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Top 10 Ways To Get More Prospects Excited About What You Sell

Sep 5, 2008
If you want to increase your sales then you must get your prospect really excited about your offer. Not just your product or service but the whole package of benefits they'll receive by being your customer.

There's a whole bunch of ideas you could use that, added together will mean they can hardly wait to whip out their credit and buy from you.

Try these top 10 ways to get more prospects excited about what you sell.

1. Benefit-packed copy

Load your copy with benefits that meet the needs of your prospects. Turn your features into benefits and pack them throughout your copy. Write your benefits in What's-in-it-for-me-terms (WIIFM) to get people excited about buying what you are offering.

2. Copy that reads just like you speak

A good tip here is to write in a conversational tone. Just like you are speaking to an individual. In fact it's a good idea to visualize somebody right in front of you, sitting in a chair, and you're talking to them. Who is that person? And what is it that you are saying to them? Write in that tone and it will read like an interesting 2-way dialogue.

3. Frustration-ending copy

Empathise with your reader's frustration and let them know you not only understand their frustration but have a solution to their problem.

4. Virtual tour of your product or service

Take your prospect on a "tour" through your company and showcase your operation and personnel. Or demonstrate your product or service. Include audio and video to make a really exciting connection.

5. Reveal how other people have fared using your product or service

Show your prospect how other people are getting the results they are looking to get. It's proof that it works and gives confidence that "if it works for them, it'll work for me". So that's exciting. You can use testimonials or case studies or just tell a story and for the most impact use pictures, audio or video to showcase real people.

6. Irresistible offer backed up by "reason why" copy

Offer so much value that your prospect must take advantage of it or feel silly if they don't! You could offer bonuses that cost you very little to create such as free relevant reports, interviews or e-books with high perceived value. Or team up with a non-competing business and get an introductory voucher to their services to gift to your clients. Remember to place a dollar value on each item so that combined, they add up to and exciting and irresistible offer.

7. Help prospects imagine what it would be like to own what you sell

Paint a picture. Help prospects imagine their ideal "fill-in-the-blank". Walk them
through their day. What gets to change for them when they own and use your product or service?

8. Future Pacing

This is another technique where you paint a picture. Start with the problem they are experiencing right now that you can solve. Then describe how using your product or service will transport them from where they are "stuck with that problem", to how it will be for them down the track when that's all behind them.

9. Sell the emotion of your product or service

We all know that people buy on emotion. So make sure you're selling on emotion. Enter the conversation where your prospect is at. Tap into how they feel about the problem you are going to solve and stir up that emotion. Then deliver your solution.

10. Remind prospects how they will look and feel in front of their friends and family

Think of the last time you bought a new car. Did you want to show it off? We all want to impress. It's human nature. So remind your prospects how they will look and feel in front of their friends and family when they buy and use your product or service.

So put some or all of these ideas into your advertising and I guarantee you that people will be much more excited about what you have to offer. Once you've got them excited you can get them to want to respond and take action.
About the Author
Direct response marketing expert Kathleen Ann is the "Marketing Champion for Small Business and entrepreneurs". Delivering simple techniques and tools you can use to increase sales and profits. Sign up for her free audio workshop "7 Steps to Advertising Success" at http://www.PowerUpYourMarketing.com
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