Psychology Sells
Psychology Sells
(c)copyright 2002 Terry Telford
It's no secret. The more you know about the psychology of selling, the more sales you will make. If you do business on the internet, it's extremely important that you know how to effectively communicate to your audience using the written word. The problem is, your audience isn't one massive, homogonous blob made up of all the same stuff. Each person in your audience is different and responds to different messages in different ways.
Luckily, psychologists have narrowed the blob down to six personality traits with specific hot buttons. When you push as many of these hot buttons as you can, using perfectly polished copy, you increase your profits. And that's the whole point, isn't it?
Take a look at the list of personalities and their Hot buttons. See where you fit in and then incorporate as many hot buttons as you can into the copy of your sales letters, email, website and any other promotional material that you produce.
Fact Finders
These people are obsessed with specifics. The more specifics and hard numbers that you can use, the more likely you are to turn these prospects into customers.
HOTBUTTONS: Facts, numbers, statistics
Scratch-My-Backers
This group of people are motivated to action when you display a willingness to do something for them in return for their action.
HOTBUTTONS: Rewards, incentives
Tried and Truers
Some 'Tried and Truers' are actually scared to try new things. These people need to know that they are not the first ones to try out this new idea. They need to know that what ever you are offering has been tried before and has proven successful.
HOTBUTTONS: Examples of other's success, testimonials
Feelers
These are emotional people, often making spur of the moment purchases. By creating the right mood and stirring the right feelings, these people are motivated buyers.
HOTBUTTONS: Positive reinforcement, vivid and picturesque copy
Benefiters
Exactly like their title, benefiters want to know about the benefits of what you're selling. You need to show these people how your product or service will help them reach their goals. This applies to almost all human beings. We all want to know, 'What's in it for ME?'
HOTBUTTONS: Wants and needs focused copy
Sense of Priders
These people respond to offers that give them a sense of pride, meaning and visualization.
HOTBUTTONS: Strong symbols and positive images: vision, dreams, goals, the big picture.
And there you have the six personality traits that we all share as human beings. Try to use as many of the hot buttons as you can to increase your sales and profits exponentially.
To find out approximately what percentage of your market belongs to each category, try this simple test. Write six ads. Formulate each ad to appeal to a specific group of personality traits. Run each ad once in your regular advertising spots and track the results of each ad. Try this approach with different publications. You'll be surprised, different publications appeal to different segments of the personality trait scale.
Good luck with your marketing, have fun and I'll see you on the beaches of the world.
Good luck and God Bless
Yours successfully,
Terry Telford
http://www.bpcpublishing.com
Preparing Your First Pay-Per-Click Campaign
© 2002 by Detlev Reimer
One of the best possibilities to drive targeted traffic to your web site is the use of Pay-Per-Click search engines. They are not like the regular search engines where you have to deal with meta-tags, alt-tags, robots.txt etc. for your web pages.
With this kind of web site promotion, the rankings are solely based on the amount of money you want to spend on your advertising campaign. The advertisers are bidding on certain keywords to achieve a particular position at the results page.
If someone searches for that keyword and clicks on the link, the advertiser has to pay the determined amount of money. I've seen actual bids which go as high as $6 to $7 for the keyword "web hosting" at Overture.com.
Could Your Competitors Click On Your Link ?
Yes, but to avoid your competitors clicking on your link a thousand times to make you bankrupt, there is a safe-guard mechanism which blocks this type of abuse.
You should not bid for the most competitive keywords as this could easily cost you hundreds of dollars to rank at the top. Try to find keywords which are relevant to your site, but which are less competitive and costly.
Try To Avoid Highly Competitive Keywords
In a nutshell : If your web site topic is Internet marketing, which is highly competitive, try to avoid this keyword by choosing a more specific expression like copywriting or e-book creation . Then you are in a field where competitors pay less for a click.
Make a list of 20-50 keywords which are relevant to your site. Look how many times your keywords have been searched for at the most popular pay-per-click search engine, Overture.com,
http://inventory.overture.com/d/searchinventory/suggestion/
Then bid for the most promising ones.
Don't Bid Too Much For A Keyword
Don't make the mistake to bid too much for a keyword. If you want to reach a number one spot and the highest bid is $0.30 , don't bid $0.50 or higher. Then you are just wasting money, you could have the same top spot if you just paid $0.31 ! The problem is your competitor will soon bid $0.32 and the never ending battle begins.
