The
Path To Your Prospect's Wallet Begins At His Heart!
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| by Lisa
Packer |
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You want your prospect to make the
decision to buy your product or service. So you show him
what you have to offer in your sales letter, web page, ad
or commercial. You lay out the facts, and he comes to a
rational decision based on them. Right?
Wrong.
People buy things based on emotion. And if you’re not
connecting emotionally with them, they aren’t going to
buy from you. It’s that simple. In fact, studies have
shown that people with injuries to the area of the brain
that controls emotions don’t just suffer from an
inability to feel them. They become paralyzed over even
the smallest decisions, like what to have for breakfast.
So how, then, do you go about blazing that path from your
prospect’s heart to her wallet? First of all, you tell
her what’s in it for her. What are the benefits she will
reap from your product or service? Will it allow her to
spend more time with her children, and so become a better
mother? Will it make her more beautiful? What does she
stand to lose if she doesn’t buy from you right now?
Next, take those benefits and paint a vivid picture of her
enjoying them. Describe her laying in the grass looking at
the clouds with her five year old. Show her co-workers
becoming jealous of her beauty, and all the men who are
clamoring for her attention. Describe how mundane life is
without what you have to offer.
Once you get her emotions stirring, desire is born. Keep
fanning the flames with your message, and that desire will
lead to action – the purchase of your product or
service!
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| About
the Author: Lisa Packer, author of, "How To
Dramatically Increase Your Business... Without A
Blockbuster Budget" is an independant copywriter and
marketing consultant. For more helpful articles like this
one, visit www.dramatic-copy.com. |
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