Learn Affiliate Marketing: 3 Free Videos by Industry Genius “Zeno”

Dear Friend:

Have you ever wanted to learn to create a steady flow of income as an affiliate marketer? (Some people are making a fortune every month.)

Or, perhaps you already have your own business and you’d like to learn how to “crack the code” of using paid traffic sources, like AdWords, FaceBook and others?

Then you need to meet Dr. David Savory, (aka “Zeno”)… and watch his 3 free videos.

David is a razor-sharp, 29 year old New Zealander who went from being a PhD scientist to a performance marketer.

He is internationally known for affiliate marketing strategy and execution. He’s also one of the brainiacs behind the STM Forum, the #1 rated forum in the affiliate industry.

David just released a free, informative 3-video mini-class on affiliate marketing and paid traffic.

FREE VIDEO #1 teaches you, “The 4 Simple Stages to Mastering Paid Traffic”

⇒ FREE VIDEO #2 teaches you, “How to Pick the Right Affiliate Offer to Promote Profitably”

⇒ FREE VIDEO #3 teaches you, “How to Scale Your Affiliate Campaigns for Massive Growth”

This is your chance to learn how to conquer paid traffic from one of the top affiliates in the entire affiliate marketing industry.

As a participant, I contributed to a follow-up course that’s produced by Zeno and the geniuses at iStack–the team that produces the incredible Affiliate World Conferences where I’ll be presenting another keynote talk in Berlin this summer. When it comes to affiliate marketing, you can’t go wrong with what this organization offers.

Click here to watch video 1 and let me know what you think.

Success!

 

Chamber Members Need BIGGER Ad Response? Use Psychology!

IT’S A FACT: Chamber of Commerce members (and ALL businesses for that matter) can make dramatic improvements to their advertising by following time-tested rules of advertising psychology.

PRESCRIPTION #1: Get the Optical Advantage

FACT: Making your ads simple, clear and more readable goes a long way toward boosting your response.

For example, research suggests it’s advantageous to set long headlines in “Initial Caps”—a combination of upper- and lower-case letters. According to one study, all caps slowed readership by 11.8%. Later studies confirmed.

Why? The human eye recognizes by outline.

TRY THIS TEST: Draw an imaginary line around the following two CAPITALIZED words… allowing your “mental pen” to touch the tops and bottoms of each letter.

The resultant shape is a rectangle, with straight sides all around, like a big, long box.

Next, draw a line around the following 2 words which are set in Initial Caps

RESULT? A rectangle with uneven lines caused by your “pen” rising and falling as it rolls over the caps, and also UP to climb the ascenders…

 

 

 

 

…and DOWN to drop to the descenders of the lower-case letters.

Meaning? Instantly more recognizable words because THE EYE RECOGNIZES BY OUTLINE.

BOTTOM LINE? 1) Never use all caps for body copy, 2) Use initial caps for headlines longer than 4 words, and 3) Use initial caps for subheads.

Things like this might seem important, however it’s the aggregate result of the inclusion of a number of these “small things” that really add up and make a quantifiable difference in your response.

Stay tuned for more quick-fix prescriptions…

Success!

Drew Eric Whitman, D.R.S.
Direct Response Surgeon™

P.S. My Cashvertising Crash Course makes an excellent educational fundraiser for your organization. Watch this video demo… then contact me to chat!  https://youtu.be/DRmoV6JdSvE

“Hey, ‘Blue Mouth’… Are You a GOAL or RIVER Person?!”

Dear Friend:

Nothing’s better than doing what you love… and discovering that so many others love and appreciate what you do! (Talk about a win-win, right?!)

Fact is, I’ve been writing advertising since I was a little kid.

When I constructed my first catalog sheet of jokes and gags that I sold to my 5th grade classmates (typing it on my dad’s 1940s-circa nylon ribbon Royal typewriter and pasting in pictures with thick rubber cement with its big gloppy, dripping brush!), never did I know that one day I’d be touring the world giving seminars on the topic of advertising and sales.

Heck, I was simply doing what I loved… and still do!

When I first wrote Cashvertising, I didn’t know it would be so wonderfully received all around the world. I’m thrilled that it’s helpful to so many people! That, indeed,
was my goal.

