Advanced Tactics - How Helping Your Prospects Create Their Future Lifts Response

All marketing messages have a unique product-marketing-time relationship. Thus, paying attention to effects of marijuana prospects' future time horizon will strengthen your persuasive power. Understood correctly, this relationship becomes the key to more qualified leads.

Let me explain.

When your prospects read your direct mail, they'll be making a future decision. Will they take time in the future to know your product or service well? Can they see or sense your offering or product entering their future life? Will they play it safe, or will they create their future?

You already know your product or service satisfies your prospects desires at several levels. Since this satisfaction happens in the future, in order to further strengthen your marketing message, show them their future with your product or service satisfying their desire. Be sure to do it in a way that inspires them to take immediate action.

To inspire your prospects, consider that aspect of their nature that desires to create a favorable future. Since your prospects thrive on Idaho Lemon Laws exciting experiences, they want to step outside of their existent order of life and feel alive. If given an opportunity, they want to create the future... but only if they can see it or sense that its favorable.

So, help your prospects see how your product or service enters their future life favorably, providing them with an exciting new experience, and you'll persuade them to create their future.

This insight is the power of direct marketing. To use this power effectively, apply these three little-understood but powerful persuasion laws:

1. Call your prospects by name. Your prospects will act on what youre proposing for their future only if you call them by name and speak directly to themget their attention the right way, and they'll listen.
2. Show them their future. Give your prospects a picture of how your product or service enters their future in a way that inspires their passion for exciting new experiences.
3. Call them to action. Use forceful imperatives, and theyll respond to you.

1. Call your prospect by name. For your prospects to create their future with your product, first speak to them directly. When your message points at them and calls them by a name they quickly identify with, its in your prospects nature to respond.

The social psychologist Robert Cialdini observed that when someone in trouble needs help, theyll most likely get it by pointing to someone specific in the crowd, and asking him or her directly. When someone in trouble just shouts in a crowd for help, the crowd will likely ignore the shouts.

Also, language expert Eugene Rosenstock-Huessy found that meaningful names inspire your prospects. Meaningful names have a power of their own that resonates with your prospects future. So, use your prospects given name when possible. But more importantly, discover and utilize the other names your prospects identify and have a relationship with in their future.

For instance, your prospects identify with two types of names. They either identify with a character role name such as brilliant, expert, pioneer, professional, progressive, reformer, risk-taker, well-read, and so on. Or they identify with an achievement role name such as engineer, entrepreneur, executive, fortune-builder, investor, six-figure-a-year-person, visionary, and so on.

To make this work for you, first call your prospects by the name they value the most, and then build the image that represents that name into your product or service. In other words, package your message around that image.

2. Show them their future. Next, use your prospects imagination to get them fired up about their future. They need to imagine seeing, hearing and sensing a believable and favorable promise coming to reality in their future. Nothing will incite your prospects passions more than a desired promise come true.

Show them how their future with your product is favorable. The great copywriter Eugene Schwartz taught us that the job of the insurance quotes is to fill out these vague desires with concrete imagesto show your prospect every possible way that they can be fulfilledto multiply their strength by the number of satisfactions that you can suggest to achieve them.

He continued, Thus the problem becomes one of perspective, of fresh viewpoints, of new and different detail. Of walking around your product in your imagination, and presenting it to your prospect in every way in which it enters his life in the future.

3. Call them to action. Lastly, for your big promise to work, you not only have to speak to them directly, but you also have to command them to action. The use of imperatives as you command them will do two things. One, they make you an expert in the field, given your credibility. And two, they create a correspondence between your prospect and you.

If your prospects are listening, the imperatives create a conscious obligation with you that theyre now bound to fulfill. They must do something with this obligation. If the call to action makes sense to them, theyll respond to your offer and stay with you during the entire sales cycle.

To demonstrate what I've been talking about, let me use a hugely successful direct mail letter from a few years ago. This was a direct mail letter I received from the old WEKA Publishing, Inc. At that time, the company sold technicians into buying the Novell Companion which promised to help them as LAN administrators install and maintain NetWare.

Here is a portion of the letter:

Now you can maximize

network availability and optimize

performance all year long . . .

Dear Netware LAN Professional:

Youre busy. So Ill get right to the point.

