Luckily, psychologists have narrowed blob down to six personality traits with specific hot buttons. When you push as many of these hot buttons as you can, using perfectly polished copy, you increase your profits. And that's whole point, isn't it?

Take a look at list of personalities and their Hot buttons. See where you fit in and then incorporate as many hot buttons as you can into copy of your sales letters, email, website and any other promotional material that you produce.

Fact Finders These people are obsessed with specifics. The more specifics and hard numbers that you can use, more likely you are to turn these people into customers. HOTBUTTONS: Facts, numbers, statistics

Scratch-My-Backers This group of people are motivated to action when you display a willingness to do something for them in return for their action. HOTBUTTONS: Rewards, incentives

Here are three steps your customers want you to get right, before they'll make up their mind to buy from your company.

1. Welcome them.

Make them feel wanted. People will gravitate like magnets to a company that makes them feel important and appreciated. There is a whole range of subtle signals that tell customers whether you're happy to see them. Your tone of voice, your facial expression, your posture, even way you're dressed - all these things send powerful messages.

2. Understand them.

Show empathy. Don't just understand from head; understand on a feeling level also. Look for clues in their tone of voice and body language. One customer may be afraid to ask a question because they don't want to appear ignorant? Well, your job is to give them information in a non-threatening way. Another customer may use aggressive behaviour as a way of getting some attention? You should recognize this and massage their ego in a way that will calm them down and redirect their focus.