90 Ways to Attract Customers with Magnetic Copy

90 Ways to Grab hold of Your Customers’ Emotions and Move them to Take Immediate Action

90 ways to Relate to your Customers so Well You Freak Them Out

90 ways to Seduce Prospective Customers and Get them to Go On a Second Date

90 ways to Use Emotional Charm to Sweep Customers Off Their Feet

90 ways to Break Down the Wall Between You and Your Prospective Customers

90 Ways to Slay the Emotional Dragon and Win the Heart of Your Customers

90 Ways to Hook Your Prospective Customers Using Emotions as Bait

Clients are always asking me, “How do you get customers to buy more?”

My answer:
You must connect with them on an emotional level. People make purchases based on their emotions, and once you have created an emotional bond with a customer you increase chances of getting repeat purchases from that person. If you tell a prospect your product or service will make her so attractive that nobody – man or woman – who passes by will be able to stop themselves from staring at her in awe and amazement (or with eyes full of envy) you will turn that prospect into a customer. Then, if you deliver enough added value to that customer, she will come back again and again and will become a loyal customer who will even refer her friends to you.

So how do you provoke a desired emotion in a prospective customer and get them to take action? You must make sure your copy addresses certain motivational buying triggers. I made a list of 90 motivational triggers. You’ll notice that all product/service benefits fall into one of these categories. I’m sure there are many more motivational triggers that need to be added to my list, so let me ask you: For what other reasons do you think people make purchases?

1. Satisfy Curiosity
2. Make Money
3. Save Time
4. Avoid Effort
5. Achieve Comfort
6. Enjoy Health
7. Be Popular
8. Gain Pleasure
9. Enhance Enjoyment
10. Feel Clean
11. Be Praised and Admired
12. Be In Style
13. Satisfy an Appetite
14. Own Beautiful Possessions
15. Attract the Opposite Sex
16. Be Independent
17. Emulate Others
18. Take Advantage of Opportunities
19. Get a Surprise
20. Be Successful
21. Make Work Easier
22. Gain Prestige
23. Be Sociable
24. Express Creativity
25. Be Efficient
26. Protect Oneself and Family
27. Protect the Future of a Family
28. Be a Good Parent
29. Be Liked
30. Be Loved
31. Express a Personality
32. Be In Fashion
33. Avoid Embarrassment
34. Fulfill a Fantasy
35. Be Up To Date
36. Own Attractive Things
37. Collect Valuable Things
38. Satisfy the Ego
39. Be First At Something
40. Enjoy Exotic Tastes
41. Live In a Clean Atmosphere
42. Be Strong
43. Be Healthy
44. Renew Vigor and Energy
45. Get Rid Of Aches and Pains
46. Find New and Rare Things
47. Be More Beautiful
48. Win the Affection of Others
49. Satisfy Sexual Desires
50. Bring Back Pleasant Memories
51. Be Lucky
52. Live Longer
53. Feel Important
54. Gain Knowledge
55. Be Recognized As an Authority
56. Enhance Leisure
57. Save Money
58. Have Security in Old Age
59. Overcome Obstacles
60. Do Things Well
61. Get a Better Job
62. Be Your Own Boss
63. Gain Social Acceptance
64. Keep Up With The Jones
65. Appreciate Beauty
66. Be Proud Of Possessions
67. Resist the Domination of Others
68. Relieve Boredom
69. Gain Self-Respect
70. Win Acclaim
71. Win Advancement
72. Seek Adventure
73. Satisfy Ambition
74. Be Among the Leaders
75. Gain Confidence
76. Escape Drudgery
77. Gain Freedom from Worry
78. Get On the Bandwagon
79. Get Something for Nothing
80. Escape Shame
81. Avoid Effort
82. Protect Reputation
83. One-Up Others
84. Replace the Obsolete
85. Add Fun to Life
86. Work Less
87. Relax
88. Avoid Criticism
89. Avoid Physical Pain
90. Avoid Trouble

Like I said, I’m sure there are many more motivational triggers, and as an experienced marketer I’m always open to feedback.  So, I hope you can now go review your copy, see what motivational triggers you have used (or should have used), and let me know what you think so I can add your ideas to my list. Post your additions in the comments box below.

Click here to view the embedded video.

It doesn’t matter what you’re selling or what industry you’re in…if you selling online or offline you can only stay in business if you’re making a profit. That profit comes from either increasing sales or reducing your expenses…

This blog Video is about both, because when you make your marketing materials more effective — you’ll increase your bottom line.

Did you watch the video part 1 of How to Design Effective Marketing Materials? If not, you may want to check it out and then continue with this post.

I’m a big believer in systems, formulas and concepts… anything that’s proven to produce positive results. Here is a basic formula that you probably have heard of… or at least are familiar with if you’ve ever read any good sales material.

It’s called the AIDA Formula.

