Category Archives: Sales Psychology

Beware The Marketing Buzzards!

Here is a fact… Online sales letters are dying a painful death — and they are taking a few marketers with them. Last night I was reading Michel Fortin’s white paper on the “Death Of The Salesletter” for the third time. And I know he is right. Long, scrolling copy is dying. Prospects aren’t reading…

The Long Tail Of Small Sales

I was reading Mike Masterson’s blog entry on the book “The Long Tail: Why the Future of Business Is Selling Less of More” — where Mike noted… Whereas in the last 100 years businesses have been looking for hits to provide profits, an increasingly large share of profits are coming from the “long tail” –…

John Reese Sets The Hook!

I received an email the other day from John Reese. I am sure you did too. John informed subscribers of his new blog and shared a free gift. The gift was a training video called “Reboot Your Brain!: How to Quickly & Easily Start Getting Anything You Want And INSTANTLY Experience A Higher Level Of…

Is “The Secret” A Million Dollar Idea?

I am note sure if you saw this post over at Joe “Mr. Fire” Vitale’s blog. It is ingenous stuff. Was Joe hired to promote “The Secret”? I don’t know, but it would be (is) a wise investment. I am constantly amazed at Joe’s ability to get me to do EXACTLY what he wants, which…

I’m Studying Evil…

I would like to share with you a copywriting technique… “The art of copywriting lies in understanding the emotional hot buttons of your prospects and finding, through the applied knowledge of persuasion and influence, the way to gain attention and get them to take specific action. The fact that the boys on Madison Avenue do…

The Essence Of Successful Proposals

I enjoyed an article over at Early to Rise about creating a successful proposal. 1. Clearly state what you will do. 2. Clearly state how long it will take. 3. Clearly state how much it will cost. 4. Deliver as promised. Simple but highly effective.

How To Create A Unique Selling Proposition

I love listening to Jay Abraham. Some argue that few of his ideas are original — but what I think they are missing is that he is an EXCELLENT teacher and able to synthesize the complex into the simple. Here is an important article from Jay concerning USP. Skip over it at your own risk….

Upselling For Increased Profits!

I was taking a look at Jim Edwards blog and he brings up something that many marketers fail to do — and that is upsell. An upsell is another product that is tacked on at the point of sale — after the customer has already made a decision to purchase your product. Jim gave a…

Psychographics And Personalization

Here is an interesting article on personalization and psychographics. If you read deeper into the article you will see some references to persona creation. Persona creation refers to creating a working model of the different type of customers you have in your business. For instance, I have four types of personas in my market: 1)…

54% Conversion Rate

Here is a fascinating article on how a diamond retailer exploded their conversion rate from .86% to 54.1%. (No, that last number is not a typo.) You may want to TEST (you did see that word right?) their method. But be quick Marketing Sherpa will not keep the article up long! [URL: Marketing Sherpa —…