|Ðð©'§ Internet Marketing Information Library|
Long Copy Secrets - Keys To Mental Engagement
Master copywriter Robert Collier often used a technique to get people to read more of his sales letters. You can use this same technique right now to increase the readership of your web pages and emails.
I'll get to it in a moment. For now, let me tell you a couple of things about readership in general, and the importance of using long versus short copy, in most cases.
If you're one of those marketers that rebel against the idea of long copy, and insist that people don't read it, listen up. If you're copy is boring, or unsubstantiated, or fails to promise the delivery of an expected benefit, then you are absolutely right.
But if you promise the expected benefit, and use engaging copy that's firing on all cylinders, effectively attracting attention, building interest, desire, and action, have no fear.
Your prospects will read as many words as necessary to convince themselves to become buyers. That could mean thousands of words, depending what you are asking them to do.
If the price is significant, or the thing you are selling demands a significant change of behavior, or even if you are operating in a very mature, hotly competitive commodity market, you just cannot expect people to decide favorably with minimal information.
They need enough sound reasons to buy, and they need those reasons appropriately substantiated. Too many marketers paint pretty pictures, but fall down when it comes to demonstrating proof.
Anyway, getting back to that little technique that Robert Collier used that I was telling you about.
Collier observed that human beings possess a couple of inborn traits that he used to get them to read his letters. I'm assuming you're one, so I'm going to include you in this ;=)
A) We're naturally curious. We have an inborn "desire to know" hard wired into our brains. It's instinctive, part of our survival program.
B) We just can't stand having a half baked thought or idea, hanging around waiting to be finished. If there's an open loop, we want it shut.
So how did the legendary Collier use these to his money making advantage?
He would set up a story, and build up a primary point, and then before taking that primary point to it's logical conclusion, head off in a secondary direction, while promising to return to the first one momentarily.
His readers hung on his every word, because they were curious about how the story would end, and they could'nt stand to leave the first thought unfinished.
You can use this same technique to great effect online. Or you can turn it upside down like this in an autoresponder series.
Instead of introducing the secondary point toward the beginning of the copy, you introduce it toward the end, leave the thought unfinished, and promise to close the loop in the next installment. Collier did this constantly to create a sense of anticipation in the minds of his periodical subscribers, and you can see the same technique used frequently in the theatre and in soap operas.
To give you an idea of how powerful this idea is, get this...
Psychologists took to studying the behavior of wait staff in Restaurants. At regular intervals they would question the waiters and waitresses about the orders they had taken.
Almost without fail, the waiters and waitresses could remember what the people who were still in the Restaurant had ordered, with a high degree of accuracy. But almost always, they totally forgot what the people who had already paid their bill had ordered, even though those patrons had left the Restaurant only minutes before.
Because the mind hates unfinished business, it remains engaged until the event or subject of attention unfolds and resolves itself in a logical conclusion. In this case, the payment of the check.
And in the case of your sales letter or email sequence, the close. That's a big deal, because that's where you ask for the money, right?
Copyright 2005 Daniel Levis
Daniel Levis is a top marketing consultant & direct response copywriter based in Toronto Canada. Recently, Daniel & world-renowned publicist & copywriter Joe Vitale teamed up to co author "Million Dollar Online Advertising Strategies ? From The Greatest Letter Writer Of The 20th Century!", a tribute to the late, great Robert Collier.
Let the legendary Robert Collier show you how to write words that sell...Visit the below site & get 3 FREE Chapters! http://www.Advertising-Online-Strategies.com/ad-strategies.html
Online Marketing Donts
There are over 200 million people worldwide connected to the Internet, with over 64 million regular users in America. It's no wonder that such a vast audience has made online marketing one of the fastest growing industries in the world. However, half the trick of conducing successful ecommerce is finding a way to get people to your site in the first place-hence online advertising.
The Long Sales Letter: Should You Use it In Your Advertising?
If you're a web marketer and you've done your homework, you've probably come across the Long Sales Letter in your internet travels. Top web marketing experts like Yanik Silver, "The Copy Doctor" Michel Fortin and countless others use it to pitch their comprehensive instructional kits. You may have even made a purchase based on what you read in one of these letters.
How Old is Too Old?
How does a 74-year-old newbie break into the world of Internet marketing?
My Dumbest Marketing Blunder And How You Can Avoid It
When I started submitting Ezine articles, I never realized their true power. I was just happy to see the articles being published.