Translated into 9 languages and distributed internationally, I get emails from the nicest people who have found the book in the most interesting places.

I received an email from someone who bought it at a train station in China. Another in a bookstore in Berlin. One reader took a photo of it in front of the worlds tallest building, the Burj Khalifa in Dubai. Another in Fiji. India… Australia… Japan… it’s really a thrill.

And I’m also blessed that so many have found it valuable enough to review it on YouTube… completely unsolicited! What great and generous people!

Here’s one from Doug Crowe of AuthorYourBrand. (Click image below to play.) Thanks so much, Doug!

 

And here’s a fine review from Rich Gerald of RIchGerald.com. Thanks, Rich!

And this great one from entrepreneur Katie Patton. Thanks, Katie!

Are YOU now doing what you truly love? Would you still do it even it you didn’t need the money? (Ahhh… now that’s the big question.)

The late, great, Earl Nightingale — long considered the dean of personal development — talked about two kinds of people: GOAL people and RIVER people.


GOAL
people are typically high achievers who set targets and work tenaciously to reach them. Because of this, they often become wonderfully successful.

 

RIVER people, by contrast, are those who — typically early on in life — discover an innate love of a topic or activity that naturally propels them to continually want to be their best and, because of this, they often become very successful in doing so. To these people, the activity can be more important than the success they achieve.

Unfortunately for GOAL people, if and when they exhaust their goals, they can — as a result — become bored, unhappy and even depressed. “What do I do now?!” By contrast, the RIVER people’s interest never seems to fade. It’s a natural part of them.

Writing advertising (and, subsequently teaching it) is a river of interest that I discovered when I was only 11 years old. It has stuck to me — like that gloppy rubber cement — ever since.

Which kind of person are you?

Is there a RIVER of interest that’s in you, but you haven’t yet discovered?

Or — perhaps more sadly still — a RIVER of interest that you’re fully aware of, but haven’t had the courage to explore… flourish… and/or test in the market?

One of the most poignant quotes I ever heard on this topic is this one. (Best to read it sitting down)…

Whew… if that doesn’t kick you in the ass, I don’t what will.

So, thanks to YOU for supporting my river of interest by allowing me to support you and what you love doing.

Questions? Can I help you? Contact me!

Success!

 

 

AFFILIATE MARKETER? Stop Committing 13 “Deadly” Advertising Mistakes!

If you’re an affiliate marketer, you won’t want to miss my presentation this June in Berlin, Germany at the incredible Affiliate World Europe conference! We’ll talk about 13 things MOST advertisers are doing that are literally PERSUADING PEOPLE TO NOT BUY.

Think about it! Imagine spending time, money and effort to intentionally TURN PEOPLE OFF from your products or services… and drive them to your competition. Chances are, you’re doing it… and you’re not even aware!

This June, there’s no better place in the entire world for affiliate marketers. It’s 2 solid days of success training by some of the best in the business. Check it out… and please stop by and say HELLO. I’d love to meet you!  🙂

 

STUDY: Copy is King and Graphics Crank-Up Readership

Dear Friend:

I’ve said for decades that COPY IS KING.

It’s true.

And well-selected GRAPHICS can help you drive even more eyeballs to that copy.

According to an in-depth study of 2,000 consumers in a variety of markets, ads consisting of 50% visuals (photos, illustrations, and graphics) were seen and recalled in post-exposure tests 30% more often than ads featuring no visuals.

Relevant graphics are best.

Sell computers? SHOW computers.

Sell web design? SHOW web sites.

Advertisers showing unrelated images in attempt to capitalize on their self-proclaimed “cute factor” are fruitless and costly.

Keep photos of your children in your wallet and on your desk, not in your ads–unless there is a clear and relevant connection.

Success!

 

 

Drew Eric Whitman, D.R.S.
Direct Response Surgeon™
www.DrewEricWhitman.com

Author of:
–  Cashvertising (Career Press)
Brain Scripts for Sales Success (McGraw-Hill)

QUICK CASE STUDY: Telephone Survey Demonstrates Powerful Sales Skills Vacuum

Dear Friend:

To run a successful pizza shop (or ANY business for that matter), you need to know more than a good dough and sauce recipe.

