Posted on: 19 December, 2002
Author: Jim Edwards
How do you persuade someone to do what you want them to do?A whole world of ... exists around us trying to dothat every minute of the day. Do you even notice ... or, like your ... h How do you persuade someone to do what you want them to do?A whole world of marketing exists around us trying to dothat every minute of the day. Do you even notice itanymore or, like your prospects, have you subconsciouslyset up a system of "radar defenses" against the dailybombardment of marketing messages? Take a minute and count up the advertising methods whichfight for your attention (and money) every day. Just thebasic list includes: · Yellow page ads · Newspaper and magazine ads · Postcards, catalogs, and direct mail circulars in your"snail mail" box · Radio pitches interrupting the flow of your favoritesongs· TV ads - about 20 minutes worth per hour now· Hundreds of storefronts, "mega" malls, and strip malls · Highway billboards by the thousands · Circulars hung on your doorknob· Illegal signs on stop signs and telephone poles · Legitimate email messages · Spam email or UCE (unsolicited commercial email) Just these 11 sources can overwhelm your brain withmarketing messages. Like trapped rats, people developdefenses against this never-ending onslaught. They throwup a wall or a "radar defense" that goes into action theminute they smell a "pitch" or a sales job. Don't blamethem. We all do it! So how can you get around this psychological wall againstthe constant sales and marketing messages? Well, the answerdoes NOT lie in hitting people with more frequent andobnoxious advertising or sly, sneaky tactics. You mightget them to trust you for a minute, but it will backfire inthe long run. You must do two things instead: 1. First, you must establish credibility for yourself andyour business as an expert. 2. Second, you must reduce their fears about doing businesswith you. Doing these two things will get you past their defenses andallow you the opportunity to persuade them to buy yourproduct. So how do you accomplish these two "simple" things? Whatwill win someone's attention, raise your credibility, andlower their fear factor all at the same time? The one-wordanswer really applies to most everyone. Trust! If a seller can get behind your defenses with informationwhich makes you trust them, then that credibility willcarry over into a sale much of the time. How can you get this credibility? Well, take this next fact as online marketing "gospel," formany people have proven its effectiveness. Fact: Publishing and promoting with free articles gives youone of the most powerful opportunities available to tip thebuyer's credibility scale in your favor. How can we prove this works? Quite easily actually. Take abreak from reading this and go check out a newspaper ormagazine for a minute. Which do you trust more, the ads or the articles? Mostpeople will choose the articles hands down. Why? Becausethe articles don't try to "sell" you anything. Instead,they hand out useful information for educational or otherpractical purposes. Most of us grew up in a culture which says we can believeand "trust" what appears in the standard "news" or"information" format. In other words, if it appears inprint, then we can believe and trust the author. So go ahead! Use this lifetime of conditioning to youradvantage in selling your products and services! Very few things will create an atmosphere of trust andconfidence in people as reading one of your articles on asubject that greatly interests them. It shows you knowyour business. It also demonstrates you will do more thanjust try to sell them something. Publishing articles literally lets you fly under theiradvertising "radar defenses." So remember these points when deciding whether or not touse articles to promote your business: 1. Few things create as much trust and confidence in theminds of potential customers as reading an article youwrote on a subject which specifically and intenselyinterests them. 2. Articles establish credibility quickly because, right orwrong, we've all been trained to trust the "news." 3. An article, or series of articles, will differentiateyou from the competition, who bombard people with nothingbut sales messages. 4. Providing content-rich, non-sales-oriented articles willalso help build and solidify your relationship withexisting customers so they give you repeat business. -=-=-==-=-=-=-==-=-=-=-=-=-=-=-=-=-=-=-Need MORE TRAFFIC to your website or affiliate links? "Turn Words Into Traffic" reveals the secrets for usingFREE articles to drive Thousands of NEW visitors to yourwebsite or affiliate links... without spending a dime onadvertising! Click Here> http://www.turnwordsintotraffic.com-=-=-==-=-=-=-==-=-=-=-=-=-=-=-=-=-=-=- Source: Free Articles from ArticlesFactory.com