subject: Direct Marketing Secrets - The Top 5 Secrets of Selling Ice to Eskimos (Well, Almost!) [print this page] Direct Marketing Secrets - The Top 5 Secrets of Selling Ice to Eskimos (Well, Almost!)
Want to learn how to sell ice to Eskimos? Well, you probably won't be able to do that, but you can definitely learn how to sell truckloads of products by polishing up your direct marketing skills.
Here are the top 5 'secrets' for successful direct marketing that gets prospects to take action now:
Secret #1: Use The Power Of The Bandwagon
Humans have a powerful need to belong. That's why social proof is very powerful in advertising. When we see others liking the product or experiencing success with it, chances are we too want a piece of the action. Include testimonials from previous customers and endorsements from experts in the field and watch your response skyrocket.
Secret #2: Inject Scarcity
When your customer arrives at your offer, he takes time to decide whether he wants to buy it. The amount of scarcity in your offer is what is going to make him decide now or later. And you definitely want to make him decide now! Humans tend to procrastinate and people will not buy now if you give them a chance to wait. Make your offer time-limited or quantity-limited to inject major scarcity in your offer.
Secret #3: Total Risk Reversal
One of the reasons customers don't buy is because they're afraid of risk. They don't want to risk their money on a product that might not be suitable for them. So eliminate that risk. Offer a risk-free money-back a guarantee with your offer. This will push your prospects over the edge and get them to order immediately.
Secret #4: Ask Questions
Ask lots of questions in your copy. This gets your readers engaged in your copy. The human mind has a habit of wanting to answer unanswered questions. Any question you put in your copy challenges your readers and captures their attention. And the more copy they read, the more likely they are to buy!
Secret #5: Use The Power Of Visual Imagery
Sprinkle your copy with tons of visual imagery to get your readers to imagine what it would be like to use your product. Don't say "Make money selling this product". What you'll want to say is something like "Rake In The Dollars 24/7 By Selling This Product!"
Fabian Tan is a well-known Internet Marketing expert and the author of the popular 59-page Report:
