In the first part of this series, I shared with you some selling tips suggested by marketing consultant and direct-response copywriter Craig Garber. These tips are for entrepreneurs who find themselves falling in that typical pattern of losing energy and steam when it comes to their current project or business. Usually entrepreneurs find themselves in a slump after six months or so of intense focus and drive. Here are the remaining three strategies that Garber offers as tips for keeping your selling momentum: Seductive Selling Strategy #3: Don't try to appeal to your prospect's sense of intellect in your marketing. Instead, appeal to what's inside their hearts -- what makes them "tick." You see, people make buying decisions based on emotions, and nothing else. And pushing the right emotional "buy-buttons" gets you invited to the party. THIS is the best "bait" for you to use! Don't try and sell 'em a drink -- get 'em thirsty instead. Seductive Selling Strategy #4: Contrary to what most people think, when it comes to marketing, it's not all about you! Telling people how great you are, how long you've been in business, or how long you've been in a certain location, only gets you ignored. After all, how do any of these things create value for prospects? But focusing on how you can benefit your prospects -- this is the unspoken secret ultra-rich entrepreneurs use, to create net worth. Ignore this important strategy, and prospects will ignore you. Seductive Selling Strategy #5: And lastly, know what you're really selling, and then sell the sizzle, not the steak. Sell the warm sun, white sandy beaches, and the beautiful ocean breeze, not the 9-hour plane flight wedged in cramped seats, sitting next to people with rotten breath and B.O. Paint a picture they want to see. "Look, selling isn't easy, that's for sure," says Garber. "But by following these basic marketing principles, entrepreneurs attract the kinds of customers and clients they want to work with, and eliminate the tire-kickers and looky-loos who really aren't serious about buying. And for most entrepreneurs, this is enough to get them fired up and excited about their business once again." And perhaps, enough to make 2008 their best year ever. |
