Written by Bob Leduc

People buy products or services from you because they expect to gain a benefit. The benefit is more valuable to them than repparttar money they spend to get it. You can use that benefit 3 different ways to increaserepparttar 127501 results produced by your marketing efforts.

1. Immediately staterepparttar 127502 benefit to drawrepparttar 127503 prospect into your promotional message. 2. Dramatizerepparttar 127504 feeling of enjoyingrepparttar 127505 benefit to intensify your prospect's interest. 3. Stimulate your prospect to start enjoyingrepparttar 127506 benefit NOW by taking immediate action to get it.

Apply all 3 of these when you develop any promotional material -- includingrepparttar 127507 content of your website.

1. STATE THE BENEFIT IMMEDIATELY drawrepparttar 127508 prospect into your promotional message. State repparttar 127509 benefit inrepparttar 127510 headline of your ad,repparttar 127511 first sentence of your sales letter or in a title atrepparttar 127512 top of your webpage. Use it asrepparttar 127513 opening of your audio or audio-video promotions. It immediately captures your prospect's attention and provides a compelling reason to continue reading or listening.

For example, I recently saw this headline atrepparttar 127514 top of a webpage: "Increase Your Online Profits 40% Now". The website offered businessesrepparttar 127515 service of accepting credit card payments online.

2. DRAMATIZE THE FEELING OF ENJOYING THE BENEFIT intensify your prospect's interest. Use a word picture to help your prospect visualizerepparttar 127516 feeling of enjoyingrepparttar 127517 benefit you offer. Here are 3 examples you can use as models for developing your own word picture:

"Know all your bills are paid as you and your family leave on a 2 week vacation." (a financial planner)

"The pleasing aroma of this new shampoo reminds you of driving throughrepparttar 127518 country after a fresh spring rain." (shampoo offered by an MLM distributor)

"It's Monday morning. As you get up, all your neighbors are already onrepparttar 127519 freeway trying to get to work on time. You have breakfast with your family and decide how to spendrepparttar 127520 day while your customers place their orders at your new automated website." (An Internet business opportunity)


Written by Bob Leduc

Sales are produced by people. It doesn't matter if you're selling lemonade to tourists or airplanes to governments. Even onrepparttar Internet, every sale isrepparttar 127500 result of a live person or group of people deciding to buy from you. Unfortunately, many decide NOT to buy from you.

Would you like to increaserepparttar 127501 number of sales you get? It's easier than you think. There are only 4 reasons why people decide not to buy from you. Once you understandrepparttar 127502 psychology behind each of them you can implement proven strategies to neutralize their impact and get a higher percentage of sales.


People in our modern society rarely buy something because they need it. They buy something because they want it. When prospective customers say, "I don't need your product" they really mean, "I don't want it". How can you avoid losing these sales? Target your marketing. Promote your business only among people likely to have a strong desire forrepparttar 127503 benefits provided by your product or service.

EXAMPLE: A network marketer will lose money by advertising a business opportunity inrepparttar 127504 local newspaper. Most readers aren't interested in a business opportunity. Instead, she can generate a lot of business by advertising in trade magazines, newsletters or ezines read by opportunity seekers.


Consumers and businesses rarely avoid buying something because they don't have (or can't get)repparttar 127505 money needed to makerepparttar 127506 purchase. They avoid buying what you offer because they place a higher priority on spending money for something else.

You can get these sales by making YOUR product or service their priority. What isrepparttar 127507 most pressing problem you can solve for prospects in your targeted market? Dramatize how they'll feel when your product or service eliminates that problem. Make it so important they'll move your offer torepparttar 127508 top of their priority list.

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