You also need to know how to STAND OUT from the competition.

Or, AT LEAST, you should know what elements COULD be used to help you stand out.

In a survey of randomly called pizzerias in southeastern Pennsylvania, none of those charged with answering the phone could capably field the single question that every employee should be trained to tackle blindfolded: “What makes your pizza better than the others in the area?”

In every case, employees—-and managers and owners alike—-were equally dumbfounded. Silence. Then feeble replies such as, “We’re just better”“You have to try it for yourself”“Fresh ingredients”... and one, bristling from the challenge, “You tell me, I don’t know!”

This study is both shocking and not.

It reveals that these merchants, some of them many years in the business, have no clue as to their USP: Unique Selling Proposition. Unable to express on the telephone what makes them unique, they are therefore equally unaware how to express this difference in their print advertising… the #1 medium for their ad dollars.

The result? They sell ALL PIZZA IN GENERAL, and not specifically THEIR PIZZA.

A tragic waste of ad revenue.

And at seminars I deliver at Chambers of Commerce across the U.S., I try to impress this lesson in my audiences. But this lesson doesn’t just apply to chamber members. It applies to ANY business… ANY product… ANY service… online or off.

What makes you better… different… worth checking out and possibly buying?

THE SADDEST PART? If you really are better, different, worth checking out and possibly buying… but you’re not saying it. The lost sales would be enormous. (But your competition would LOVE you!)

Consider your own advertising right now.

Are YOU committing this tragic error?

It’s a simple fix.

Fix it today.

Or contact me and I’ll help you.

Success! <HANDSHAKE>

Drew Eric Whitman, D.R.S.
Direct Response Surgeon™
Author of:
– Cashvertising (Career Press)

Win a FREE Private Consultation with Me at Affiliate World Europe!

ATTENTION ALL AFFILIATE MARKETERS!
 It’s coming again to Berlin… the most dynamic global conference for affiliate marketers on planet earth, AWE: Affiliate World Europe… and I’m deeply honored and excited to be a part of this incredible experience once again. 

And it truly is an EXPERIENCE. Last year was AMAZING… the people and programs were outstanding. It’s 2 days of non-stop success training from some of the best in the business.

Director Jordan Rosenberg (one of the nicest and most down-to-earth people I’ve ever met… and an amazing business talent) and his crack team put on a killer 2-day event that literally crackles with excitement.  It’s the equivalence of decades of experience by the biggest names in the industry, all handed to you on a silver platter.

Last year, as they keynote speaker, I addressed over 2,000 of the friendliest and most ambitious entrepreneurs you could ever hope to meet. And talk about being among friends! Before I stepped on stage, Jordan told me that about 70% of the audience had already read my first book, CA$HVERTISING. Talk about being among friends! I had a blast… and, most importantly, audience feedback was fantastic. What a thrill.

IT’S A FACT: Affiliate marketing is an excellent way to quickly start earning a good income online. You don’t need to keep inventory. You don’t need to ship products. You don’t need to keep mountains of paperwork because tracking is all done automatically. You can literally start tomorrow morning and begin earning money by nightfall. And with virtually unlimited choices of products and services to offer, you’re sure to find items to sell that tap into your own personal interests.

But–like ANY business (or any endeavor at all, for that matter) — there are things you need to know to MAXIMIZE your success.

And the best way to learn is from those who’ve already done it successfully. (Makes sense, right?) Listen to these people and you literally slingshot yourself from point 0 to 100 in a few hours instead of months or years.

THINK ABOUT IT! Wouldn’t it be silly to go through all the trial and error… the time, expense and frustration… of repeating errors that thousands of others have ALREADY made?

The wise shortcut is to take what others have learned… put it in your head… and leverage the time that THEY already spent toward your own success! What a clever shortcut.

I can’t think of a better way for affiliate marketers to leverage their success than by attending Affiliate World Europe. For the cost of an airline ticket and hotel and a few meals, you can amass decades of others’ experiences in just 2 short days.

Come with an open mind and a COMMITMENT to learn… take copious notes… and you could leave with a virtual FULL-BOOK’S worth of practical ideas that you can begin using the very next day… injecting YOUR business with tested strategies and ideas from those who’ve already succeeded. It’s the next best thing to getting PRIVATE consultations with each of the speakers… without the enormous price tag.

