subject: "Use One of These 7 Great Motivators To Ensure Online Marketing Success!" [print this page] "Use One of These 7 Great Motivators To Ensure Online Marketing Success!"
"Use One of These 7 Great Motivators
To Ensure Online Marketing Success!"
What motivates us to act? What touches our emotional hot buttons to give us the inspiration to move?
There are 7 Great Motivators that are behind every sale. These 7 motivators are what drive us to act, to buy, to jump, to run, to cry; whenever we make a purchase or choice that impacts our lives, one of these motivators is behind each and every decision.
What you need to keep in mind when you are writing copy for your marketing campaigns is that you MUST use one of these motivators to see any success.
We'll start out our discussion with the most obvious motive, Greed.
Greed has been around since the beginning of time. Economist, Walter Williams says "if pursuing profit is greed, then greed is good, because it drives us to do many good things. Greed gets people to cooperate. If you want to benefit from other greedy people, you have to make sure they benefit from you. As you can see, Greed can be a win-win for you and your customer.
Use the old WIFM, "What's In It For Me?" formula. Think like your prospect when you are writing. Making sure that paint the profit picture for them and make that picture perfectly clear so your prospect can see it in their mind's eye.
Sample Greedy Headline "Turn your Computer into Your Own Personal ATM"
The second most powerful motive is, Fear.
Fear as a motivation prompts a person to act against their will. It is instantaneous and gets the job done quickly. It is helpful in the short run.
Fear stimulates a person's fight vs. flight response, and can be the most powerful motivator of all. When using fear as a motivator in your writing or public speaking make sure you paint a clear picture of exactly what they should be afraid of to stimulate your prospect to act.
Sample Fear Headline "Protect Your Family From Loosing All Your Personal Wealth"
Our third motivator is, Guilt.
Guilt as a motivator plays a very unusual role in our psychology. If you use guilt as a motivator in your sales copy, be careful. You must place yourself in the shoes of your prospects. And ask the question what do I feel guilty about and what can I do to stop feeling guilty.
A friend of mine, who was a very successful direct mail marketer, fell victim to an autosurfing ponzy scheme. He lost everything. When I say everything, I mean EVERYTHING. He actually had to move back in with his parents, and went to work as a High School math teacher and basketball coach.
This gentleman went from making high 6-figures every year to flat broke. He felt so guilty about loosing all of his money, and having to move an hour away from his son, that he fell into a deep depression. The guilt wreaked havoc on his soul, but it did provided the necessary motivation for this man to write the ultimate sales letter. That one letter, motivated by guilt, earned nearly $2 million dollars in it's first year, and has helped hundreds of others to climb out of whatever rut they have found themselves in.
So you can see just how powerful and profitable guilt as a motivator can be. Never underestimate the impact of this powerful emotion.
Sample Guilt Headline "No More Sleepless Nights Worrying about Your Families Financial Security"
The next Great Motivator is Anger.
Anger can be for some can be an incredibly effective motivator. I have actually used anger as a personal motivator on many occasions to fuel my drive to reach my desired goal.
Anger in writing sales copy is very effective, but must be tempered. Your goal in writing using anger as a motivator is to move your prospect to act by tapping into their anger about their current life situation.
Sample Anger Headline "Wage your own Personal Tax Revolt!"
The 5th Great Motivator is Exclusivity.
Exclusivity as a motivator plays to the prospects Vanity. A person's vanity revolves around how they look to the outside world. So when you write using Exclusivity as a motivator, remember to put yourself in your prospects shoes, and play into their vanity.
Sample Exclusivity Headline "Join the 1% Club, and Watch Your Profits Explode Only 100 Accepted"
The second to Last Great Motivator is Salvation.
Salvation as a motivator plays into your prospects spirituality. Always be very careful if you use salvation as a motivator because you do not want to insult anyone's religious beliefs.
Sample Salvation Headline "Everytime you Reach Out to Help Another Human Being, You Will Be Rewarded Forever!!"
The Last Great Motivator is Flattery.
Flattery, Honest, Sincere Flattery can be a very powerful motivator. I say Honest and Sincere because otherwise your flattery will come across as sucking up or kissing a**, and you do not want to come across that way. So be careful when you write using Flattery as a motivator.
Sample Flattery Headline "Your Friend Has Recommended You As A Person Qualified For This Amazing Business Opportunity!"
I hope that these tips will help you structure your copywriting using one or two of these motivators as your underlying tone, allowing you to further carve out your unique marketing niche.
My two favorites are Fear and Greed. If I'm selling a nutritional product I will play into the prospects Fear. Fear of dying young or the fear of contracting a disease would be my focus if I were writing about a nutritional product.
If I'm selling a business opportunity I will tap into a person's greed. A person's good greed can actually create a win-win situation for both parties.
Next time you sit down to write remember that if you write, using these motivators, you will increase your conversion rate thus making more money.
