What if I told you that being an effective online marketer is about doing less instead of more?
What if I told you that crafting winning ads and emails was easier than composing bad ones?
You might think that’s too grand a claim to be true…
But I can assure you that the best ads and emails write themselves.
All you have to do is understand how people think.
And that starts with…
Understanding the First Law of SalesThe first law of sales is that your prospects do NOT want to buy your products or join your business.
Look, no one likes being SOLD.
But, on the other hand…
Everyone loves BUYING.
Because buying means the consumer has all the power.
Being sold is the opposite—it gives all the power to the salesperson.
This means your prospects want to FEEL like they’re buying.
And they don’t want to feel like they’re being sold to.
That robs them of their “buying power!”
So the question is…
What do people buy?And the answer is simple…
People buy solutions that solve their problems on an emotional level.
Here’s an example…
When you think back to the books you own, why did you buy them?
You might think…
“I bought this book because I wanted the information inside.”
That’s what most people think…
But I would argue that logic.
What we usually want is the RESULTS that the information in a book will give us.
We want the results that the book promises.
That’s how buying works.
And this is crucial to being the type of salesman or saleswoman who says little, sells a lot, and lets his or her material “write itself.”
Okay, so to get to the point where your ads, emails, and blog posts flow naturally and effortlessly…
You have to enter the conversation already taking place in your prospect or customer’s mind.
This is HUGE.
You have to know what’s going on in your prospect’s headTruthfully, this is the most effective way to market—by understanding what’s going on in people’s minds at any particular moment in time.
This allows you to let their own thoughts do the heavy lifting…
(While you sit back and watch the sales come in.)
Of course, you can’t know exactly what’s going on in every single prospect’s life.
Maybe they’re getting a divorce, maybe something happened to their kids, maybe they have problems at work.
You just don’t know those types of details.
And that’s okay.
But you need to know the GENERAL things about your market.
Easy enough, right?
Once you do, making content and writing copy is as effortless as brewing a cuppa coffee.
And to help you get to that level of ease…
I’m giving you 7 questions to help get you firmly into the mind of your audience.
Answering these will align your message with what your audience needs to see, what they need to hear, and what they need to feel in order to take action—predictably, like clockwork.
So let’s dive in, shall we?
Like I said earlier, the reason people buy products is to solve a problem.
It’s because they want a result the product promises.
When you can understand what your customer’s or prospect’s biggest problems are, you can tailor your message to resonate with them.
What is it that they’re having problems with?
I’ll give you an example:
Let’s say you’re talking to network marketers…
What’s one of the problems that people in that industry have?
Another is dealing with the rejection.
A third is being able to retain people on a team.
These are just 3 problems, which is only a start.
So take some time to list out all of your market’s pains.
List every pain, problem, issue, and challenge you can think of.
That makes it easy to write ads, emails, and blog posts that hit the mark every time.
What are your prospects and customers thinking about the future?
What goals, dreams, and desires do they have?
What are they trying to accomplish?
Again, if you’re talking to network marketers…
They are typically looking for a way out of their 9-to-5 job.
That’s a problem—and the goal is to get out of it.
If you’re selling a health product…
What is it that your customers want to accomplish?
Is it a better body?
Is it to be healthy?
Is it to be more energetic?
These are all different things, and all of them are potentially major “buttons” you can push to make your audience take action.
What keeps your audience up at night?
This is a very important question, because only HEAVY problems keep people tossing and turning into the early hours of the morning.
When it comes to money, for example…
A lot of people struggle to pay their bills or get money to buy what they want or need.
But whatever your audience’s issue is…
You need to find out what keeps your market up at night so you can address that pain in your marketing.
When you answer this question, you’ll NEVER have to hard-sell people.
You’ll always find yourself in the right place, at the right time—and sales happen naturally because you’re offering something valuable.
What books or magazines does your audience read?
Which websites do they visit, which Facebook pages do they belong to, which online forums do they browse?
Answer these questions and you’ll really understand what information is being fed into their mind.