Win a free private consultation with me

Speaking of private consultations… if you register for AWE’s June conference in Berlin by midnight January 17, you’ll have a chance to win one of 3 one-hour personal and private consultations with yours truly.

I’ll dissect your marketing materials and tell you what’s RIGHT… what’s WRONG… and tell you how to improve it fast. Bottom line? More $$$ in your pocket.

I’d love to see you there! But most of all, I know you’d find the experience as enjoyable, exciting and rewarding as I did.


Oh, and it didn’t hurt that I also happened to have had the best Apfelstrudel and espresso in my life while I was there.  😉

I hope to see you in Berlin!

Success!

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What a Graveyard (And those Buried in It) Can Teach You About Motivation, Procrastination and Achieving Your Goals

Fugit Hora: “The Hour Flies”

HAPPY 2017 to all my friends and clients.

Even though we likely never met, you and I still have an interesting “connection.”

Did you know that?

Of all the years that planet Earth has existed–4.5 billion years–and of all the of years that man has roamed the earth–200,000 years–you and I just happen to be living in the same average 71-year window of life. It’s amazing when you think about it. The odds are mind boggling.

And it’s as if we’re on some kind of special living team … a Life Team, if you will. And as with any kind of team, when we as members play in harmony, we win as a team. When we do otherwise, we all lose … in little ways that are always felt, at some level. I think you know what I mean.

So let me use this “link” that we share to rally us all together to make a commitment…

… that 2017 will be the happiest, most exciting and prosperous and productive year of your life. Not by default. No. But by your committing to make it so.

… to lend a little helping hand–no matter how small and seemingly insignificant–to another fellow human being who shares this window of life with you. (To another person, your offer to help is more significant than you realize.)

Could you open a door for a stranger? Just because you CAN.

Could you pay the toll once a month for the unknown “team member” in the car behind you? Just because you CAN.

Could you let the “team member” behind you in the supermarket line get in front–whether or not he or she has fewer items than you? Just because you CAN.

Could you pay the fifty cents for the chocolate bar for the child who’s digging in his pockets, frantically searching for that extra nickel demanded by the cashier? Would you do it… just because you CAN?

Could you … no, WOULD you … do these kinds of things simply because you can?

(Did you know that a person helped in such a way is more likely to help someone else that very same day? It’s an incredible domino effect that can be put into motion by… YOU.)

Will you commit to take a moment each day, week or month to stop and be thankful for all that you have?

For every functioning organ and system in your body … for the freedoms you enjoy and too often take for granted (or never really think about) … for the love and support of your friends and family and all those others experiencing this same *short* 71-year average life window with you?

Will you commit to slow down and even stop just to breathe … relax … walk through the woods … sit by a stream … admire some flowers and just think about the gift of life that has been granted you … think about what you’ve done with it so far … and most importantly, think about how much time you have left to do all that you want … and then commit to doing it? Will you?

Before you know it, your days will run out. It may be in several decades … years … months … or the day after tomorrow.

Every minute-hand sweep on your watch shows more than simply 60 seconds gone by. It shows a deduction of 60 seconds from the bank account of your life, where the currency is neither coin nor bills, but TIME. Every sweep of the HOUR-hand shows a deduction even more serious.

The mismanagement of your life funds — your time — can’t ever be “fixed.” You cannot declare bankruptcy and regain the time you squandered. It can never be recovered. It is gone forever.

But you CAN begin fresh … you can “start over”… you can make the decisions RIGHT NOW, TODAY that will affect your life from this day forward.

The question is: “WILL you?”

I like to think about setting goals and planning my life like this:

I imagine that I’m able to stretch my arms into the future and, like a model maker building a ship in a shiny glass bottle, create the circumstances that will occur in my life AS A RESULT OF THE ACTIONS I TAKE TODAY.

I imagine my arms stretching through the months of an imaginary calendar to the month or year of my accomplishment.

Then here’s what I do: I SET UP MY FUTURE. I build it. I construct it. My *ACTIONS* are the building materials of my future. My actions … not simply the plans … my ACTIONS are the lumber, the nails, the cement. If I don’t ACT or take ACTION in my present, I have sent no “life construction worker” working on my future.

