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| Mar 15, 2006 3:04 am |
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Sales Mentality |
Steven Boaze
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If you go for the "sale" right away, you're going
to lose all those people who might eventually
become customers.
In copywriting "sales" mentality is first.
Does this make sense?
What we need to be doing is gently entering into
our prospect's mind, without asking him or her
for more than they're ready to handle.
You notice I said, that they're ready to handle.
Not what you want them to be ready to handle!
Keep in mind that we work with this stuff so
much, that we forget to understand the prospects'
viewpoint. They need to be coaxed into a level of
understanding at a pace they can absorb. Not your
pace. Theirs and only theirs.
This is such a key point.
When we try to push prospects along before they
are ready to move to the next square, we run the
risk of turning them off - For good.
Remember, we were the intruder into their life,
not the other way around. If they are sensing (or
vividly seeing) things moving too fast, they have
a simple solution. To shut you down.
Prospects control the pace. Not us. That's why
using the "sales" mentality is so critical to
success. And that's why we need to test our
assumptions before we roll out the big guns.
Steven Boaze
Private Reply to Steven Boaze (new win) |
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