by Jim Edwards
How do you persuade someone to do what you want them to do? A whole world of marketing exists around us trying to do Take a minute and count up the advertising methods which · Yellow page ads · Newspaper and magazine ads · Postcards, catalogs, and direct mail circulars in your · Radio pitches interrupting the flow of your favorite · TV ads - about 20 minutes worth per hour now · Hundreds of storefronts, "mega" malls, and strip malls · Highway billboards by the thousands · Circulars hung on your doorknob · Illegal signs on stop signs and telephone poles · Legitimate email messages · Spam email or UCE (unsolicited commercial email) Just these 11 sources can overwhelm your brain with So how can you get around this psychological wall against You must do two things instead: 1. First, you must establish credibility for yourself and 2. Second, you must reduce their fears about doing business Doing these two things will get you past their defenses and So how do you accomplish these two "simple" things? What Trust! If a seller can get behind your defenses with information How can you get this credibility? Well, take this next fact as online marketing "gospel," for Fact: Publishing and promoting with free articles gives you How can we prove this works? Quite easily actually. Take a Which do you trust more, the ads or the articles? Most Most of us grew up in a culture which says we can believe So go ahead! Use this lifetime of conditioning to your Very few things will create an atmosphere of trust and Publishing articles literally lets you fly under their
that every minute of the day. Do you even notice it
anymore or, like your prospects, have you subconsciously
set up a system of "radar defenses" against the daily
bombardment of marketing messages?
fight for your attention (and money) every day. Just the
basic list includes:
"snail mail" box
songs
marketing messages. Like trapped rats, people develop
defenses against this never-ending onslaught. They throw
up a wall or a "radar defense" that goes into action the
minute they smell a "pitch" or a sales job. Don't blame
them. We all do it!
the constant sales and marketing messages? Well, the answer
does NOT lie in hitting people with more frequent and
obnoxious advertising or sly, sneaky tactics. You might
get them to trust you for a minute, but it will backfire in
the long run.
your business as an expert.
with you.
allow you the opportunity to persuade them to buy your
product.
will win someone's attention, raise your credibility, and
lower their fear factor all at the same time? The one-word
answer really applies to most everyone.
which makes you trust them, then that credibility will
carry over into a sale much of the time.
many people have proven its effectiveness.
one of the most powerful opportunities available to tip the
buyer's credibility scale in your favor.
break from reading this and go check out a newspaper or
magazine for a minute.
people will choose the articles hands down. Why? Because
the articles don't try to "sell" you anything. Instead,
they hand out useful information for educational or other
practical purposes.
and "trust" what appears in the standard "news" or
"information" format. In other words, if it appears in
print, then we can believe and trust the author.
advantage in selling your products and services!
confidence in people as reading one of your articles on a
subject that greatly interests them. It shows you know
your business. It also demonstrates you will do more than
just try to sell them something.
advertising "radar defenses."
So remember these points when deciding whether or not to 1. Few things create as much trust and confidence in the 2. Articles establish credibility quickly because, right or 3. An article, or series of articles, will differentiate 4. Providing content-rich, non-sales-oriented articles will -=-=-==-=-=-=-==-=-=-=-=-=-=-=-=-=-=-=- About the Author
Jim Edwards is a syndicated newspaper columnist and the co-
use articles to promote your business:
minds of potential customers as reading an article you
wrote on a subject which specifically and intensely
interests them.
wrong, we've all been trained to trust the "news."
you from the competition, who bombard people with nothing
but sales messages.
also help build and solidify your relationship with
existing customers so they give you repeat business.
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