What happens then?

It’s not good.

Because when I arrive in that future time, NO HOUSE IS BUILT. I stare puzzled at an empty lot. I have spent my life money by living up to that future time, but the money spent was not invested, it was only SPENT, squandered. And now I am without that life money. And I am without anything of value built upon that empty lot.

My hands hold the returns of a man who slept.

Another way I like to look at planning my life is imagining myself in the future and with those same rubbery, stretchy arms, I reach BACK in time to my present.

With knowledge of where I am in that future time, I pretend that my future, goal-achieved self is controlling the actions of my present. The future Drew has already accomplished. He is shouting back in time, “DO THIS! DO THAT! YOU’LL BE HERE SOON! GET ON WITH IT AND I’LL SEE YOU IN THIS SUCCESSFUL PLACE BEFORE YOU KNOW IT! I know what needs to be done … and I’m telling you what to do!”

The graveyards of this country are filled with millions of wonderful people who never strived to make their lives into anything more than one of a common existence. Handed the gift of life, they never untied the ribbon… never peeled off the wrapping… never lifted the lid… never peeked inside to see what could be.

Take an hour to walk among them.

But don’t just read their headstones, the markers of gifts unclaimed, but closely listen as well. You’ll hear them speak words that can inspire, motivate and set you on fire for living your own life.

They speak of opportunities missed and risks not taken. Relationships not cultivated. Fears never confronted.

Theirs is council not whispered or gently spoken. It is shouted to you through tears of sadness. It is yelled to you through thunderous storms of fruitless rage. “My life is over!” mourns one, from his earthen bed. “I lived so long, but accomplished so little.”

Behind you lies another counselor.

Meet Cindy.

She tells you of a life cut down by the sharp scythe of tragedy. In tear-filled words, she tells you about dreams unrealized. Goals set too far in the future. Mindless expectations of another dawn.

“That morning I had no idea,” she says, her soft voice breaking with emotion. “Not once did I think, ‘Today I die.'”

Beside her is Paul.

Warm and compassionate, he was a loving father of three. Once a marvelous and faithful husband, now angry–no, BURNING with fury.

One otherwise typical Thursday afternoon, cancer knocked, smiling at Paul’s door. When his doctor smiled benignly and said, “Well, Paul… unfortunately…”

The remaining words could have been anything at all. The doctor could have completed that sentence talking about car problems… a bad upcoming weekend weather report… or that great play in last night’s hockey game.

Yet the words seemingly never left the doctor’s moving lips. Paul’s brain completed the sentence just fine, thank you.

“Well Paul… unfortunately… CANCER. Good-bye Paul.”

Can you hear Paul voice struggling to reach you?

Can you feel the vibrations in the soles of your shoes that touch the earth that is now Paul’s eternal home?

“GET ON WITH YOUR LIFE! KNOCK OFF THE BULL SHIT AND ACT NOW!!!”

I hear Paul.

I hear him loud and clear.

I hear him while walking the halls of hospitals, glancing in room after room of those praying that THEY were the ones walking and peering at the bedridden, sickly and dying.

I hear Paul every time an ambulance screams by, the workers inside frantically clutching the delicate thread of life.

I hear Paul every time I see a funeral procession… the creeping black line of earthly finality.

“Remember man as you walk by,as you are now so once was I,as I am now so you shall be, prepare for death and follow me.”

So says the inscription on the headstone of a man buried in the William Penn Cemetery on Bristol Road in Warminster, Pennsylvania who lived nearly two centuries ago.

These words haunted me as they caught my eye as I walked by.

“This man,”I said to myself, “is talking to ME. He is telling me–from his grave–to GET ON WITH MY LIFE. He’s saying that I too–unquestionably–will end up no differently, and that the only time to do anything is NOW.”

How silly I am to think that tomorrow will most certainly come.

How foolish I am to keep thinking, “There’s plenty of time…”

But how fortunate I am to realize just how WRONG is my thinking.

I must go now.

I am too far behind on my goals.

Too far behind on my dreams.

My days, just like yours, are numbered.

