Comments on: To Write Persuasively, Know Your Customer’s Mind

By: Brad Shorr

Brad Shorr — Fri, 29 May 2009 11:17:37 +0000

Hi Danielle, For sure, the more you think about customer attitudes, the more precisely you can target your copy. At the other extreme, there's the person who is ready to buy. That person is looking for a much different message than one who is barely interested. Brad Shorrs last blog post..How to Prepare Yourself for Launching a Business Blog

By: Danielle Ingram

Danielle Ingram — Fri, 29 May 2009 07:54:07 +0000

This is a really interesting point. What I have found is that when you are writing to persuade someone to buy products or services, particularly online, it is really easy to presume that everyone that is looking at your site definitely wants to buy from you. I guess there is a long process before a customer gets to that point. Definitely going to take this into consideration next time I write an article or press release! Danielle Ingrams last blog post..Google One-Line Sitelinks - May 9, 2009

By: Brad Shorr

Brad Shorr — Fri, 24 Apr 2009 23:56:43 +0000

Hi Salwa, Thanks for stopping by Word Sell! You make a really important point, one that small and midsized companies tend to overlook. You've got to start any writing assignment by looking at the subject from the customer's point of view. Brad Shorrs last blog post..Influence Customers with Meaningful Terms in Meta Descriptions

By: Salwa

Salwa — Fri, 24 Apr 2009 22:33:55 +0000

You must do your homework when writing. Possibly the most important thing to keep in mind is that is that you, the owner, are not your target audience. Don’t simply write for yourself. Unless of course you don’t care if anyone else reads your sales copy. Salwas last blog post..The Mass Media Marketing Marathon

By: 4 Secrets You Can Learn From A Guy Who Earned $64,000 From A Self-Promo Letter « The Profitable Copywriter

Thu, 09 Apr 2009 16:17:42 +0000

[...] To Write Persuasively, Know Your Customer’s Mind (wordsellinc.com) Possibly related posts: (automatically generated)Armand Morin’s Sales Letter Generator Review7 Suggestions that can make your Sales Letters Better then the Rest.Web 3.0 and Salesletters: Where the Trends are Taking UsWheel of Fortune goes to S H * T – VIDEO [...]

By: You just might be guilty of hurting your own sales « The Profitable Copywriter

Sun, 01 Mar 2009 20:38:50 +0000

[...] To Write Persuasively, Know Your Customer’s Mind (wordsellinc.com) [...]

By: Brad Shorr

Brad Shorr — Wed, 14 Jan 2009 13:53:13 +0000

Hi Robert, I can almost guarantee it will help you to think along these lines. Sometimes the best ideas are simple, and yet we overlook them or never think of them on our own. When I first heard the concept, it seemed so obvious. It's always been key for me in sales. Brad Shorrs last blog post..To Write Persuasively, Know Your Customer’s Mind

By: Robert Hruzek

Robert Hruzek — Wed, 14 Jan 2009 13:37:44 +0000

I was going to ask Andrew’s question, but alas, too slow again this morning!

Thanks for the delineation, Brad. Never thought about it in quite this way, but it makes sense now. Need to keep this in mind with my Ignite business. Also makes me examine the home meeting format with a clearer eye to identify the elements that apply to each kind of prospect in the room.

Hat tip to ya!

By: Brad Shorr

Brad Shorr — Wed, 14 Jan 2009 12:46:41 +0000

Andrew, that is a fantastic question. In many sectors, it is likely if not certain that you will encounter both types. For websites, what I call "layering" works well. Make your landing page hard hitting and brief, but provide clear links to more detailed pages for prospects who want the facts. It's a good idea to have a clear link suitable for the indifferent from the subpage back to the landing page, because visitors - including indifferent ones - may come into the site on one of those subpages. Companies will also invite prospects to request detailed information - a PDF, an e-book, a white paper, a case study, etc. This can be effective as well as to a certain degree protect proprietary information. In my experience, leading off with information geared to the indifferent is safe. Skeptics will look past it, and the indifferent may or may not. Brad Shorrs last blog post..To Write Persuasively, Know Your Customer’s Mind

By: Andrew

Andrew — Wed, 14 Jan 2009 12:13:18 +0000

Brad, I have never heard prospects classified along these lines before. One question - what about situations whereby a singular marketing campaign needs to reach a range of customers from both classifications? I would imagine that one possible approach would be to try to cater for both types of customers. One possible approach, I would have thought, would be to employ some kind of mixed strategy, whereby the marketing material contained in the campaign includes a both small amount of factual information and perhaps one case in order to satisfy the 'skeptics,' as well a couple of pictures or testimonials to arouse the attention of the 'indifferent' prospects. Then again, I would also imagine that there would be a risk to this type of approach, in that the final result may be material which does not particularly appeal to either type of customer. Personally, have you often find that yourself confronted with the situation of having to cater to both types of customer within the one campaign? What approaches have worked best for you in such circumstances? Andrews last blog post..Employee rights and responsibilities part 8 - No one should be held in slavery