Author Topic: You don't have to be a slick copywriter to sell a TON of product!  (Read 5051 times)

Michael Worthington

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It's funny how some people seem to be able to sell anything.

I know you've heard the expression: "He could sell air
conditioners to Eskimos!" (No offense intended to our
Northern Native American people), and then there's the
rest of us that couldn't sell ice water in hell - on credit!

Fortunately, a couple of years ago I stumbled on a resource that
literally changed my life.

Now, right here, let me say that I won't make a dime from
telling you about this. There's no affiliate link, nor is there any
kickback from the publisher.

I simply want you to know about it and add it to your sales
and copywriting arsenal since it will greatly affect your
bottom line.

Getting back to selling, most people who try to sell have got it all
wrong.

They try to sell.

Now, before you start asking yourself, "What's this jerk been smokin'?"
let me explain.

Selling suggests that you're trying to convince your prospect to buy
something they don't really want.

The great Zig Ziglar said "You can get anything you want in life
if you help enough other people get what they want".

This can all be boiled down into one simple, easy-to-remember
phrase: "Find out what your prospect wants, and help them get it."

You can't motivate others to want something they donít already want.
 
You canít create motivation. It's already gotta be there, inside your prospect.
If itís not, youíre just wasting your time and targeting the wrong audience.

Once you discover what it is that motivates your prospect though,
selling is no longer part of the equation.

If your prospect has a toothache, then you know right off he's motivated to
ease that pain, so you simply let him know you have the world's best
cure for toothache pain.

As long as you have certain elements in place in your sales piece -
whether it be a printed letter in the mail, or a web page, he's gonna buy.

First, you have to get his attention with a killer headline -

"Toothache Sufferers! Look No Farther For Relief!" "XYZ Formula Will Stop
Your Toothache Dead In Its Tracks Within Seconds - Guaranteed!"

Then, you explain how your product is formulated by a dentist to ease
even the most agonizing toothache pain and has been used by millions
of people to find quick and lasting relief, followed up by dozens of
testimonials by happy customers.

And, of course, if it doesn't work for him for some strange reason,
there's an unconditional money back guarantee.

By this time, your prospective customer only wants to know the price
and how can he get it!

Follow this simple template, and you can't help but sell more of your
product.

And it all starts out by knowing what it is your target market wants to
buy. Once you determine that - the rest is easy!

Now, I was telling you about a resource that changed my life...

Well, here it is.

"The Secret of Selling Anything: A road map to success for the salesman
who is not aggressive, who is not a ísmooth talkerí and who is not an extrovert."
by Harry Browne

Harry was a brilliant salesman, investment advisor, and writer.

He made his living as a salesman, and was so good at it, he outsold virtually
everybody he worked with, and put in less hours.

When he recruited his own salespeople, he looked for the shy, the introverted;
not the outgoing "good ole' boy" back slappers.

Harry ran for President of the US in 1996 and 2000 on the Libertarian ticket and
got a surprising number of votes due to his "Live and Let Live" policy.

So, if you're like me, and suck at selling, this little book is for you.

You can find it at harrybrowne.org. It's on sale now for $9.75 and
well worth the investment.

Once again, I don't make a dime for recommending this ebook. I just feel
it should be a part of every marketer's warchest.

Michael



ContentWriter

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Re: You don't have to be a slick copywriter to sell a TON of product!
« Reply #1 on: April 15, 2010, 04:06:16 AM »
Michael,
Thank you greatly for this informative post.

After reading it through I realize that the
change to my thinking and approach to
marketing is clearly headed in the right
direction. A real confidence boost!

Also, I just wanted to point out that you
have a compelling writing style that makes
for an easy read.

~Karen
Your Go to Gal

Offline KarenMcG

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Re: You don't have to be a slick copywriter to sell a TON of product!
« Reply #2 on: April 15, 2010, 05:10:46 PM »
Hi Mike ::P

 :welcome: to RRW.

It's nice to meet you.

And thank you for the really great article. 

I hope you pop in again to share your writing.


Karen

Offline magicman

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Re: You don't have to be a slick copywriter to sell a TON of product!
« Reply #3 on: April 16, 2010, 12:08:07 AM »
Right on, Michael.  The biggest selling tool is a question--what do you want?

Travis Sago (the "Bum Marketing" creator and a great guy) calls a successful customer hunt looking for someone whose hair is on fire!  They think about it all the time and will buy immediately if you can put it out.

I still struggle with the implementation of this idea, but I do understand it.  A few subjects that come to mind are people suffering from a breakup in their romantic lives and someone who has been laid off.

I can't bring myself to work in the romantic field but I think there are a lot of possibilities in the second.

Anyhow, thanks for the authentic and thought provoking post. - MM

Michael Worthington

  • Guest
Re: You don't have to be a slick copywriter to sell a TON of product!
« Reply #4 on: April 17, 2010, 03:37:30 AM »
Michael,
Thank you greatly for this informative post.

After reading it through I realize that the
change to my thinking and approach to
marketing is clearly headed in the right
direction. A real confidence boost!

Also, I just wanted to point out that you
have a compelling writing style that makes
for an easy read.

~Karen
Your Go to Gal

Thanks, Karen. I appreciate the kind words.

After reading over the post again, I realized I should
have used the icewater example for the motivated
prospect! :)

Whereabouts in Tennessee you located? I lived in
Pikeville for 31 years before I moved to MS in '84.

Hi Mike ::P

 :welcome: to RRW.

It's nice to meet you.

And thank you for the really great article. 

I hope you pop in again to share your writing.


Karen

Good to meet you too, Karen. I'll be around more
for sure. I've been promising Mark that I'd get ever here
and join you guys for a long time, and decided it was
time to "just do it"!

Right on, Michael.  The biggest selling tool is a question--what do you want?

Travis Sago (the "Bum Marketing" creator and a great guy) calls a successful customer hunt looking for someone whose hair is on fire!  They think about it all the time and will buy immediately if you can put it out.

I still struggle with the implementation of this idea, but I do understand it.  A few subjects that come to mind are people suffering from a breakup in their romantic lives and someone who has been laid off.

I can't bring myself to work in the romantic field but I think there are a lot of possibilities in the second.

Anyhow, thanks for the authentic and thought provoking post. - MM

Yes, Magicman,

I seem to remember Travis talking about the "hair on fire" analogy.

Thanks for reminding me. That's a great example of a motivated
prospect! :)

Michael

goodsuccess

  • Guest
Re: You don't have to be a slick copywriter to sell a TON of product!
« Reply #5 on: November 18, 2010, 09:15:45 AM »
Really good stuff Michael.  Online copy-writing today is designed to suck out cash from the unsuspecting newbie.  Whether they need it or not.  It is really sad to see so many people (including myself) get suckered into believing "this magic button will work" for you.

Happiness is what most people are looking for...and money is the driving force behind that.  I am always on the lookout for marketing material that will help folks achieve success without forceful selling. 

Thanks for the advice.

Paul