As long as you're within the top 40 positions, which keeps you in the top two pages, you're safe. You don't want to be any further down the list than number 40.
Pay Per Click Search engines should be part of your marketing toolbox. As long as you're getting targeted traffic that keeps you showing a profit, you're ahead of the game.
Mini-Sites -- Highly Targeted Sales Generators
by Shelley Lowery
If you're looking for a highly effective method of increasing your Internet sales, then mini-sites may be your answer. Mini-sites are one of the most effective marketing tools online. Not only are they effective, but they're also very inexpensive and easy to create.
The concept is simple. Create a one or two page website that completely focuses on one specific topic. Everything within this page should have one purpose -- getting your visitors to take action.
This page should be neatly designed in standard HTML with no Flash or fancy plug-ins and very few raphics. There should be no banners or outside links of any kind -- nothing that will distract your visitors' attention.
The sole purpose of a mini-site is to attract highly targeted traffic. The more targeted the better. For example, if you have a website that sells a number of products, a good mini-site will focus on one specific product instead of all of the products. You can create a mini-site for each product you offer.
Designing Your Mini-Site
Each mini-site you create should be optimized for that one specific product. Concentrate on just a few keyword phrases, as this will help you to tighten your targeting.
Remember ... the tighter the targeting the better.
* Title: Your "Title" should contain your most important keywords. You've probably heard that before, but I've found a slightly different method for optimizing the title. Since mini-sites focus on just one product, place
the "most" important "keyword phrase" first. Not just your most important phrase, but the keyword phrase that you think people will use when they do a search. Instead of capitalizing the first letter, type it in lowercase, as most people type in all lowercase letters when searching. This will assist you in ranking higher in the Search Engines for your targeted audience.
* Description: Your description should focus on one specific product and not generalize. Make sure you include your most important keywords towards the beginning of your description. In addition, make sure your description describes your site in detail. You want your potential visitors to know exactly what you're
offering. Your description should be less than 200 characters.
* Keywords: Concentrate on just a few keyword phrases.
* Heading tags: Search Engines pay close attention to the text displayed within the "Heading" tags. Place your most important keyword phrase within a "Heading" tag.
* Graphic Alt tags: Place a readable keyword phrase within your graphic "Alt" tags.
* Text: All of your text should focus on your product.
There should be no filler text whatsoever. It should have one specific purpose -- getting your visitor to take action. Make sure you include your keyword phrases throughout your text.
If you'd like to set up your mini-site using tables, try to place your "Heading" text above your "Table" code. If this isn't possible, make sure you include your keyword phrases within your top left "Table cell" to assist you in ranking higher in the Search Engines.
Mini-sites are not limited to just your products. They can also be used with any affiliate programs you may be promoting. You can include extra incentives such as a free bonus for purchasing the product or even your personal recommendation. This is a great
way to presell the product.
Hosting Your Mini-Site
Although it is much better to have your own domain name, these sites can be hosted on a free server and still
rank high in the Search Engines. Keep in mind, free sites do not build trust and credibility. No matter which option you choose, make sure you place your most important keyword phrase (the keyword phrase that you think people will use when searching) within your web address.
Drive Targeted Traffic to Your Site
Once you have tested the effectiveness of your site and have a good conversion rate, (the number of visitors compared to the number of sales) you can buy targeted traffic. Overture is the number one pay-per-click Search Engine and will most likely produce the best results.
http://www.overture.com
For additional options, visit:
http://www.PayPerClickSearchEngines.com They provide information and reviews on a number of pay-per-click Search Engines.
The key to using this technique effectively is to bid on "very" targeted keywords. This will weed out the casual visitors and only attract your target audience. There's no sense in paying for visitors who really
weren't interested to begin with.
In addition to bidding on keywords, you can also advertise in targeted ezines and even purchase some targeted banner advertising. Be creative and take the time to test all of your promotions prior to spending
a lot of money.
If you really want to increase your sales, create some mini-sites. They are one of the cheapest and easiest to create profit generators online.
key words and phrases to skyrocket your sales
copyright 2002 Terry Telford
Why do some ads motivate you to immediately punch your credit card numbers into your computer, while others transport you directly to dreamland? It's the copy, of course! Great copy picks up the reader, motivates them to action and inspires purchases. More Sales = More Profit. More Profit = More Money. More Money = More Luxurious Lifestyle For You.
