How To Bully Your Prospects Into Buying Your Product Or Service

Written by Chris Coffman


Continued from page 1

5. Show that you are not desperate forrepparttar sale.

This is another technique that can placerepparttar 120513 customer at ease or onrepparttar 120514 defensive. Here you want to indicate that you’re already doing so well (mostly fromrepparttar 120515 benefits you’ve derived fromrepparttar 120516 product) thatrepparttar 120517 small investment they are making will make no big difference to you. This may seem at first to be counterproductive but it works! Again ifrepparttar 120518 prospect ever senses that you’re just dying to get that sale you can scare them away.

Another way of stating this is to show that you’re actually creating competition for yourself by sharing this product with them.

6. Tell them what will happen if they don’t get your product.

Most likely your product is satisfying a need or solving a problem otherwise you’ll not be selling it. So you can heightenrepparttar 120519 prospect’s awareness ofrepparttar 120520 problems that they’ll continue to have if they choose not to purchase your product or service. Here is where you really want to ‘rub their faces inrepparttar 120521 mud’. Spell out, in no uncertain words,repparttar 120522 pain they’ll endure andrepparttar 120523 loss they will suffer.

These six approaches are all based on a deep psychological principle that controls us all - Our desire heightens for whatever is denied us or just appears to be denied us.

This reminds me ofrepparttar 120524 story I read some time ago of a small hotel that had problems with guests fishing fromrepparttar 120525 balcony despite clear warning signs torepparttar 120526 contrary placed in allrepparttar 120527 rooms. In a simple experiment,repparttar 120528 hotel management removedrepparttar 120529 “no fishing” signs andrepparttar 120530 problem practically disappeared overnight! I guess thatrepparttar 120531 thrill of fishing fromrepparttar 120532 balcony vaporized withrepparttar 120533 signs—fishing was no longer denied.

Try making your product or service appear ‘denied’ torepparttar 120534 casual prospect and see what happens torepparttar 120535 dollars ‘fished’ out of your advertisement account.

It’s about time to go out there and be a respectable “bully”!

---------------------------------------------------- Chris Coffman isrepparttar 120536 publisher of The Internet Marketing Letter. Visit http://www.theinternetmarketingletter.com to subscribe today and receive instant access torepparttar 120537 IML member community. ----------------------------------------------------

Chris Coffman is the publisher of The Internet Marketing Letter. Visit http://www.theinternetmarketingletter.com to subscribe today and receive instant access to the IML member community.


How to Brief a Creative Agency

Written by Chris Smith


Continued from page 1

3. Objectives (where do we want to be?) Explain what you want to achieve, e.g. increase sales, improve awareness, raise response levels, etc. Try to make your objectives specific and measurable.

4. Strategy (how do we get there?) Give details of what you wantrepparttar agency to do for you, e.g. a direct mail campaign, a website, a brochure, etc. Explain how what you are askingrepparttar 120512 agency to do fits in with your overall marketing strategy.

5. Audience (who are we talking to) Your objective is to get a response from your audience. Tellrepparttar 120513 agency who your target audience is. Define your audience(s) as accurately as possible and share any insights you have about them withrepparttar 120514 agency.

6. Evaluation (what success will look like) How will you measure success? When will it be measured? Who will measure it?

7. Practicalities Mandatories: Is there anything that must be included; for example - offer terms and conditions? Are there any corporate identity guidelines? What legal constraints are there?

Timings: What arerepparttar 120515 deadlines? What arerepparttar 120516 media booking dates (if applicable)? By when do you want to see creative concepts? Doesrepparttar 120517 project have to tie in with dates of other campaigns?

Budget: Specifying a budget up front will help to avoid reworking of solutions. If you are reluctant to do this, then suggest three budgets and askrepparttar 120518 agency which they would recommend and why. Alternatively, askrepparttar 120519 agency to recommend a budget.

8. Approvals (who signs off work) This should berepparttar 120520 same person who signs offrepparttar 120521 brief before you give it torepparttar 120522 agency.

The time spent preparing a brief will pay off inrepparttar 120523 long term. The agency needs a starting point and to know where it is you wish to go. Your brief should inspire them and enable them to do their best work for you.

Copyright © 2004, Chris Smith



Chris is a partner in Mano Design ( http://www.mano-design.com ) - a Vancouver design and marketing agency.


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