Dear , Dear , Have you ever been on a website that advertised such an incredibly great deal -- a one-day only 75% off sale -- that you became skeptical?
Then you say to yourself, something smells fishy here -- this seems too good to be true... and then you click
exit and leave without buying?
I'm sure that's happened to you. It has also happened to me and probably everyone else in the world.
You Know What?
You may have done the same thing to your customers or clients without realizing it -- offered them something so incredibly attractive WITHOUT EXPLAINING WHY the price is
so heavily discounted or they must act immediately.
You see, most humans have a mental "I don't believe it" button that gets activated when someone is trying to sell them something. If the pitch is good and the explanation is convincing as to why the price or terms or offer is what it is, then, the "I don't believe it" button gets turned off. But if you simply make the offer without any further explanation, you're probably dead in the
water.
Even if you have the best product or service or price and it's completely legitimate.
The way to increase sales when you're worried people will think your offer is too good to be true is to give them a "reason why."
"Reason-Why Advertising" Was Coined by A Man By the Name of John E. Kennedy Kennedy (1864-1928) is a legend and known as one of the pioneers of modern advertising. He advocated for not just presenting a product or service (like you what see on so many television commercials) but also stating a reason why you need it... a reason why it's in high demand... a reason why the price is so attractive... a reason why there's such a limited supply, etc.
The idea is to present a fact (or facts) that explain and justify the offer. Without the reason why, people are left wondering if it's a legitimate deal. (And if they wonder, they won't buy.)
Once you give a believable reason why, the customer turns off the "I don't believe it" button and is more receptive to being sold.
I hope you too can apply reason-why advertising in your business right away. I'm sure it
will make a difference. |
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Until next time... And, remember, K.I.C. (Keep It Coptic). To read Nader Anise's bio on Wikipedia, go to: Your friend, Nader Founder of the Coptic Chamber ABOUT NADER
ANISE For the last 30 years, Nader’s talents as a marketing strategist and copywriter have generated hundreds of millions of dollars for himself and his clients. In addition, he is a recognized PR expert, and has been featured in countless media outlets such as: The Wall Street Journal, NBC, CBS, Forbes, Bloomberg and USA Today. Nader’s storied marketing and sales experience has enabled him to mentor business owners in all types of industries, including: legal, medical, financial, therapeutic, mortgage, investment, wealth, retail, insurance, transportation, pharmaceutical, clothing, restaurant, real estate, education, insurance, construction, internet, telecommunications, manufacturing and many others. Nader has educated over 25,000 business owners from all around the world on sales and marketing. To read Nader Anise's bio on Wikipedia, go to: 3 AMAZING FACTS ABOUT NADER ANISE, ESQ. FACT #1: In
2001, Nader wrote a one page press release that generated over $2,200,000 in free national publicity. FACT #2: Within four years of starting his law practice, Nader was featured on the cover of Lawyers Weekly USA section B (currently Lawyers USA) and was lauded for his remarkable achievement of building a "thriving law practice... without spending a penny on
advertising." FACT #3: Nader landed on the cover of the Wall Street Journal after sending the editor a cold email with a subject line that consisted of nine words, including, ONE key, riveting word. (BONUS FACT): Nader wrote a direct mail letter for
a small business that created such an overwhelming response, the owner sent Nader a frantic email with the message: "You're killing me with all the new business. We are busting at the seams and all my employees are freaking out..." Subscribe to our YouTube channel: Did you enjoy this newsletter? Please share it using one of the buttons below: |
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