Sit down and write every conceivable benefit your product has. Don`t know the difference between features andbenefits? Features describe the product; benefits describe the results of using the product. Features appeal to logic...logic justifies emotion...emotion drives sales. Here`s a rule of thumb for benefits: ask yourself "What can my product or service do for my customer?" Then begin to write your letter telling your reader WHAT`S IN IT FOR THEM.
Tell them how much better life will be for them after they buy from you. Tell them how much better they`ll feel. Tell them how their peers will respect them more.
AN EMOTIONAL APPEAL
When promoting anything to anybody, you must remember that buying decisions are based upon emotion and later backed up by logic. Before you write a single word, determine what emotional hot buttons you need to push to "jumpstart" your prospect. Selling dump trailers? and at a loss for words? Go for the "fear of disaster" button with "Making Hurricane Cleanup Easier." Selling political bumper stickers? Hit the "anger" button with: "Let the President Know What You Think of His Policies." Other buttons include: curiosity, greed, ego, vanity, hope and/or fear of scarcity or security.
Check back tommorrow for how you can make your product appear more credible.
Thanks for visiting my Internet Advertising Blog - Ann Menke
No comments:
Post a Comment