AIDA is an acronym for the formula used in creating powerful and effective marketing communications, sales letters, and is widely used in advertising too.

A – Attention (Awareness): attract the attention of the customer. Stand out!

I – Interest: raise customer interest by demonstrating features, advantages, and benefits.

D – Desire: convince customers that they want and desire the product or service and that it will satisfy their needs.

A – Action: lead customers towards taking a specific and measurable action.

Gather up a few samples of your marketing materials or view your website and ask yourself these questions:

1. What’s the PURPOSE for the specific marketing Piece or web page? Again, the AIDA formula applies to your website, print materials and Radio or TV advertising too!
   1. Is it to provide information & support the sale? – Is it to help prospects gain knowledge? Or…
   2. Is it to get the prospect to take immediate action? – For selling & promotion?
2. Is there an attention getting headline? Sub-head?
3. Is there a clear Benefit Message?
4. Who is Your Target Audience?
5. Is it designed with Your Prospect in Mind?
6. How would you score this piece on effectiveness from 1 to 5 stars with 5 being very effective-and 1 being boring and a cure for insomnia?
7. Always ask yourself: “Does this convey the message I want my reader to get?”

Now, make a note of this Action Step: Review all of your materials and see if they follow the AIDA formula, and then identify your super stars! You might be surprised by what you find when you look at your materials through the AIDA formula. This exercise will help you identify which pieces are designed well, and which ones need to be re-designed.

Of course the best measurement for any marketing materials is the response it generates. But when you’re planning your designs you’ll have a head start when you follow the AIDA formula.

Now that you know what to look for, let’s see what you should do when planning new marketing materials? Our goal is to follow the AIDA method. Remember, regardless of your role in the process, if you’re the CEO, Marketing Director or staff member, it’s important for you to understand and use these strategies even if you’re only using desktop publishing or creating more elaborate materials.

Plan ahead by answering the 5 W’s… This is very important.

Get focused on:

Who are you designing to? Who is the target prospect?

What do you want them to know or do?

Why should they care? Why should they pay attention?

Where can they get more info?

When should they respond or take action?

It’s helpful if you actually create a Word Document or template with the 5W’s… Who, What, Why, Where, and When? This will help you and/or your designer understand the purpose of the piece.

Now that you’ve have an understanding of AIDA and the 5W’s, I’d like to explore the two main parts that make up every marketing piece or advertisement… The first part is crafting a compelling message-writing the copy (the words you’re going to use to communicate value). The second part is the layout & design.

Subscribe to this marketing blog’s RSS feed in the upper right hand corner to be notifed of future blog postings where we’ll explore more on how to design effective marketing materials. And of course, post your feedback below!

Using Relevant Keywords is the Most Important Element to Increase Your Site Traffic

Everyone I talk to as an Internet Marketing Consultant wants to know how to get more site visitors from search engines.  It starts with a basic understanding of how the search engines work-or rather what their responsibility is to their user-the searcher.

The search engine’s job is to provide the best and most relevant results to the person using their search engine to find solutions to their searches. To do that they need to catalog a site’s content and while there are every-changing algorithms for top rankings a critical element for search engine optimization (SEO) is the content, which of course is made of WORDS.

Those words when filled with your “keywords” make up your content.  Knowing which words to use and where to put them on your site is a huge element of SEO to get more traffic.   Keywords and keyword phrases are the same thing.

Here are a few tips for keyword success:

1. Make a list of the main types of prospects you want to attract.

Create a marketing profile for the typical prospect and customer for your business in a word doc. Get as specific as you can so you can put yourself in the “mindset” of the type of people you want to attract.  Ask yourself and evaluate what keywords you think they would type into a search engine to find you, your products or services.

2. Do your research.

Look at your website statistics because that will show you what words people are using now to find you. It doesn’t mean they are the best words, but your stats will show you what keyword phrases they are using now.  We use “Google Analytics” for sites. It’s a free service, easy to implement and offers a ton of benefits.

You want targeted traffic that will convert into customer leads and sales.  Many years ago I optimized my Internet Marketing Speaker website for my name “Ford Saeks” but because my first name Ford is also a major automotive company I was receiving tons of spill over traffic for people looking for Ford cars and Ford car parts, and not my professional services to help people improve their marketing results and profits.  The keywords we use now are related and relevant to what our prospects and customers are searching for to find our solutions.  The research results, our site statistics and usage of the popular keywords research tools all help us optimize our sites for top rankings.

Two of my favortite Keyword tools are:

Google Keyword Tool Sandbox:
https://adwords.google.com/select/KeywordToolExternal

and the WordTracker Free Keyword Tool

There are several other sources for keyword research and they all offer specific advantages and benefits. WordTracker’s Free Keyword Tool and  Google’s Sandbox Tool will keep you busy for a while and help you create a nice list of keywords.

