"BizWeb eGazette... Your Secret Source for Internet Marketing Know-How."

Worried about money? Thousands have used my software to build an online income. You can too!

In today's newsletter...

Nobody Buying?

I'm fortunate enough to be in a business that does well during recessions. But with the economy struggling these days, most businesses are now in a down cycle. That's why it is more important than ever to understand what makes people buy.

I see far too many businesses, new and old, trying to sell their products and services online, and doing it all wrong. Today I'll show you how to sell more.

First let's pause for a special announcement...

Why do people buy?

I you think it's the great features of your product that will persuade people to buy, you have it backwards.

People buy when you clearly explain the benefits your product can bring them. Can your product solve a problem they have? How quickly can it solve that problem? 

If you don't believe that statement, think back on purchases you have made.

Why did you buy that Make Money Online product last month? Was it because the merchant explained how the product worked? Or did that merchant show you all the money her strategies have earned her and her customers?

This "sales logic" applies offline as well.

Why do some people buy a BMW or a Jag? For the prestige of owning a luxury car - don't the ads for BMW & Jag stress these points in their sales presentation? They do it deliberately to arouse the desire in potential customers.

Now that we know people buy on emotion, we can pinpoint some of the exact reasons why people buy. Here's a list of the most common reasons:

to make more money
to save money
to save time
to be like others & have what others have
to have better than others
to reduce work or effort
to be more comfortable
to get rid of pain
to learn & satisfy curiosity
to have fun
to feel good about themselves
to get a bargain

In addition to all those reasons, you can add a "so that...." to the end of each one. For instance, we don't buy a time-saving device just to save time, we buy it so that we can have that time to do something more desirable or more beneficial to us in some way.

We don't buy a money-making plan just to get more money. People don't want more money just to have the money, they want more money so that they can have more security in their lives. They also want more money so they can buy something else they would love to have.

Now let's apply these principles to your product or service. Do you truly understand what the "so that..." for your product is? There might be different "so that's" for different groups of people and if that's the case, great, because you have more than one market and the opportunity to make more sales.

Once you realize that there is emotion attached to buying, you will understand that how people feel when they are considering a purchase makes a big difference to the likelihood of you making a sale. If you can tap into these feelings when you advertise your product or service, your chances of making sales will skyrocket.

Right after this special notice, we'll apply this advice to your sales copy.

Keep your buyers in mind as you write.

Think as they would think, see as they would see, feel as they would feel. Ask yourself how your product can help these people, how they would benefit from it.

Don't tell prospects that they need your solution to their problem, though - nobody likes being told what to do. Instead, write the copy using an example of something that has happened to you, a friend or family member that they can identify with. If you can get them to think, "yes, that's exactly how it is for me, too", you'll hold their interest and they will read on or sign up to find out what worked for you to get out of your fix, or undesirable situation.

For example, you could say "I used to hate my job and dreaded Monday mornings when the grind started all over again, but I had no idea of how I could ever get out of it because I had a young family to provide for and a mortgage to pay to keep the home we'd struggled so hard for." (By now plenty of people will be nodding in agreement) Then you continue with "When I saw this opportunity advertised.... I didn't believe I could ever do that, but then I saw that .....had quit his job and as making big $$$$...."

Your entire sales letter can build from this starting point. From there you simply start listing all the benefits of the product (not the features!) and some testimonials from other people who have used it successfully. Be sure not to leave out any of the potential benefits as they might just be the thing that could help someone.

Will be too expensive?
Can I really do this?
Why should I listen to this person?
I've tried stuff like this before, how is this different?
Will I be able to get a refund if this does not work?

Answer every single possible objection and you'll increase your sales.

To your online marketing success,
Jim Daniels - JDD Publishing

P.S. Do you want to earn a full-time income from the web, in your spare time? Discover the ten steps you need to take in my "Work At Home Plan: Internet Based Financial Independence in 10 Simple Steps". It's 100% free.

Important: To bypass the $97 order form, just use the Gold Key at the site. It will bring you right to the download area.