To make things easy for you, here is a list of the most motivating words and phrases used in copy writing today. Use this list as a basis for your collection, but always be on the lookout for ads that make you want to buy. These ads have hit your HOT buttons and most likely are hitting the HOT buttons of other prospects just like you. Collect the words and phrases that motivate you to buy and add them to this list. By building your own personalized list of trigger words and phrases, you will decrease the time it takes to write your copy and increase your sales.
HOT motivating words
Absolutely, amazing, approved, attractive, authentic, bargain, better, big, breakthrough, cash, colossal, complete, confidential, crammed, delivered, direct, discount, discover, discovery, easy, excellent, exciting, exclusive, expert, famous, fascinating, fortune, free, genuine, gift, gigantic, greatest, guaranteed, helpful, huge, immediately, improved, incredible, informative, instructional, interesting, largest, latest, limited, love, lowest, magic, miracle, money, new, noted, odd, outstanding, personalized, popular, power, powerful, practical, private, professional, profit, profitable, proven, quality, rare, reduced, refundable, remarkable, reliable, results, revealed,, revolutionary, scarce, scientific, secrets, security, select, sensational, simplified, sizable, special, startling, strange, strong, sturdy, successful, superior, surprise, terrific, tested, tremendous, ultimate, unconditional, unique, unlimited, useful, valuable, wealth, you.
'You' is the all time, most important word you can use in your ads. Make sure you use the word 'you' at least 5 times more than you use the word 'I.' Remember, your prospects are reading your ad with the constant desire to know 'What's in it for me?'
HOT motivating phrases
Act now!, Be one of the first 100 people to, Free details, Free list, Free catalog, Free directory, Free course, Free gift with purchase, Free samples, Extra bonus, Get started now, Get your copy today, Get yours at wholesale prices, Limited time offer, No obligation, Order direct from the manufacturer, Satisfaction guaranteed or your money back, Send today.
These lists are just the beginning. Use these lists to start your personalized file of HOT motivating words and phrases and use them in all of your advertising. Your ads will pull better and give you a much greater ROI. Until next time, good luck and God Bless.
Good luck and God Bless
Yours successfully,
Terry Telford
http://www.bpcpublishing.com
(c)copyright 2002 Terry Telford
It's no secret. The more you know about the psychology of selling, the more sales you will make. If you do business on the internet, it's extremely important that you know how to effectively communicate to your audience using the written word. The problem is, your audience isn't one massive, homogonous blob made up of all the same stuff. Each person in your audience is different and responds to different messages in different ways.
Luckily, psychologists have narrowed the blob down to six personality traits with specific hot buttons. When you push as many of these hot buttons as you can, using perfectly polished copy, you increase your profits. And that's the whole point, isn't it?
Take a look at the list of personalities and their Hot buttons. See where you fit in and then incorporate as many hot buttons as you can into the copy of your sales letters, email, website and any other promotional material that you produce.
Fact Finders
These people are obsessed with specifics. The more specifics and hard numbers that you can use, the more likely you are to turn these prospects into customers.
HOTBUTTONS: Facts, numbers, statistics
Scratch-My-Backers
This group of people are motivated to action when you display a willingness to do something for them in return for their action.
HOTBUTTONS: Rewards, incentives
Tried and Truers
Some 'Tried and Truers' are actually scared to try new things. These people need to know that they are not the first ones to try out this new idea. They need to know that what ever you are offering has been tried before and has proven successful.
HOTBUTTONS: Examples of other's success, testimonials
Feelers
These are emotional people, often making spur of the moment purchases. By creating the right mood and stirring the right feelings, these people are motivated buyers.
HOTBUTTONS: Positive reinforcement, vivid and picturesque copy
Benefiters
Exactly like their title, benefiters want to know about the benefits of what you're selling. You need to show these people how your product or service will help them reach their goals. This applies to almost all human beings. We all want to know, 'What's in it for ME?'
HOTBUTTONS: Wants and needs focused copy
Sense of Priders
These people respond to offers that give them a sense of pride, meaning and visualization.
HOTBUTTONS: Strong symbols and positive images: vision, dreams, goals, the big picture.
And there you have the six personality traits that we all share as human beings. Try to use as many of the hot buttons as you can to increase your sales and profits exponentially.