3. Use your Keywords on your website content, blog headlines and postings, articles, media releases, and social media website profiles.

Remember, keywords… sorry scratch that… The right keywords, meaning most relevant keywords that your prospects would type into a search engine are what you want in your content.  This includes the content on your website and any content that you place on other people’s website.

For exampke, if you have your company profile or products listed on directory sites or association listings you want to include relevant keywords.  If you have a blog then your blog headlines and blog postings or comments you place on other people’s blogs should include relevant keywords.  If you are using Social Media Marketing Websites — like FaceBook, Linkedin, YouTube, MySpace, and many others to grow your business — then you need to include your relevant keywords in your profiles and postings.

Make certain that your webmaster understands the proper SEO elements necessary for top rankings so you can take advantage of your keywords.  Or hire an SEO Specialist like me, Ford Saeks, to help you and your organization dramatically improve your search engine rankings and make more money. There are 7 critical places you must place your keywords to get top rankings.  One of the best places on your site is the PAGE TITLE and it must be unique on every page.

I explore over 10 other keyword research and SEO strategies going into much more detail on finding the best keywords, including the seven critical places you must use your keywords to increase your targeted site traffic on Keyword Secrets: 60-Minutes to Simple Keyword Success Audio.

Also, WordTracker offers a 7-day free trial and 7 free keyword videos and a Keyword Basic’s Guide that you and your webmaster will find extremely helpful.  I guarantee it!  

Start Now. Add a comment below on this blog posting with your top keywords and put a link to your website.  This will give you an in-bound link that also helps your site rankings.

If you want to increase your sales, then improve your copywriting and target marketing skills. 

Start by putting yourself in the mind of your prospect.  Think about what they want and why they would take action.

Most importantly, target your message to each type of specific prospect.  This applies to your website, print materials, and multimedia.

Sending the same marketing message to multiple markets waters down the message and will most likely reduce responses.  Aim for sending specific messages to specific audiences.

For example, I’m promoting my Profit-Rich Marketing Event to three specific target markets; Professional Speakers, Corporations, and Non-Profit Organizations. Each target market has unique reasons for attending. One message simply won’t work.

The headlines and sales copy for each target market is unique.  Here’s what I mean…

Market #1:
Professional speakers, authors, and consultants — Headline:

Earn What You’re Really Worth!
Get More Bookings! Sell More Products! 
Create Residual Income from Your Expertise!

Market #2:
Business owners, entrepreneurs and marketing professionals — Headline:

How to Ignite Creativity, Improve Your
Marketing & Sales, Grow Your Customer Base,
Get a Competitive Edge and Increase Your Profits!

Market #3:
Non-Profit, Not-for-Profit Organizations & Associations — Headline:

How to Grow Your Non-Profit Organization, Increase Membership,
Reduce Attrition, Attract Funding and Make the Most of All Your Marketing Efforts!

Each message is tailored to the specific audience. You can see the examples of this target marketing technique at http://www.marketingmasteryevent.com/

Think about your business… are you trying to send the same message to multiple markets? The benefits that appeal to consumers are not typically the same benefits that appeal to dealers, distributors, and retail stores.  

Target Marketing Action Items:

1. Review the sales and marketing copy on your promotional materials and website to ensure that it’s targeted to the specific type of reader.

2. Remember, you want to attract their attention using benefits and then substantiate your claims with features.

3. Set up tracking key codes, special links, phone extensions, etc. so you can track responses.

4. Work to improve your conversion rates.

Any questions? Enter your comments or questions below.

Can anyone write great copy? I get asked that all the time. I tell them all the same thing: You already know how to do it! Because you already know how to tell stories. I just have to teach you the proper structure, and UNTEACH you all the stuff your elementary and high school teachers taught you.

If you ever made up a story for your children, you’re a copywriter. If you’ve ever gathered with friends as a teenager and told ghost stories, you can write copy. Great copywriters simply paint visual pictures of events. Events that happened in the past, events that may happen in the future, or events that won’t ever happen, unless you buy their product. You either paint the picture of the joy the prospect will get using your product, or you paint the picture of the hardship he will continue to endure without it. Why?

Because people love stories. No one is interested in dry facts and statistics about your product. But they will be captivated by a story that tells them how it will impact their life. And the more emotion that you bring into that story, the more compelling it will be to your prospect.

The reality is that if you can talk, you can write great copy.

Start right away… go get some of your marketing materials or look over your website and see if you are writing emotion-based, conversational-style copy using stories that people can relate to in their life.

A great source for learning more about copywriting is Randy Gage’s “How to Become A Copywriting Stud” home study course. Get the details at www.cashcopywriting.com  It’s mandatory for all of my sales and marketing staff and I know it will help you too… that is if you want to increase your sales and profits!

“How to Become a Copywriting Stud!”

Write Killer Copy for Sensational Sales of Any Product or Service, Even If You Flunked English…