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Harmonize...

Posted by Amanda Abiola on October 5, 2017 at 7:45 AM Comments comments (0)

A lot of people Harmonize with what the public want and what they are buying at the time. You've got to patten yourself with the marketplace. Once you have established a reputation, its easier to try something different that you yourself want to do.

 

So first you meet the needs of the market to raise the capital you need and then you go for your dreams. Once you have raised your own funds, you can do anything you want. you can pursue a course of action that nobody else...

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Curisosity...

Posted by Amanda Abiola on September 26, 2017 at 8:30 AM Comments comments (0)

Ok, so if I had to pick one major psychological factor that makes direct marketing so successful today, it would be curisosity.

 

At retail, a customer can touch and feel the product and then decide. A mail order customer can't do that. The product might look good and do exactly what the customer expects it to do, yet there is always a level of curisosity that makes the product more attractive to the prospect. "What is that product like?" might be the typical thought of...

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Hope...

Posted by Amanda Abiola on September 22, 2017 at 8:10 AM Comments comments (0)

Hope can be a great motivator in the buying process. A woman buys a new face cream in the hope that it will make a difference in her wrinkles. An intense golfer buys a new golf ball in the hope that it may take a few strokes off a golf game.

 

The hope replaces the reality of an already delivered benefit or guarantee that you recieve when you buy products such as radio or computer. But wait, there is even hope in that type of purchase as well. The purchaser hopes that g...

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Pattening...

Posted by Amanda Abiola on September 20, 2017 at 8:55 AM Comments comments (0)

One of the early lessons I learned about salesmanship is to set up the selling environment. Whether it be a private room in a gallery, or a car dealers showroom, you configure the physical environment so it is conducive to your sales presentation.

 

Let's assume that you have the prospect in your environment and ready to make a sales presentation. Once you have the prospects attention, the next step is to introduce yourself and say something that will keep the prospects...

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Famliarity...

Posted by Amanda Abiola on September 13, 2017 at 8:25 AM Comments comments (0)

The contrast of seeing someone or something familiar is very beneficial, If someone is reading a magazine and sees your advertising format something they have seen many times before and recognizes your logo or company, there is a feeling of familiarity.

 

Advertise enough times, or sell a product whose name is familar to your prospect and you will create the same attraction. That is why brand names are so important that is why the familiarity of a shopping environment i...

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Guilt...

Posted by Amanda Abiola on September 8, 2017 at 8:00 AM Comments comments (0)

Guilt...

Have you ever recieved mailings from charities that included a small gift?

 

The gifts are usually address stickers,colourful stamps, or some other very inexpensive token. Or howabout those mailings with surveys that include a dollar bill or a return stamp?

In both cases you may have experienced a slight touch of guilt. After all you have recieved something of value and you feel an obligation to take some action in return, such as sending in a donat...

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Simplicity...

Posted by Amanda Abiola on September 8, 2017 at 8:00 AM Comments comments (0)

Simplicity...

There is a very popular axiom that few people seem to follow in marketing, which is KISS--keep it, simple, and stupid. My version is even more basic keep it stupid and simple.

 

It's not your audience that is stupid or that you are talking down to your prospect for the sake of simpilcity. It's just that you want your message to be so basic and uncomplicated that it doesn't take much to understand it.

 

Simplicity is probably on...

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Exclusivity...

Posted by Amanda Abiola on August 30, 2017 at 3:40 PM Comments comments (0)

Exclusivity, rarity, or uniqueness...

 

...is a very strong psychological trigger for the right product or right situation.

 

The basic concept is to make the prospect feel that he or she is special, that you are really allowing that prospect to buy a particular product that few people can obtain regardless of price.

 

The emotional appeal of this approach is quite strong. Everyone likes to feel spectal. Most people would li...

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Desire to belong...

Posted by Amanda Abiola on August 9, 2017 at 9:30 AM Comments comments (0)

Let me make a few observations that are critical to understanding this next psychological trigger. First you buy from an emotional level, you have learned that the purchaser using emotions to buy using logic.

 

Often the buyer who uses logic to justify a purchase knows exactly logical justification for buying the product but does not realize the emotional reasons.

 

Some of this really common sense, but too often we dont look at the core motivatio...

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Linking...

Posted by Amanda Abiola on August 3, 2017 at 12:30 PM Comments comments (0)

One of the very critical techniques that I have used in my mail order ads is a process called "Linking". It is a technique of relating what the consumer already knows and understands with what you are selling to make a new product easy to understand and relate to.

 

Fads are very powerful and you have to understand the basic concept of linking. But how does this help in the selling process when there isn't a fad? And how could this trigger be used in a personal sellin...

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