(c) 2004 Charles Kangethe -------------------------

As a marketer you are engaged in a "War" with competitors where ultimate prize is capturing mind of prospects and claiming their purchase dollars.

What you are about to read shows you how to create a powerful, automatic weapon for that war that generates relentless, repeating sales.

Step #1 - Get Into Your Prospects Mind. ---------------------------------------

Many new netpreneurs forget, or fail to understand, that prospects are individuals.

You must get into your prospect's mind and appeal to them, and them alone, before they will buy from you.

--> Sidebar With some exceptions, buying decisions are made on basis of emotional and intellectual reasoning in that order. <--

Winning marketers, are those who successfully appeal to buying instincts of individual prospects.

As a direct marketer your task is to learn how to capture your prospects' minds, one individual at a time.

Step #2 - Psychological and Emotional Action Triggers -----------------------------------------------------

The holy grail of marketing is unearthing action triggers that make your prospects take your "Most Desired Action" (MDA).

When you understand ELBOW trigger groups you will powerfully influence your prospects towards your MDA.

* E - Effort

People are always seeking options that allow them to live life and work with least amount of effort. Anything that promises a reduction in effort is a powerful call to action.

* L - Loss

This group covers most powerful triggers.

For instance fear of loss of :

Health, reputation, material possessions, or justice.

* B - Benefits

Triggers in this group promise non-material benefits or "gains" that originate from actions taken by prospect.

For instance motivation to greater action often comes from a winning streak at sport or business.

* O - Outer Triggers

This group relates to triggers that promise non-material benefits and gains, for actions prospect has no control over.

For instance :

- A promise of recognition as an authority by peer groups is a powerful incentive for many people.

- Social acceptance is another powerful motivator. It drives people to make purchases of products and services that will help them improve their social standing.

* W - Wealth

Into this group fall all triggers that promise material gains.

The promise of "Gold in them thar hills", profitable business and income building opportunities are all powerful incentives to action.

Step #3 - Profile Your Prospect In Detail ------------------------------------------

As a good copywriter and "Marketing Warrior" you must learn to achieve an intimate level of involvement with your prospects.

You need to understand your prospect's background, her history, education, career, hopes and fears. Use research, your imagination and experiences to build a detailed picture about her.

As you profile your prospect, have in mind a single individual - do not fall into trap of trying to profile a group.

-->Sidebar Some marketers prefer to use market research exclusively for this step. This is a valid, but more expensive option to build your prospect's profile. <--

Step #4 - List Product Benefits and Features --------------------------------------------

Left, right and center gurus were telling me of importance of having my website link on as much websites as possible. But most did not say how to go about doing it.

After contacting several webmasters with aim of exchanging links, all flatly refused. Maybe it was because I was on a free host or maybe I was still green in business.

I tried several different ways but they all had same result. Nada. Zilch. No links coming my way. Then I found it. The best linking strategy.

It was so simple I could not believe it. And it was right there under my nose. Many successful marketers were using it and accomplishing much. What was that secret weapon ? Article writing.

Writing articles and submitting them to article banks, directories and content sites will increase your link popularity. And it is all for free.