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Member You - Five Ways to Give People a Reason to Buy Your Product or Service
Legal marketing success for you can reside in your knowing the psycho-graphics of your market. One key area of law marketing psycho-graphics is knowing how your prospective client is thinking about fees. In one of my other articles I write about law practice management pricing strategies. If you have not read that article I do recommend you read it since it is related to getting top dollar for your services. That said lets move forward in getting you comfortable in getting the fees you deserve from your legal marketing.In legal marketing you need to know is very few people have the time, energy and perseverance to “shop” very much for a lawyer. These prospects will use price as a quick way to decide if someone is competent. In law marketing you need to know people are already preconditioned to think about price in certain ways. If your fee is $150 per hour, a second lawyer’s fee is $200 per hour and a third lawyer’s fee is $250 per hour what is the pre-programmed way clients will be thinking? It is highly likely in legal marketing they are thinking the “cheap” lawyer must not be as good as the other two. Why? Because in the USA culture people are taught “you get what you pay for” and thus the cheapest lawyer “must have something wrong with them” or they will be “cutting corners” in some way to be so “cheap”. You don’t want to be in that law marketing club for sure. They are also thinking “the most expensive lawyer must be the most experienced, most skilled, the most specialized and at least among the best.” You do want to be in that legal marketing club or at least close to that club. So you see in law
One benefit is "fast," but I want more. Will he help me build credibility? More customers? The feature is "free articles," which when added to the benefit is strong. It's good he included his audience in his manual title, so his customers are targeted.
He includes information to stay in touch with him: an email address, phone, and address. I'd say his next step is to get a domain name or submit his manual to another book-selling site. For that, he'll need a compelling headline, sales letter, and ordering information.
Author's T
Expectations influence reality and create results. Individuals tend to make decisions based on how others expect them to perform. As a result, people fulfill those expectations whether positive or negative. Expectations have a powerful impact on those we trust and respect, but, interestingly, an even greater impact on perfect strangers. When we know someone expects something from us, we will try to satisfy him or her in order to gain respect and rapport.You have probably heard the saying, "What gets measured, gets done." The same is true for expectations. That which is expected is what actually happens. People rise to meet your expectations of them. This is a powerful force that can lead to the improvement or destruction of a person. You can express an expectation of doubt, lack of confidence, and skepticism, and you will see the results. If you believe in someone, show confidence in them, and expect them to succeed, you will see different results. John H. Spalding expressed the thought this way: "Those who believe in our ability do more than stimulate us. They create for us an atmosphere in which it becomes easier to succeed." When you create expectations, you change people's behavior. Whenever you label specific behaviors or characteristics, the action is expected. When those expectations are not met, you can see anger, disgust, surprise, or dissatisfaction.We communicate our expectations in a variety of ways. It may be through our language, our voice inflections, or our body language. Think of a time when you've been introduced to someone. Usually, if they introduce themselves by their first name, then yo
Write compelling, emotional copy to inspire people to buy your unique, wonderful creation. Use these powerful Online Promotion techniques:
1. Include your signature box on every email you send out.
Your signature or resource box, usually 4-6 lines, is your billboard to let people know who you are, the benefits they will receive, and what expertise and products you have to assist them. Without it or with a lackluster one of just your name and contact information, you are guaranteed no action that leads to connecting with you, better yet-- sales.
Your signature box is more important than your article, email, or ezine's message. Be sure to put some thought and time into it. Be willing to edit it at least 5 times. You want more than just your name and contact information. Remember your resource box is a call to action. Write it so your reader takes action-- either to send an email, phone you, or visit your Web site.
Once you get a reaction, it's up to you to make the next communication powerful and convincing. It's a good idea to have your sizzling headline and ad copy written out for phone and email responses. Even if you don't have a Web site, you need to have compelling headlines and sales letters ready.
If you send an email, be sure you include more specific benefits and the feature of your product they relate to. For instance, "Quadruple your Web sales in less than one month through submitting free articles to ezines."
When potential buyers visit your Web site be sure your home page has marketing pizzazz with benefit-driven headlines. Click here http://www.bookcoaching.com/freearticles/attractpizzazz.shtml
Include your signature or resource box at the bottom of each article, business communication, and ezine you send out. Use a separator such as ===== at the bottom of your message just before your signature.
Signature Box Examples and Feedback.
