Shocking Experienced Copywriter Reveals Little-Known Secrets To Closing BIG Ticket Deals!

Written by Dan Lok

Copyright © 2004 Quick Turn Marketing International, Ltd.

Dear Friend,


That’s what I say to people who tell me that their business is purely and solely a "cheapest price business."

People who stubbornly insist that "MY business is different" are right, but not in a good way.

Their business is different because it will never make big money.

People who are unwilling to open their eyes to BIG ideas are solidly parked right in their own way... their own BIG obstacle to success.

Big money is made by translating great ideas from outside your industry -- whatever it is -- into your industry. What gives you your competitive edge is a unique selling proposition (USP).

That’srepparttar key... not your low, low price. (Although in some instances your price may be part of your USP.)

Recently, I was consulting with a client and I was explaining my opposition to selling by cheapest price.

She insisted that hers was an intangible, not a product; that my examples didn't apply to her business; and that, basically, I had my head up my butt. I tried to explain in terms I hoped she'd understand:

* You can fly coach or PAY MORE to fly first class inrepparttar 108096 same plane and get torepparttar 108097 same place atrepparttar 108098 same time

* You can get financial planning for free from over half of all financial planners (who make their money only from commissions) or PAY MORE forrepparttar 108099 service and still pay commissions to other fee-based planners.

* You can get your taxes done by H&R Block or PAY MORE to use a CPA

Sorepparttar 108100 critical question is:

“Why Do People PAY MORE For Some Services When The CORE SERVICES Offered by CHEAPEST PRICE Competitors Are Pretty Much The Same?”

“Debbie," I told her, "You've gotta understand: value differences don’t have to come fromrepparttar 108101 ‘core’ item."

It doesn't matter whether you're talking about a product or a service. Value differences usually come out of areas of expertise and service such as:

* Exclusivity * Access * Guarantee

"And Debbie," I explained, "it's a hell lot easier to make money by selling half as much at doublerepparttar 108102 price. Does that make sense?"

It made sense to Debbie and I hope it makes sense to you! Just to make sure, I'm going to give you...


#1 - Compare apples to oranges.

Persuasive Communication

Written by Robert F. Abbott

Is all communication persuasive? Sometimes, it seems it is. Atrepparttar least, we can say much of our communication includes a persuasion component.

Consider this article, which takes an editorial rather than an overtly persuasive approach. Yet,repparttar 108095 underlying premise is that strategic communication works more effectively than communication without a conscious purpose. So, I'm trying to persuade you that one approach (the strategic) to communication works better than another.

Consider, too,repparttar 108096 three most intriguing words inrepparttar 108097 English language: "I love you." Atrepparttar 108098 same time, these words can be both self-sacrificing and self-serving. Inrepparttar 108099 self-serving sense, we userepparttar 108100 words because we want something fromrepparttar 108101 person to whom we've uttered them.

Given our need to persuade through communication, let's explore a key starting point for gettingrepparttar 108102 results we want.

Because persuasive communication focuses onrepparttar 108103 other person, we need to have that other person firmly in our sights when we write or speak. In other words, communication will be most persuasive when we buildrepparttar 108104 message aroundrepparttar 108105 other person, rather than ourselves.

So, if you want to persuade me to do something, your communication should focus on my response. And to get a response from me, you'll have to addressrepparttar 108106 issues in my terms, not your terms.

In sales and marketing, this idea is well developed. Copywriters and others know their chances of getting a sale go up dramatically when they communicate benefits. They point out howrepparttar 108107 reader or listener will come out ahead by buying or using their products. "Buy this shampoo and you'll have a more active social life," for example.

Cont'd on page 2 ==> © 2005
Terms of Use