Here's a quick post for you on an intriguing sales concept that caught my eye recently... It's about: Tapping into your prospect's inner drive ...instead of pushing (ugh) or pulling them into a sale. I'd read about this a while back in Dan Pink's excellent book To Sell Is …
Portfolios? Where We’re Going, We Don’t Need Portfolios…
DR copywriters and portfolios: peas and carrots, or water and oil? Every now and then, a client or prospect asks me if have a portfolio of work on my site. I don't. Here's why. An important tip for rookie Direct Response copywriters If you're a Direct Response (DR) copywriter, you …
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Indiana Jones And The One Key Thing
"There's Just One Thing..."* In the classic Reality In Advertising, copywriting Hall-of-Famer Rosser Reeves re-tells a great story that’s been around for years. It may or may not be true (those are often the best ones.) Here 'tis: Bluster and brimstone Apparently, US …
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The Power Of The Contrast Principle
It Is Springtime And I Am Blind: The Power Of The Contrast Principle You’ve probably heard a bunch of stories about legendary ad-man Rosser Reeves. Most notably, how he was the inspiration for Mad Men’s Don Draper. (You know, Don: Chief Copywriter/Creative Director at the stylish …
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Are You Irritating Or Agitating Your Customers?
I just started reading Dan Pink's book To Sell Is Human. It's great. In the book, Pink demonstrates how 'Sales' - that great big ugly, scary, stinky concept - isn't what it used to be. He explains how we're almost all salespeople in one way or another, whether we realise it or not. As an …
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The Disaster Of Success
A few years back, I had an unusual kind of success. One that almost ruined my career before it had barely begun. As an entrepreneur, you may have experienced this sort of success yourself: When you get a great result, but at the expense of something... Perhaps a relationship, …
Don’t Let Them Get Away
They’re your ideal customer... But they didn’t buy from your site. What went wrong? For entrepreneurs selling their services or products online, finding out an ideal customer has seen their offer on a landing page or elsewhere on their site - but passed on it - can feel like a real …
8 Resources To Help Solopreneurs Join The Gold Rush
Is This The Best Time Ever To Be A Solopreneur? Forbes recently published an article on how we're currently enjoying the best time ever to run a solo enterprise. Elaine Pofeldt wrote: According to new statistics released by the U.S. Census Bureau, there were 30,174 “nonemployer” firms that …
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