Sell More By Putting Your Prospects In A Trance!Written by Larry Dotson
A trance is when you are strongly and continually focused on a feeling, thought, vision, mood, emotion or idea. Usually it takes repetitive actions by a person to gain your attention. You have likely been in a trance at least a few times this week.
Haven't you ever been reading a book, watching TV or listening to music and your parent or friend said something like "Are you ignoring me?, I've asked you three times what you wanted to eat for dinner?" And you say something like "No, I was just watching this really cool show on sharks".
See, you have been in a trance plenty of times and didn't even know it. Just think how many products you could sell if you could put your prospects in a trance? Well you can, if you follow these very important steps.
First, you have to give them a feeling, thought, vision, mood, emotion or idea they will focus on. This can be accomplished by using an appealing headline or visual. Now, any one can have thoughts and still be able to concentrate on other things.
Discover Your Unique Selling PropositionWritten by Marc & Terry Goldman
No matter what you sell online, be it a product or service, it is critical to define what sets you apart from your competition, makes your product/service appealing to your target market, and what benefits your product/service provides your customers. This is your Unique Selling Proposition or USP.
Being able to communicate unique benefits of what you have to offer in a specific manner is critically important for achieving a distinguishable difference between you and your competitors.
You should aim to make your USP one specific idea that first comes to mind when people think of your product or service. A very famous example comes from automobile industry: when people hear "Volvo" they instantly identify it with "Safety".
You must obviously work to educate your target market about your product's USP. People did not just automatically associate Volvo with safety. Volvo helped to instill this idea in their heads through cleverly planned advertising, promotion and publicity.
You must have your USP clearly defined before you begin to craft any sales material for your product or service. This will help you to communicate your USP to your target market. If YOU can't state it your prospects sure won't see it. Depending on real benefits of your product or service and void in your market that you are filling, your USP might be one of following (or any number of others you might think of):
* You sell your product or service for less than your competition does.
* You sell a higher quality product or service than anyone else in your industry.
* You provide more customer service or education before, during and after sale than anyone else does.
* You offer twice guarantee of your closest competitor.