I don't claim to have any magic key that will make you rich.
I can say that I have been sweating the details of making money
online since 1999 and have learned a thing or two.
It is unlikely you will find great life-changing insights in my
ramblings... but who knows, maybe something you read here
is the right puzzle-piece for you at the right time.
Enjoy. Let me know if you dig it.
I can say that I have been sweating the details of making money
online since 1999 and have learned a thing or two.
It is unlikely you will find great life-changing insights in my
ramblings... but who knows, maybe something you read here
is the right puzzle-piece for you at the right time.
Enjoy. Let me know if you dig it.
Copywriting QuickTip #2 - inducing "peak states" for selling
Posted 12-08-2008 at 11:42 AM by Loren Woirhaye
Tags copy, copywriting, sales, selling, writing
You will seldom close a sale with a prospect who isn't
at a high-level of excitement about getting the
benefits of your product.
Your whole sales process should be geared towards
getting your prospect in a "peak state" so when the
time comes to ask for the order he or she doesn't
hesitate.
Hesitation kills sales. Even one momentary hesitation,
the seed of doubt, can send your prospect scampering
for the safety of doing nothing about your offer -
because putting off a decision until "later" feels
safe to people these days.
Successful entrepreneurs often make decisions quickly
and stick with them... but people who think and behave
that way make up a small minority of your prospects...
and if you sell only to that small minority you are
leaving a lot of money on the table, unclaimed.
Most people are afraid of getting F-ed over and justifiably
so - because who among us hasn't been suckered or
ripped-off at some point as a buyer?
Getting your customer into a "peak state" isn't a matter
of painting an illusion of your product as being something
it is not. Often admitting the flaws in your product
will help to diffuse anxiety because it brings it into
reality in the prospect's mind. Don't try to conceal
the flaws of obvious down-side to your product - your
sales message will come across as having more integrity
if you are straight-up and admit the shortcomings of
the offer.
Your prospect, when he or she seeks out your offer, is
usually open to being "led" into a peak state. If you
don't have that going for you persuading your prospect
to do something is very much an uphill battle.
One way to establishing the peak state is to enter
into the conversation already happening in your reader's
mind. If you know WHO your readers are and WHAT they
are interested in this is much easier than if you are
just generally trying to sell to everybody - which is,
by the way, almost certainly a recipe for failure.
at a high-level of excitement about getting the
benefits of your product.
Your whole sales process should be geared towards
getting your prospect in a "peak state" so when the
time comes to ask for the order he or she doesn't
hesitate.
Hesitation kills sales. Even one momentary hesitation,
the seed of doubt, can send your prospect scampering
for the safety of doing nothing about your offer -
because putting off a decision until "later" feels
safe to people these days.
Successful entrepreneurs often make decisions quickly
and stick with them... but people who think and behave
that way make up a small minority of your prospects...
and if you sell only to that small minority you are
leaving a lot of money on the table, unclaimed.
Most people are afraid of getting F-ed over and justifiably
so - because who among us hasn't been suckered or
ripped-off at some point as a buyer?
Getting your customer into a "peak state" isn't a matter
of painting an illusion of your product as being something
it is not. Often admitting the flaws in your product
will help to diffuse anxiety because it brings it into
reality in the prospect's mind. Don't try to conceal
the flaws of obvious down-side to your product - your
sales message will come across as having more integrity
if you are straight-up and admit the shortcomings of
the offer.
Your prospect, when he or she seeks out your offer, is
usually open to being "led" into a peak state. If you
don't have that going for you persuading your prospect
to do something is very much an uphill battle.
One way to establishing the peak state is to enter
into the conversation already happening in your reader's
mind. If you know WHO your readers are and WHAT they
are interested in this is much easier than if you are
just generally trying to sell to everybody - which is,
by the way, almost certainly a recipe for failure.
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