Marketing is about helping prospects make decisions. If you understand emotional reasons your prospects use to justify a purchase than you can pitch to their emotions in your advertisements, on your web site, in your brochure and in your presentations and conversations.

- What are emotional reasons your prospects buy?

HELP PROSPECTS DEFINE VALUE To help prospects understand value of your services, don't tell them; ask them. Most people learn by putting new ideas into their own words. Use questions to get prospects to identify ways they'll benefit from your products. Ask them what they want, what they are looking for, and how they expect to benefit. Get your prospects to define their aspirations and objectives for their purchase.

These questions actively engage your prospects. By describing benefits they are looking for they begin to imagine how much better off they'd be with your products and services.

- What questions can you ask to get prospects to describe value of your products and services?

PUT PRICE INTO CONTEXT There is a reason a car salesman has you look at a car in detail and take if for a test ride so you can experience all features before they'll discuss price.

Hedge funds are investment vehicles that can provide unique benefits such as being able to achieve steady growth in both up and down markets or unusually high returns. Some investors believe these benefits are worth paying hedge fund managers ten times normal management fees.

A price of ten dollars or ten thousand can scare your prospects away if you give it to them too soon. After prospects' have defined value of service or product they're interested in and can see themselves usingit, then and you present your pricing, they are much more likely to buy.

- Are you presenting your pricing information too soon?

Increase your sales by pitching to your prospects' reasons for buying. Use your questions to help prospects define benefits of your products and services in their own words. They will have far fewer objections to price and you'll make more money.

- 2004 © In Mind Communications, LLC. All rights reserved.

For instance, Cuba Gooding, Jr. is in Home on Range with Judi Dench, who is also working with Roseanne on Home on Range, who worked with John Goodman on Roseanne Show, who worked with Dan Akroyd on Saturday Night Live, who worked with Jim Belushi on Saturday Night Live, who was John Belushi's brother, who worked with Kevin Bacon on film Animal House.

It's a variation of old "6 Degrees of Separation" theory that has been around forever. And it's a lot like new social networks.

Creating Your Network Most of these social networking groups create networks based on various common interests and for some, on trusted connections--which is much greater help to business folks. LinkedIn and Orkut are this type of network. You create your network link by link by link so your social network is bound to be a higher quality network than one in which anyone can join and contact anyone in network.

Here are websites for social networks I mentioned:

www.Match.com www.Friendster.com www.LinkedIn.com www.Ryze.com www.Tribe.net www.Orkut.com www.Meetup.com

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