To find out approximately what percentage of your market belongs to each category, try this simple test. Write six ads. Formulate each ad to appeal to a specific group of personality traits. Run each ad once in your regular advertising spots and track the results of each ad. Try this approach with different publications. You'll be surprised, different publications appeal to different segments of the personality trait scale.
Good luck with your marketing, have fun and I'll see you on the beaches of the world.
Good luck and God Bless
Yours successfully,
Terry Telford
http://www.bpcpublishing.com
Preparing Your First Pay-Per-Click Campaign
© 2002 by Detlev Reimer
One of the best possibilities to drive targeted traffic to your web site is the use of Pay-Per-Click search engines. They are not like the regular search engines where you have to deal with meta-tags, alt-tags, robots.txt etc. for your web pages.
With this kind of web site promotion, the rankings are solely based on the amount of money you want to spend on your advertising campaign. The advertisers are bidding on certain keywords to achieve a particular position at the results page.
If someone searches for that keyword and clicks on the link, the advertiser has to pay the determined amount of money. I've seen actual bids which go as high as $6 to $7 for the keyword "web hosting" at Overture.com.
Could Your Competitors Click On Your Link ?
Yes, but to avoid your competitors clicking on your link a thousand times to make you bankrupt, there is a safe-guard mechanism which blocks this type of abuse.
You should not bid for the most competitive keywords as this could easily cost you hundreds of dollars to rank at the top. Try to find keywords which are relevant to your site, but which are less competitive and costly.
Try To Avoid Highly Competitive Keywords
In a nutshell : If your web site topic is Internet marketing, which is highly competitive, try to avoid this keyword by choosing a more specific expression like copywriting or e-book creation . Then you are in a field where competitors pay less for a click.
Make a list of 20-50 keywords which are relevant to your site. Look how many times your keywords have been searched for at the most popular pay-per-click search engine, Overture.com,
http://inventory.overture.com/d/searchinventory/suggestion/
Then bid for the most promising ones.
Don't Bid Too Much For A Keyword
Don't make the mistake to bid too much for a keyword. If you want to reach a number one spot and the highest bid is $0.30 , don't bid $0.50 or higher. Then you are just wasting money, you could have the same top spot if you just paid $0.31 ! The problem is your competitor will soon bid $0.32 and the never ending battle begins.
As long as you're within the top 40 positions, which keeps you in the top two pages, you're safe. You don't want to be any further down the list than number 40.
Pay Per Click Search engines should be part of your marketing toolbox. As long as you're getting targeted traffic that keeps you showing a profit, you're ahead of the game.
Mini-Sites -- Highly Targeted Sales Generators
by Shelley Lowery
If you're looking for a highly effective method of increasing your Internet sales, then mini-sites may be your answer. Mini-sites are one of the most effective marketing tools online. Not only are they effective, but they're also very inexpensive and easy to create.
The concept is simple. Create a one or two page website that completely focuses on one specific topic. Everything within this page should have one purpose -- getting your visitors to take action.
This page should be neatly designed in standard HTML with no Flash or fancy plug-ins and very few raphics. There should be no banners or outside links of any kind -- nothing that will distract your visitors' attention.
The sole purpose of a mini-site is to attract highly targeted traffic. The more targeted the better. For example, if you have a website that sells a number of products, a good mini-site will focus on one specific product instead of all of the products. You can create a mini-site for each product you offer.
Designing Your Mini-Site
Each mini-site you create should be optimized for that one specific product. Concentrate on just a few keyword phrases, as this will help you to tighten your targeting.
Remember ... the tighter the targeting the better.
* Title: Your "Title" should contain your most important keywords. You've probably heard that before, but I've found a slightly different method for optimizing the title. Since mini-sites focus on just one product, place
the "most" important "keyword phrase" first. Not just your most important phrase, but the keyword phrase that you think people will use when they do a search. Instead of capitalizing the first letter, type it in lowercase, as most people type in all lowercase letters when searching. This will assist you in ranking higher in the Search Engines for your targeted audience.
* Description: Your description should focus on one specific product and not generalize. Make sure you include your most important keywords towards the beginning of your description. In addition, make sure your description describes your site in detail. You want your potential visitors to know exactly what you're
offering. Your description should be less than 200 characters.
* Keywords: Concentrate on just a few keyword phrases.
* Heading tags: Search Engines pay close attention to the text displayed within the "Heading" tags. Place your most important keyword phrase within a "Heading" tag.