Top 3 Online Business Success Needs
1) Web Site
Ten Tips for Getting More Sales From Your Website
(1) Create a Direct Response Website, with the minimum number of pages possible (e.g. an Index Page, a Contact Page, and an Order Page).
Sheep Spend and Lose, Leaders Make Money
Remember that leaders spend more money on learning and growing, but they do their homework and work hard to make money.
Generating Sales with Lead Generation and Online Marketing Tools
One of the best projects to undertake as an online marketer is to master the art of generating sales from your warm market contacts. A warm market is simply people who have already been exposed to your business and marketing plan. It can be described as "breaking the ice" with your potential customers. The best ways to generate sales from a warm market is with lead generation marketing tools.
Online Marketing Success Formulas?
Quit your job, pack up and restart your life online. Create a website selling your talent and latest invention. To jumpstart the motor, spend a few hundred dollars on an online marketing course teaching you how to turn your business from a home based venture into a million dollar enterprise in half a year. But after one year in business you are nowhere close to being the online marketing guru that your course promised, you are tipping the scales on the wrong side of bankruptcy and it finally dawns on you that it was never meant to be this way. You were meant to have had a fledging business by now, customers spanning the globe and a virtually unstoppable money-making machine. Sounds familiar?
Seven Ways to Generate Income From Your Website
If you own your own website, there are a variety of things you can do to generate extra income for yourself. To enjoy the most success for your efforts, you must take into consideration your existing website content, as well as your particular target audience. You will also want to know the approximate number of visitors you regularly receive to your website.
Online Marketing Law! Whats Happening?
You read that right. There's a new law in California for online marketing. This law is thanks to the California's Online Privacy Protection Act.
Niche Marketing: Tactics to Use To Make Money With Niche Marketing
Niche marketing has always been a key any success in marketing but lately it has become quite a prominent force in the online marketing world. Many books, manuals, courses, and web sites have been developed that focus on niche marketing. It is easy to find solid resources on the Internet that can teach you how to make money with niche marketing.
Time Management And Organization For Online Marketers
TIME DEMON. For online marketers, time is one of their most important assets -- time spent marketing and selling their products. But often, organizing information (i.e. ad copies, sales letters and contact addresses) and managing this information eat up much of online marketer's time. Precious time that could have otherwise been spent selling products and earning money.
4 Tips to More Online Party Sales
I know most of us have held our own online party, been to one, or at least read about them. Many of the materials online are general, and the average online party (for individuals) has around 5-10 guests at the most. Maybe more, maybe less, depending on several factors. But really for those that do not belong to party groups, and are holding their first party the attendance is going to be very low.
What Is Drop Shipping? The Perfect Solution
Drop shipping one of the greatest business innovations since products. Seriously, don't laugh! I'm not joking! With what other service can you use another company's products, their warehouse, their shipping department, and have them provide you with all the information you need? Do you see what I mean now?
Why Niche Marketing Yields Good Profits
Have you ever been told to find your niche? In business, finding your niche can prove both profitable and personally rewarding.
George Bushs Secret To Successful Internet Marketing
Former U.S. president, George Bush Senior told the following story during a broadcast back in 1989...
I Don?t Smoke, But I Love a Good .sig!
.sig, or "Dot Sig" as it's affectionately known, stands for "Signature File" and is the text and (usually) other contact information placed at the bottom of email or other computer-based correspondence. It is traditionally used for things like phone numbers, alternate email addresses, mailing addresses, web site addresses, etc. However the real truth is, it can contain anything the author wishes to include. It is like having your very own piece of legitimate, non-intrusive, socially acceptable, 100% SPAM-free advertising space on every piece of email you send or posting you ever make!
Benefit By Helping Others Plus How To Create Urgency So People Buy Now
Many people don't have the time or skills to write and create ebooks to give away to their web site visitors. Giving away ebooks from your web site can easily increase traffic and sales. Why not create promotional ebooks for other people to use so they can promote their web site.
Free Internet Secrets That Will Instantly Drive Up Your Traffic and Sales
The following 3 secrets revolutionized my life. For years I had tried everything I knew with no success. It didn't matter that offline I was a very successful marketing expert, online success remained elusive. The moment I discovered these three secrets things changed dramatically for me.
|Home | Site Map|
|Copyright © 2005-2007 - Ðð©'§ pcMedix Computer Group Help Sites. All Rights Reserved.|