Here's one listed at the bottom of an article sent to opt-in ezines:
Person's name-- retired from a 30-year sales career is now a Sales Consultant. I recently wrote a manual for small business owners titled, "How to Build your Small Business Fast with Free Articles," and several other publications to help small businesses grow and prosper. Form more information... mailto: name@email host. Phone: xxx- xxx-xxx .Or Write: Name and PO Box.
Book Coach's Feedback:
It's all about the author, and not about his customer. We don't care if he is retired, Just one line of his name followed by his title "sales consultant" is enough. Always write with "you" in mind (your customers).The second line could be the title of his manual. I wonder is it e or print?
One benefit is "fast," but I want more. Will he help me build credibility? More customers? The feature is "free articles," which when added to the benefit is strong. It's good he included his audience in his manual title, so his customers are targeted.
He includes information to stay in touch with him: an email address, phone, and address. I'd say his next step is to get a domain name or submit his manual to another book-selling site. For that, he'll need a compelling headline, sales letter, and ordering information.
Author's T
I’ve got to admit, I’m a big fan of comfort. I like it when things in my world are stable and reliable. For example, my home is my sanctuary. I live here, and I work here. I like it to reflect peace, order and beauty, so when a messy remodeling project was underway - like the recent replacement of a water-damaged bathroom ceiling - it affected me. I was stressed and cranky. My husband might not have been quite so generous and called me downright crazed.Same thing with my physical body; I’m blessed with a high level of health and vitality. So, when something goes “wrong” like a recent eye infection (resigning me to a week of glasses versus my contact lenses) my stress needle hit the red zone.You might be thinking, “This all sounds a bit extreme, especially for a successful coach who has a highly functioning life.” Well, you’re right…I thought the same thing.Then I remembered…Thomas Leonard, known as the father of coaching, once said, “Success becomes sustainable when there are environments and failsafe structures which support it and which make you feel fully alive. And being fully alive calls you to play a much bigger game in life...evolving to your optimal potential to levels of greatness you never thought were possible.”There was my answer; these two recent events reminded me about the power of our personal environments and what happens when they are out of balance. I had experienced chinks in my environments, and although I was feeling fully alive I certainly wasn’t feeling my own greatness.As an entrepreneur your success and greatness, or lack of it, hinges on how well you keep the
Your signature box is more important than your article, email, or ezine's message. Be sure to put some thought and time into it. Be willing to edit it at least 5 times. You want more than just your name and contact information. Remember your resource box is a call to action. Write it so your reader takes action-- either to send an email, phone you, or visit your Web site.
Once you get a reaction, it's up to you to make the next communication powerful and convincing. It's a good idea to have your sizzling headline and ad copy written out for phone and email responses. Even if you don't have a Web site, you need to have compelling headlines and sales letters ready.
If you send an email, be sure you include more specific benefits and the feature of your product they relate to. For instance, "Quadruple your Web sales in less than one month through submitting free articles to ezines."
When potential buyers visit your Web site be sure your home page has marketing pizzazz with benefit-driven headlines. Click here http://www.bookcoaching.com/freearticles/attractpizzazz.shtml
Include your signature or resource box at the bottom of each article, business communication, and ezine you send out. Use a separator such as ===== at the bottom of your message just before your signature.
Signature Box Examples and Feedback.
Here's one listed at the bottom of an article sent to opt-in ezines:
Person's name-- retired from a 30-year sales career is now a Sales Consultant. I recently wrote a manual for small business owners titled, "How to Build your Small Business Fast with Free Articles," and several other publications to help small businesses grow and prosper. Form more information... mailto: name@email host. Phone: xxx- xxx-xxx .Or Write: Name and PO Box.
Book Coach's Feedback:
It's all about the author, and not about his customer. We don't care if he is retired, Just one line of his name followed by his title "sales consultant" is enough. Always write with "you" in mind (your customers).The second line could be the title of his manual. I wonder is it e or print?
One benefit is "fast," but I want more. Will he help me build credibility? More customers? The feature is "free articles," which when added to the benefit is strong. It's good he included his audience in his manual title, so his customers are targeted.
He includes information to stay in touch with him: an email address, phone, and address. I'd say his next step is to get a domain name or submit his manual to another book-selling site. For that, he'll need a compelling headline, sales letter, and ordering information.
