Basic Marketing 101: Know Your Customer.
A good marketer should always know his target market so well that he could easily identify with them.
The better you know your potential prospect the better you will understand their wants, needs, fears and insecurities – the things that make them “tick”.
These emotions are universal. Virtually everyone has them to some degree. The number of people who share similar wants, fears, needs etc. is so large that if you can successfully hit one of those nerves, the reaction would be massive. This gives you a lot of leverage.
Your average customers might be (just as examples) eager for results, weary of scams and maybe wanting to learn the “advanced stuff”. Those would be extremely easy nerves to hit on with urgency and scarcity.
When you really know your customer you should be able to also know what makes them tick.
Their motivation and desires can be used to drive them to a sale just as easily as their fears and failures.
Identify an emotion that may easily be triggered by the pressure of urgency or scarcity.
If your market is extremely competitive, play off the angle that they might be missing the chance to get ahead of their competitors. “Your competition is already using this and the offer ends soon!”
If your market happens to be product based or service based, “wow” them with the content or quality then pressure them with limited supplies and limited time offers.
That way if your prospect is even slightly interested they can justify an impulse buy with the fact that it was their only chance to ever get such a great deal or product.
Don’t give them time to decide whether or not they actually need it even if they do. They’ll get distracted, and leave the grasp of your sales page.
Exact Wording For Different Situations.
For different urgency and scarcity angles there are certain words that work better than others in order to set off triggers.They can create certain ideas and impulses that are often times very difficult to ignore.
When using limited time offers, one time offers, promotions etc. use words and phrases such as:
• “Last chance to chance you life forever!”
• “Once in a lifetime opportunity!”
• “Keep up with your competitors!”
• “Don’t get left behind!”
• “Act NOW before it’s too late!”
• “This offer will NEVER be available again!”
• “If you order within the next 24 hours…”
• “Only if you order TODAY!”
• “Very limited time offer!”
• “…while it’s still available!”
• etc…
You get the idea.
Make sure you drive home the feeling that the opportunity will be gone in a flash and it will leave them in the dust feeling stupid for not jumping on it.
For more ideas go back to Clickbank.com. It’s an excellent place to browse through excellent sales copy. They’ll even tell you which ones are the best selling offers.
So what does that mean for you? That means that you can actually see which sales letters are converting and take the guesswork out of your next project or rewrite a low performing sales page.
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