The World's Most Powerful Marketing Tool

Written by David Geer

What marketing skill would you need "to sell sand inrepparttar desert?"

It'srepparttar 108166 same marketing skill top-dog eBiz marketers have in common.

Rudyard Kipling said it best when he wrote:

*Words arerepparttar 108167 most powerful drug used by mankind.*

The common thread running through money-making web sites: words that sell - or, copywriting.

Yet, many eBiz marketers don't seem to get it. For example, visit:

and enter *copywriting* intorepparttar 108168 search box. During November, 2002, there were 3,746 searches made for *copywriting*.

Next, enter *make money online* intorepparttar 108169 search box. During November, 2002, there were 19,127 searches made for *make money online*.

But, trying to make money online, without first being able to write words that sell, is like placingrepparttar 108170 cart beforerepparttar 108171 horse.

Imagine a semi truck pulling up Behind a trailer and trying to Pushrepparttar 108172 trailer down a busy highway. Kinda silly, stupid, and dangerous?

Well, no more so than trying to make money online without first discovering how to write copy that sells. How much money you make depends on how well you write for your target market. Good copywriting pulls in sales like a money magnet.

What was it aboutrepparttar 108173 last web page you visited that grabbed you right byrepparttar 108174 nose; then, it compelled you to keep reading torepparttar 108175 end?

That'srepparttar 108176 power of words - that's what turns a prospect into a customer, that's what makes that customer slap downrepparttar 108177 plastic and buy from you.

Understanding the Buying Process Can Increase Your Sales

Written by Karon Thackston

by Karon Thackston © 2003

Most marketers don’t give a lot of thought torepparttar buying processes of their customers. That’s a shame. Lending due attention torepparttar 108165 buying process can have a dramatic effect on your sales.

What isrepparttar 108166 buying process? Where does your customer fall within it? How can you use it to help bring your customer torepparttar 108167 point-of-purchase? Follow me as we take a look atrepparttar 108168 decisions customers must make before deciding to buy.

Each and every one of us goes through some sort of buying process when we make a purchase. At timesrepparttar 108169 process is long and labored – as when buying a new computer. At other moments it happens almost without thought – when buying a box of your favorite cereal, for instance. But make no mistake… it does happen.

Generally speaking,repparttar 108170 buying process consists of five steps. Those products/services that are new torepparttar 108171 market, are new to your customer, or are very expensive will require a longer period of consideration in each phase. Products/services that are familiar, that have market longevity, or that cost very little will require a shorter (even instantaneous) process.

Step One - Need/Want Recognition

During this step, buyers realize they want or need something. They recognize that they have a problem or a desire, and they choose to find a solution. If this need or want is something alongrepparttar 108172 lines of lunch,repparttar 108173 buying decision can be made relatively quickly, without much thought ofrepparttar 108174 actual buying process. Hunger is a quick problem to solve, most options are familiar to buyers, andrepparttar 108175 cost is usually low.

Ifrepparttar 108176 need or want is a new car, however,repparttar 108177 actual buying decision can take weeks or months. There is a greater risk, new models and features come out allrepparttar 108178 time,repparttar 108179 cost is high, andrepparttar 108180 possibility of making a “mistake” when buying is great.

Step Two - Information Search

Oncerepparttar 108181 choice has been made to fill a need or want, your customer begins to search for information in order to make a quality decision that is in his/her best interest. Web sites may be visited (in which case you should offer some way forrepparttar 108182 customer to remember you, such as printable versions of information, downloadable brochures and catalogs, a way to bookmark your site, etc.). Brochures may be gathered (be sure to offer your contact information). Phone calls might be placed (check to ensure you or your call staff hasrepparttar 108183 information they need to answer questions). Free samples, test drives, and other means of “trial” work wonderfully to guide your customer throughrepparttar 108184 information search stage and ontorepparttar 108185 evaluation and purchase stages.

Cont'd on page 2 ==> © 2005
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