Author's T
Many new Ebay sellers make one of two mistakes: either they overprice items to an unsellable extreme; or they lose money on every transaction by setting low starting prices with no restrictions.In this lesson, I am going to go over which pricing strategies to use and when if you are using a ten-day auction setup.Strategy #1If you are listing a popular item that you are confident will sell for a high price, one strategy you can use is the ten-day, one cent starting price, no reserve auction. This is the best way to start a bidding war: pull in bidders early with a low starting price and no reserve and give them ten days and two weekends to battle it out.Depending on the profit-margin of the item and the quality and number of your competitors, you may want to consider using listing upgrades, such as bold, highlight, and feature listing options to ensure your auction sticks out of the crowd.Please note that I do not recommend this strategy for beginners. This is extremely high risk if you do not know how to take the risk out of it - and this is not something I can teach you. You must determine this by assessing your own personal inventory with tests.Strategy #2Now, if you are new to Ebay or want to list an item with undetermined popularity, you can use a safer, but potentially as profitable bidding strategy for ten-day auctions.You still wont use a reserve with this strategy. But instead of setting the start price low to encourage a bidding war, you are going to set your start price to your ideal selling price - and then couple it with
If you send an email, be sure you include more specific benefits and the feature of your product they relate to. For instance, "Quadruple your Web sales in less than one month through submitting free articles to ezines."
When potential buyers visit your Web site be sure your home page has marketing pizzazz with benefit-driven headlines. Click here http://www.bookcoaching.com/freearticles/attractpizzazz.shtml
Include your signature or resource box at the bottom of each article, business communication, and ezine you send out. Use a separator such as ===== at the bottom of your message just before your signature.
Signature Box Examples and Feedback.
Here's one listed at the bottom of an article sent to opt-in ezines:
Person's name-- retired from a 30-year sales career is now a Sales Consultant. I recently wrote a manual for small business owners titled, "How to Build your Small Business Fast with Free Articles," and several other publications to help small businesses grow and prosper. Form more information... mailto: name@email host. Phone: xxx- xxx-xxx .Or Write: Name and PO Box.
Book Coach's Feedback:
It's all about the author, and not about his customer. We don't care if he is retired, Just one line of his name followed by his title "sales consultant" is enough. Always write with "you" in mind (your customers).The second line could be the title of his manual. I wonder is it e or print?
One benefit is "fast," but I want more. Will he help me build credibility? More customers? The feature is "free articles," which when added to the benefit is strong. It's good he included his audience in his manual title, so his customers are targeted.
He includes information to stay in touch with him: an email address, phone, and address. I'd say his next step is to get a domain name or submit his manual to another book-selling site. For that, he'll need a compelling headline, sales letter, and ordering information.
Author's T
The brands are coming! Their arrival has been evident in our supermarkets and on the main streets of our towns and cities for some time now. It started as a trickle, led by the makers and the retailers of consumer goods, but it has more recently become a fast moving torrent that races headlong through almost every business and walk of life. In certain respects, it has come later to the hospitality world than to many others but now that it has arrived it is clearly planning to stay.Make for the high ground! For many in the industry, it is something to be viewed uneasily as it threatens to burst its banks and overwhelm everything that stands in its way. Others are out constructing canals and reservoirs. For us, branding offers something new and exciting; a fresh flow of ideas that will bring renewed direction and vigour to our business.So, to brand or not to brand? This is just one of the questions facing Irish business owners in 2003 as we regard the landscape and consider our choices.Any unease that we may feel in the matter is readily understood. The B-word has been bandied about a great deal during the last few years and has been blamed (most famously in Naomi Klein’s recent book No Logo) for some of the worst excesses of globalisation. It is often presented as invasive, almost colonial, in its intent, something that we are particularly sensitive to on this island. (Ironically perhaps, two of the more prolific brands sweeping hospitality in the UK – Jury’s Inns and O’Brien’s Sandwich Bars - are Irish).Branding too is often associated with a cookie cutter approach to busin
Signature Box Examples and Feedback.
Here's one listed at the bottom of an article sent to opt-in ezines:
Person's name-- retired from a 30-year sales career is now a Sales Consultant. I recently wrote a manual for small business owners titled, "How to Build your Small Business Fast with Free Articles," and several other publications to help small businesses grow and prosper. Form more information... mailto: name@email host. Phone: xxx- xxx-xxx .Or Write: Name and PO Box.
Book Coach's Feedback:
It's all about the author, and not about his customer. We don't care if he is retired, Just one line of his name followed by his title "sales consultant" is enough. Always write with "you" in mind (your customers).The second line could be the title of his manual. I wonder is it e or print?
One benefit is "fast," but I want more. Will he help me build credibility? More customers? The feature is "free articles," which when added to the benefit is strong. It's good he included his audience in his manual title, so his customers are targeted.