If you know your market reads books like Robert Kiyosaki’s Rich Dad, Poor Dad, and other self-improvement or financial books, you have a clear idea of their market’s desires.
It’s critical you understand this.
You need to know what’s being communicated to people and in what specific language.
Here’s what you need to keep in mind…
If you create an ad or email, and people don’t click it, that means that your message wasn’t congruent with what’s already going on in people’s minds.
And that’s where question #4 comes in.
When you know what people read, which websites they visit, and so forth…
Your message will always fit in with the “world view” of your prospects.
Does your audience watch TV?
What kind of shows do they watch?
If they watch YouTube, what are their favorite channels?
Again, this is another powerful tool to get into a prospect’s head.
When you see what people see, you know what kind of messages are they’re receiving.
You can also “eavesdrop” on conversations by reading what people say in comments for some “next-level” insights.
Another thing to do is join Facebook groups and see what kind of pictures, quotes and messages are being posted, and how people are replying.
That’s a bottomless well of free information to tap into!
So that’s point #5:
Understand what goes on in people’s heads by watching and observing.
Without this information, you’ll find it hard to make content that resonates with your audience.
This is a MASSIVE question because people always have some kind of an enemy—even if it’s only in their mind.
When I say an enemy, I don’t mean it has to be a person.
It could be an institution.
For example this year is an election year in the United States.
That means Republicans blame Democrats for everything and Democrats blame Republicans for everything.
Those affiliations are “enemies” depending on which faction you belong to.
Your market has an enemy too.
Again, it doesn’t have to be a specific individual…
But your audience is blaming someone or something for their lack of success.
And you need to know who or what that is.
It could be anyone—even their own family!
Now, I’m NOT saying your prospects’ families are a REAL enemy…
But they might have some negative friends and relatives who don’t support their life decisions, right?
Sure, friends and family are actually allies when it comes right down to it…
But these negative emotions of not feeling accepted or supported might the be perceived “enemies.”
So use that in your marketing messages.
So in a nutshell, who’s the enemy?
Those who oppose your audience, cause them heartache, or clash with their beliefs—that’s how I look at it.
This is a natural extension of the above questions.
Again, I’m going to go use network marketing as an example.
I know for a fact that many network marketers are into self-improvement.
When an email features quotes from self-improvement gurus or books, I know it resonates with people because they’re already thinking about the topic.
When we’re talking about getting out of their 9-to-5 job, that resonates with people because they’re already thinking about leaving their job, or maybe they’ve left their job and want to keep it that way.
All those thoughts are going through the mind of a traditional network marketer on a daily basis.
You MUST know things like that about your market.
There’s simply no way around it.
Here’s the great news, though…
I promise you most marketers never take the time to go through these steps and questions.
The top marketers do, however, and that’s how they became the top marketers!
So arm yourself with these questions and you’ll effortlessly…
Create irresistible ads and emails that drive your prospects to take action!Once you answer these 7 questions, you’ll find that your emails and ads basically write themselves.
You’ll essentially have everything you need at your fingertips and can basically fill in the blanks.
Here’s a quick recap:
- What are your prospect’s biggest fears, problems, pains, frustrations, disappointments?
- What are your audience’s goals, dreams, and desires?
- What keeps them up at night?
- What do they read?
- What do they watch?
- Who are your audience’s enemies?
- What thoughts and ideas resonate with your audience?
This process is how you get people interested in buying your product without the dreaded feeling that they’re being sold to.
In other words…
You’ll be putting the power into your prospects’ hands, while indoctrinating them to trust—and buy—from you!
Now, once you’ve done your homework by answering the above questions.
And you’re ready to implement what you’re learned today to maximize your ROI…
Grab a copy of our 100% free 5 Email Profit Triggers report, where we reveal our proven email marketing tactics that quickly create cash on demand.
The best part?
You don’t need to be a good writer to make this work.
These five street-level psychological mechanics do all the heavily lifting for you.
Until next time,
Elite Marketing Pro
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Since then, he’s created a number of info-products, generated tens of thousands of leads personally and has written sales copy that has produced near 8-figures in sales for himself and a select few clients.
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