Advertising For Peanuts

Advertising For Peanuts

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Ever wondered why some people succeed and others fail in advertising? Maybe it's the simple fact that they listen more and advertise to their prospects less.

People do not want to be sold to ... they want to buy. Your main objective in any sales situation is to find the need and fill it with your product, idea(s), slogan, ability, whatever.... If there is no need - you will have no sale.

Now let's say there is a need - How do fill this need? What should you say?

The first step is to Observe more and speak less. We have 2 ears / eyes and 1 mouth for a reason and should use them accordingly - especially since the majority of sales clues come from Non-Verbal actions.

Treat your customers how they want to be treated and you will succeed more often then you fail. Get to know your customers and advertise to them how they want to be sold.

Many top-training courses categorize people (prospects) into 4 different types:

Charlie Brown

Linus

Peppermint Patty

Lucy

Charlie Brown

Main Trait: Amiable

In Prospects: Avoids Conflicts

Emotional

Long time to make decision

Sacrifices own needs for others

Sales/Advertising Tips: Be friendly / build rapport quickly

Don't rush into presentation

Stress emotional benefits

Allow one positive choice

Make decision for them

Linus

Main Trait: Analytical

In Prospects: Unemotional

Need precise information

Long attention span

Sales/Advertising Tips: Present facts

Be logical in your presentation

Use quick, precise answers

Use a direct close

Let them make decision

Peppermint Patty

Main Trait: Expressive

In Prospects: Flexible

Short attention span

Makes quick, emotional decisions

Sales/Advertising Tips: Show emotional benefits

Show proof (testimonials, articles, 3rd party endorsements)

Put details in writing

Use direct close - make decision for them

Give positive reinforcement

Lucy

Main Trait: Driver

In Prospects: Very organized

Short attention span

Assertive and inflexible

Goal-oriented // wants results

Sales/Advertising Tips: Get right to the point

Stress results

Put everything in writing

Summarize key points before closing

Use 2-3 option close

Let them make the decision

The better you know your prospects - the more sales you'll make. Remember, there's a person behind that keyboard or desk.

To Your Success,

Spencer