The Novell Companion is a unique resource that will help you run your Novell NetWare system as never before!

Simply put, its the most comprehensive and valuable reference work on installing, configuring, administering, and troubleshooting NetWare networks ever available. Youll get the latest inside information on all NetWare versions, including straight talk on 4.1 and the pros and cons of upgrading.

The Novell Companion will help you optimize performance, simplify maintenance, and enhance the reliability of your NetWare network ... as it has for thousands of satisfied LAN managers and systems administrators nationwide.

Notice the writer is calling their prospects with a specific name: NetWare LAN Professionals. I knew ortho evra patch techies at that time who were playing around with NetWare and were inspired by their name LAN Professionals. The letter and the entire package image said this was being sent to an LAN professional. Many of these technicians responded to the letter.

Also, notice that WEKA Publishing was making a big promise. With everything that was going on at that time and the position many new techies found themselves in at work, these promises fed their imagination. The appeal was creating a future in which they were in full controlthe masters of their network.

The letter continued to show them exactly how the product would enter their future lives:

Heres Just a sampling of what

The Novell Companion can help you discover:

The Novell Companion picks up where Novells training and documentation leaves off. Youll learn insider secrets that now only Certified Novell Engineers and Resellers knew. For example, youll discover:

Novell is aggressively promoting version 4.1. But is it worth upgrading from NetWare 3.12 or 4.0? To make an informed decision, (see chapter 7).

How to eliminate cross-talk that can damage the signals transmitted by network cards (see chapter 3).

NetWare 3.11 has a built-in memory problemthe equivalent of Alzheimers disease for LANs: The longer it operates, the more memory it loses. Heres a simple, easy solution (Chapter 4 gives you the details).

NetWare networks have superior security. Heres how to set up yours so that even the CIA would approve the system! (turn to chapter 5 right away).

Is your NetWare reseller not delivering what they promised? (Quick action steps you can take to resolve the problem are in chapter 8).

Installing new hardware or software? The Novell Companion can make installation quick and easy (see chapter 7).

PLUS: Plain-English explanation of all network protocols and models including RIP, SAP, NCP, SNX, ITP, OSI, IPX, FDDI, IPX/SW, TCP/IP, and more.

Lastly, towards the end of the letter, WEKA calls these NetWare LAN Professionals to action:

So, dont delay. Mail the enclosed no-risk trial form today. Or call us toll free at 1-800-222-WEKA. Your satisfaction guaranteed ... or your money back.

P.S. Remember, youve nothing to lose for taking us up on our 30-day free trial offer for The Novell Companion. If you are not absolutely delighted, just return the guide within 30 days and keep the NetWare utilities on diskette ... our way of saying thanks for giving The Novell Companion a try!

You can do a lot more to call your prospects to action, but this simple call to action did its job. Used throughout your direct marketing letter, imperatives create an obligation in your prospect. Done timely, your prospects expect them. They want to be directed to action because it helps them create their future.

In Brief:

Three powerful persuasion laws will help you incite your prospects passion to create their future. When your prospect receives your message, they have two choices. They either play it safe or they decide to create their future. Its only when they step outside of their inside safety zone that they create their future and respond to your advertisement.

This is your opportunity to show them that your product or service will enter their future favorably, providing them with an exciting new experience. So, call your prospects by name, show them how your product or service enters their future, call them to action, and youll get more qualified leads.

Your prospects only approach to a fuller, more favorable future is through necessity and timeliness. Bring your product or service into fashion, create a fresh interest, make it timely, and as a climax, let it be clear that your product is inevitable and necessaryand will be incorporated into your prospects future. If your prospects incorporate your product or service into their future, youll get more qualified leads.

I write software sales copy that brings you qualified leads. Im especially qualified to do this because Ive had over 20 years experience as a champion for software use. Ive developed and marketed software as a CEO of an IT company, and have a deep understanding of what it takes to get highly-qualified leads - and lots of them!

My copy and marketing ideas will quickly gain the attention of your target market, open the minds of your audience, compel your prospects to spend time considering your product or services, and act on that knowledge. Your lead generation promotions will enjoy cost effectiveness and get stellar results.

>Leo Salgado

3508 8th Ave
Beaver Falls, PA 15010
Phone: car charity 513 5932
Fax: 724 891 1426