He includes information to stay in touch with him: an email address, phone, and address. I'd say his next step is to get a domain name or submit his manual to another book-selling site. For that, he'll need a compelling headline, sales letter, and ordering information.
Author's T
You cannot make an important amount of money just moving fingers. You cannot built a profitable business without working many nights.You need hard work, good luck and inspiration, but the truth is you cannot achieve good results without having a plan, because the key to the success in any venture is the effective marketing. How to succeed in designing a good marketing plan ? Nothing easier, you need a pencil, a piece of paper and the desire to answer to a certain questions. Be creative and use your imagination to find new ideas regarding particular ways to market your products. 1. What is your goal? This is the most critical question, because the answer will decide the flow of your future plan. The marketing approach will be different if you want to improve sales of an old product or you want to introduce a new one. 2. Who is your target audience? Do you intent to address your campaign to everyone or you are targeting a particular group ? If you choose to sell a new product think whether you will involve your old customers or not. 3. What are the main steps your campaign will focus? Evaluate what are the benefits of your product that you are marketing. Think what benefits will gain your customer by accepting whatever offer you have. Make a list of this benefits, but make it as long as you can. Try to decide why people will trust your product and buy it. They should have some interests to do that. Do not ignore the fact that very often people buy products they want from people they know and trust. Decide if it is necessary to promote your expertise.
One benefit is "fast," but I want more. Will he help me build credibility? More customers? The feature is "free articles," which when added to the benefit is strong. It's good he included his audience in his manual title, so his customers are targeted.
He includes information to stay in touch with him: an email address, phone, and address. I'd say his next step is to get a domain name or submit his manual to another book-selling site. For that, he'll need a compelling headline, sales letter, and ordering information.
Author's Tip: Feature one special offer in each signature box. Include your Phone number so out-of-country people can talk to you.
In my signature box I include the Web address: http://www.bookcoaching.com/discounts.shtml to lead readers to services or products related to the subject of the article that I submit to opt-in ezines.
Last month I sent out an article on Online marketing with a link to my home page "Discounts of the Month," where I offered two eBooks for the price of one. In another article entitled "Teleclasses: Raise your Credibility and Profits," I included the words "teleclasses" and a link to my site where they are offered.
Put more time into writing your signature box than all other writing Send out a casual marketing survey to your friends and business associates to vote from 1-10 on the most powerful of those 4-6 lines. Ask them which of the phrases would compel them to take action. Edit it 5 times until it's as powerful as Hoover Dam.
2. Use "Passion Copywriting" rather than the "plain" approach on your Web site home page. Without this effort you will waste all that Web planning and creating time. Even worse, the money you paid to upload your information before you gave it a marketing eye.
If you are like many professionals out there, you know your subject, you are an expert speaker or coach in your field, are even passionate about it. But, you may not know how to tell people about your services and products to get them to buy because...(you fill in the blank with your reasons).
Visiting many Web sites, I've noticed long, long paragraphs and flat product descriptions. You have only 8 seconds to capture your visitor's attention. Make every word count.
Write dazzling home-page copy that gives your customers a Reason to click onto your links leading to your products or services. After they "click here," display a short sales letter or bulleted benefits and a choice to "buy now." Before I learned this ultimate powerful technique, my Web sales were flat. Serving up plain, flat copy when your visitors want passion, wastes all the effort and time you put into your product. Since incorporating "passion copywriting," my brand new Web site sales jumped from $75 in August to over $2265 by December 22..
Consider how fast these sales increased in less than four months. Just think what sales you can create when you use these techniques. Remember, your visitors will always say, "So what? Why should I buy this? What's in it for me?"
Author's Tip: Place the most important message in the top half of your Web site home page. Make sure you use my "Passion Copywriting" system.
On my home page I include two "Passion Copywriting" benefit statements: "Quadruple your Web Sales in Just One Month" and "Design Every Part of Your Book to Sell More Copies" with links that lead them to the product benefits and the "buy now" signal.
Preparation Tip: List all of
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.memberyou.net/article/69948/memberyou-Five-Ways-to-Give-People-a-Reason-to-Buy-Your-Product-or-Service.html">Five Ways to Give People a Reason to Buy Your Product or Service</a>
BB link (for phorums):
[url=http://www.memberyou.net/article/69948/memberyou-Five-Ways-to-Give-People-a-Reason-to-Buy-Your-Product-or-Service.html]Five Ways to Give People a Reason to Buy Your Product or Service[/url]
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