When was the last time you bought a car? NEED A CAR? I mean, do you need a car? Chances are, the car you were driving was still running when you bought the car you own now. Yes, Americans rarely buy because they have to... they buy because they want to experience the shopping feeling.
We are satisfied with our new purchases. Sure we can say that we need a new one, but if we are completely honest, we have to admit that we could do without it. What does this mean for your advertising campaign?
List the benefits of your product or service
Benefit from how a customer improves their lifestyle through a purchase. Will it increase your company's profits by 50%? Say it in the opening statement of your sales letter or at the top of your website.
Don't worry about the features of the product itself or its credibility. Honestly, customers don't care. Let's be honest...They are a little selfish when it comes to giving away their hard-earned money. They just want to know what it means to them.
Draw a verbal picture that makes them feel the benefits
“Wake up tomorrow without a boss! You can spend the day with your family or on the golf course.”..there is no one telling you what to do.
A multi-level marketer may want his audience to feel the freedom of not having to answer to anyone when he is successful in business. This will dramatize that desire and embarrass the listener to hold onto it until they are ready to sign up and get started.
Inspire immediate action
Hey, let's be honest...the longer a customer looks, the more likely they are to never decide. Don't let him go so easily!
Set a date. Put pressure on yourself to buy now or you'll miss out. Chances are, a procrastinator will take advantage of this to save a few bucks.
What about sales materials? Have you carefully considered what you are promoting? Be sure to focus on the benefits the consumer receives from the purchase, rather than the features of the product or service.