Marketing,Formula,That,Works,M marketing A Marketing Formula That Works

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Marketing is all about helping people get what theywant, and you use marketing vehicles -- ads, flyers,sales letters, telemarketing, face-to-face salespresentations, etc. -- to let your prospects andcustomers know that they can get what they want. . . from you.With that concept as a foundation, here is a simpleformula to help you create powerful and effectivemarketing vehicles for your business.1. HEADLINE:TELL THEM THEY CAN GET WHAT THEY WANTPeople are extremely busy and their lives are hectic.When they look through their mail, or look through anewspaper, or listen to a telemarketer or salespresentation, they are looking and listening for onlyone thing -- 'What do you have for me?'If they don't see or hear 'what's in it for them' within15 seconds, they will respond immediately with, 'Sorry,not interested!'They are not going to dig through your sales letter,or your ad, or your verbal presentation to find out ifyou have anything of interest for them. If you don'ttell them immediately and upfront what you have forthem, you will have lost them -- in seconds.If you are creating an ad, tell them in your headlineat the top of the ad. If you are writing a salesletter, put it in your headline at the top of yourletter. Yes, sales letters should have a headline justlike an ad.If you are talking to them in-person or on the phone,tell them upfront what you have for them. You see,even a face-to-face or phone contact should have aheadline too.It's vital to ensure that what you have for them,and what they want are both the same. If what you havefor them in your headline isn't what they want, thenyou've lost before you've begun. That's why it's soimportant for you to know exactly what your prospectsand customers want before you begin spending moneyon marketing. Test, don't guess.2. SUB-HEAD:TELL THEM THEY WILL HAVE TO ACT QUICKLY TO GET ITWe all procrastinate. We put off taking action evenfor things we want for a variety of reasons. We geteasily distracted. If you don't get immediate actionfrom your target group, there is a good chance theywon't come back to your marketing vehicle later. Itwill surely get lost or tossed. Out of sight, outof mind.It's up to you to help your prospects and customersovercome their tendency to procrastinate and takeimmediate action to get what you are offering. You dothat with what is called a Sense of Urgency. Tell themthe offer ends on a particular date, perhaps in a weekor two. Or tell them that there is a limited supply,or that they will receive a special bonus if theyact now, but they will miss the bonus if they putit off.Like it or not, you need to use a Sense of Urgency ifyou have any hope of overcoming the universal humantrait of procrastination. Start looking more closelyat the marketing vehicles you receive every day, andyou'll begin to see that effective marketing alwaysgives you a reason to act now.3. BODY COPY:TELL THEM THE DETAILS OF WHAT THEY WILL GETYou got your targets' attention with your headline, bytelling them that you have what they want. Now it'stime to tell them exactly what they will get if theyrespond to your marketing offer.Tell them exactly what is included. Tell them thespecific features of your offer and how they willbenefit from them. Tell them how others have beenbenefited. Provide them with specific numbers ifappropriate.Use bold sub-heads and bullets to make it easy forthem to skim to the information that is important tothem.4. CALL TO ACTION:TELL THEM WHAT THEY MUST DO TO GET ITDon't assume that your prospects and customers willfigure out how to get what you are offering. They won'tdo your work for you.If they have to call to get it, then tell them tocall. If they have to write or drop a post card inthe mail, or fax something to you, then tell themclearly.The point is to make it as easy as possible for yourtarget to do what you want them to do. People don'tlike to do anything that is going to take work ontheir part. Make it as easy for them to respond aspossible, or they won't.5. POSTSCRIPT:TELL THEM AGAIN WHAT THEY CAN GET, HOW QUICKLYTHEY MUST ACT, AND WHAT THEY MUST DO TO GET ITIf there is room in the marketing vehicle, such as asales letter, it is always a good idea to re-cap youroffer in a P.S.Very often people will skip down to the P.S. rightafter reading the headline. By repeating all of thespecifics of your offer there, you stand a much betterchance of ensuring that your prospects will understandyour offer.Tell them what they will get if they respond by thedeadline, and exactly what they must do.Here's an example:P.S. Drop the enclosed post card in the mail by Friday,March 30th, to receive your Free Information Packet!See how easy it is to recap everything in just oneshort sentence? Article Tags: Tell Them