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 graphics. 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
(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 graphics. 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.
ey 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
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.
ey 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
