Good day
! Discover 2 central reasons that drive people towards a buying decision.
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About The Internet, Software And Business |
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Pleasure
& Pain, Ego & Fear
Johnathan
Mizel's 3 Rules For Internet Product Creation
Maximize
Your AdSense CTR
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Pleasure
& Pain, Ego & Fear
It's
been proven when somebody makes a buying decision, they do so
for one of two opposing reasons:
1) Pleasure or Ego: They want to move toward something. This is known as "chance of gain" positioning. Your
product or service helps people further their pleasure, realize
a passion, or take some action that makes them happy, e.g. a new
car; a pair of skis; a book about being successful.
2) Pain or Fear: They want to move away from something. This is known as "fear of loss" positioning. Your product
or service helps people avoid trouble, risk, or eliminate something
that keeps them up at night, e.g. an insurance policy; an accountant;
a gun.
The
best thing about businesses with websites is you can use both
of the above appeals to attract them in your sales communication. Both pleasure and pain, ego and fear will motivate them to take
action, and that can be a gold mine, because when you figure out
what to sell and how to sell it the first time, you can
do it again and again!
Which
reason would you predominantly reflect in your copywriting? Which
reason sounds more impactful or relevant to your subject matter?
As an example, we know focusing on pain more likely push prospects
into buying a health product. Maybe you can come up with 2 versions
of a sales copy and have someone read through them and see which
one they prefer (although their preferences do not represent the
whole market), or you can run both sales copies at the same time
and track the results.
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Johnathan
Mizel's 3 Rules For Internet Product Creation
1)
If we create a text-based product, like a book, manual, or newsletter,
it will be deliverable over the web or via download (in various
word processing formats). We will no longer deliver physically
printed paper and ink products that are out of date faster than
we can create them.
2)
If we create a video or audio, we will only do so as part of a larger package designed to sell for more than $200. This higher margin allows us the luxury of non-digital delivery.
3)
All front-end sales (the first purchase a person
makes) will be for digital products. We will
only create physical products for our existing
customers as backend sales or in conjunction with a seminar or
workshop.
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Great Communications Articles By Brady Wilson
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Quality
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Your
Inner Strength Info-chest |
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The
Challenge Of Leadership by Jim Rohn
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The
Challenge Of Leadership by Jim Rohn
The
challenge of leadership is to be strong, but not rude; be kind,
but not weak; be bold, but not a bully; be thoughtful, but not
lazy; be humble, but not timid; be proud, but not arrogant; have
humor, but without folly.
We
must learn to help those who deserve it, not just those who need
it. Life responds to deserve not need.
My
mentor said, "Let's go do it", not "You go do it".
How powerful when someone says, "Let's!"
Good
people are found not changed. Recently I read a headline that
said, "We don't teach people to be nice. We simply hire nice
people." Wow! What a clever short cut.
Managers
help people see themselves as they are; Leaders help people to
see themselves better than they are.
Learn
to help people with more than just their jobs: help them with
their lives.
This article was submitted by Jim Rohn, America 's Foremost Business Philosopher. Go to his website to subscribe to his free weekly newsletter and receive 20–60% off on all audios, books and tapes. Also review the complete Jim Rohn archive of articles, vitamins for the mind and Q and A. Copyright © 1999 Jim Rohn International. All rights reserved worldwide.
To
Your Virtual Success,
Nelson Tan
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