friends. Those to be remembered in special ways.

----------- ACTION TIP: Send a birthday card; anniversary card; thank you card. ANY card. Whenever you have opportunity. Be a STAND-OUT among your peers. Most will never take time. They don't know dates to remember. Your CUSTOMERS and friends will like you BETTER because you remembered. He / She just can't help it!