* Graphic Alt tags: Place a readable keyword phrase within your graphic "Alt" tags.
* Text: All of your text should focus on your product.
There should be no filler text whatsoever. It should have one specific purpose -- getting your visitor to take action. Make sure you include your keyword phrases throughout your text.
If you'd like to set up your mini-site using tables, try to place your "Heading" text above your "Table" code. If this isn't possible, make sure you include your keyword phrases within your top left "Table cell" to assist you in ranking higher in the Search Engines.
Mini-sites are not limited to just your products. They can also be used with any affiliate programs you may be promoting. You can include extra incentives such as a free bonus for purchasing the product or even your personal recommendation. This is a great
way to presell the product.
Hosting Your Mini-Site
Although it is much better to have your own domain name, these sites can be hosted on a free server and still
rank high in the Search Engines. Keep in mind, free sites do not build trust and credibility. No matter which option you choose, make sure you place your most important keyword phrase (the keyword phrase that you think people will use when searching) within your web address.
Drive Targeted Traffic to Your Site
Once you have tested the effectiveness of your site and have a good conversion rate, (the number of visitors compared to the number of sales) you can buy targeted traffic. Overture is the number one pay-per-click Search Engine and will most likely produce the best results.
http://www.overture.com
For additional options, visit:
http://www.PayPerClickSearchEngines.com They provide information and reviews on a number of pay-per-click Search Engines.
The key to using this technique effectively is to bid on "very" targeted keywords. This will weed out the casual visitors and only attract your target audience. There's no sense in paying for visitors who really
weren't interested to begin with.
In addition to bidding on keywords, you can also advertise in targeted ezines and even purchase some targeted banner advertising. Be creative and take the time to test all of your promotions prior to spending
a lot of money.
If you really want to increase your sales, create some mini-sites. They are one of the cheapest and easiest to create profit generators online.
key words and phrases to skyrocket your sales
copyright 2002 Terry Telford
Why do some ads motivate you to immediately punch your credit card numbers into your computer, while others transport you directly to dreamland? It's the copy, of course! Great copy picks up the reader, motivates them to action and inspires purchases. More Sales = More Profit. More Profit = More Money. More Money = More Luxurious Lifestyle For You.
To make things easy for you, here is a list of the most motivating words and phrases used in copy writing today. Use this list as a basis for your collection, but always be on the lookout for ads that make you want to buy. These ads have hit your HOT buttons and most likely are hitting the HOT buttons of other prospects just like you. Collect the words and phrases that motivate you to buy and add them to this list. By building your own personalized list of trigger words and phrases, you will decrease the time it takes to write your copy and increase your sales.
HOT motivating words
Absolutely, amazing, approved, attractive, authentic, bargain, better, big, breakthrough, cash, colossal, complete, confidential, crammed, delivered, direct, discount, discover, discovery, easy, excellent, exciting, exclusive, expert, famous, fascinating, fortune, free, genuine, gift, gigantic, greatest, guaranteed, helpful, huge, immediately, improved, incredible, informative, instructional, interesting, largest, latest, limited, love, lowest, magic, miracle, money, new, noted, odd, outstanding, personalized, popular, power, powerful, practical, private, professional, profit, profitable, proven, quality, rare, reduced, refundable, remarkable, reliable, results, revealed,, revolutionary, scarce, scientific, secrets, security, select, sensational, simplified, sizable, special, startling, strange, strong, sturdy, successful, superior, surprise, terrific, tested, tremendous, ultimate, unconditional, unique, unlimited, useful, valuable, wealth, you.
'You' is the all time, most important word you can use in your ads. Make sure you use the word 'you' at least 5 times more than you use the word 'I.' Remember, your prospects are reading your ad with the constant desire to know 'What's in it for me?'
HOT motivating phrases
Act now!, Be one of the first 100 people to, Free details, Free list, Free catalog, Free directory, Free course, Free gift with purchase, Free samples, Extra bonus, Get started now, Get your copy today, Get yours at wholesale prices, Limited time offer, No obligation, Order direct from the manufacturer, Satisfaction guaranteed or your money back, Send today.
These lists are just the beginning. Use these lists to start your personalized file of HOT motivating words and phrases and use them in all of your advertising. Your ads will pull better and give you a much greater ROI. Until next time, good luck and God Bless.
Good luck and God Bless
Yours successfully,
Terry Telford
http://www.bpcpublishing.com