Dr. Kevin Nunley's Biz Tip:
Remove the Pain
People love to get good stuff, but they REALLY like it when you take away something bad.
That's one of the oldest secrets in psychology. We'll do a lot to get something good, but we'll do just about anything to get rid of a problem that is making us miserable.
This principle is the most powerful thing in advertising. Ads should always point out a problem and offer to sell you something to remove the problem.
Make sure you start your marketing by creating a need.
Show your prospect how she has a problem. Point out all the ways the problem is or will become a BIG problem.
For example: "If you're like most people, you don't have enough hours in the day to get all your work done. That can lead to jobs half done, frustrated customers, lost sales, and maybe even the failure of your business."
Ouch! That prediction really hurts. If your product or service helps the prospect do more work, more easily, and in less time--it's a solution to the problem. If you have made that problem seem really BIG in the "create a need" section, you've got a sale!
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About the Author: Dr. Kevin Nunley is one of the Net's leading authorities on business promotion. He provides short articles on a wide variety of marketing and sales subjects. See his 10,000 marketing ideas and popular promotion packages at http://DrNunley.com. Reach Kevin at kn@drnunley.com, Kevin Nunley, 54 Ponemah Road, Amherst NH 03031, or 603-249-9519.
Copyright © Kevin Nunley. All rights reserved.
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