My future, your future, begins… exactly… NOW.

Fugit Hora.

(C) 2017 Drew Eric Whitman. All rights reserved.

Publishers: Would you like to reprint? Contact Drew for permissions.

Do You Need an Advertising Copywriting Coach/Mentor?


consulting-image-1Dear Friend:

What could a personal, one-on-one copywriting mentorship do for you?

Over the past few years, I’ve received emails from people around the world asking if I offered copywriting mentorships. As much as I enjoy teaching, I simply didn’t have the time and regrettably said no.

I’ve decided to offer a limited number of personal, one-on-one copywriting mentorships to aspiring copywriters and/or those who’d like the close counsel of an experienced senior direct-response writer to help them improve their own sales materials.

• Perhaps you’re a recent college grad… just starting out… or someone changing careers… and you’re wondering the best path to take to become a copywriting professional. Maybe you’re not sure of the right way to approach companies and agencies… the best way to demonstrate your abilities… even the most effective way to conduct yourself during interviews. Are your samples good enough? What’s lacking? What are you now doing that’s perhaps quashing your chances of landing the perfect job? I’ve been through it. As your copywriting mentor, I can help.

• Or, maybe you’re an experienced business professional who’s selling a quality product or service. You’re good at what you do, but you know that having an experienced ad pro could help accelerate your success. You understand the value of having an experienced, senior advertising professional available for frequent contacts… to ask questions of… run an idea past… show your latest campaign to… or just get some quick feedback on an ad, brochure, email, web site, landing page, or other advertising component before put any more money into it.

mentor2I’ve spent over 30 years creating literally thousands of promotions for many of the largest and most successful companies in the U.S. and abroad. B-to-B… B-to-C, hard goods, soft goods, information products, services. I’ve hired countless designers and supervised dozens of junior writers. I’ve been through it. As your copywriting mentor, I can help.

As my mentee, you’ll follow no formal syllabus–I don’t want to play school teacher. That means I won’t be giving you assignments. In fact, I’ll work only with those who are currently “in the game,” actively conducting business or seeking employment in the advertising field–or looking to sharpen their skills. That means you should have your own ongoing projects… an open mind… and you’re willing to take a truckload of constructive criticism… and equally as much specific and helpful advice and guidance. I’ll pull no punches and give you the straight talk needed to make the fastest and most effective changes to supercharge your success… no matter what your ultimate goal.

The investment: College grads aren’t known for their wealth. And most business owners operate on shoestring budgets. So for those seeking employment in the field, copywriting mentoring is $125/hour with a 5-hour minimum. For all others: $165/hour with a 10-hour minimum. (As a business owner, your work will be significantly more involved.) You can purchase as many additional hours as you’d like at that same discounted rate, as long as there are still at least 2 unused hours in your account, with my prior approval. These rates are low enough to be affordable, yet still weed out those who aren’t serious.

“Hey, Drew! This is a super way to get you to write my copy! Let’s start with a new brochure I need for my amazing new diet supplement that helps you lose up to 800 pounds in 12-14 minutes…”

Clever thinking! However, if you’re chosen, I won’t write copy for you–that’s not what this is about. It’s about teaching YOU how to write more effective copy for yourself.

I will, however, tell you–very specifically–what corrective actions to take to your own copy… how to improve what you’re doing… and how to make dramatic changes that will have the greatest impact on your response.

Your headline stinks? Concept weak? I’ll tell you so… and why… and suggest how to fix them. Your body copy unconvincing… or a total mess? I’ll guide you to make quick improvements. Everything’s just wrong? I’ll tell you to start over, but only after putting you on a clear path. You’ll go back… make the changes… and present it to me again for my reevaluation. (All this happens conveniently by email. If I need to call you, we’ll talk.) Still need tweaks? I’ll tell you so. Lacking in credibility? I’ll tell you just what to do.

Interested? Email me from my contact page. Tell me who you are… what you do… and why you’d be a great mentee. Send me links of your best work so I can see “where you are,” skill-wise. If you’re really interested–as an option–you might want to also shoot me a video of no longer than 2 minutes so I can see and hear you. In either case, I’ll decide if you’re a good candidate and let you know the next step.

Of course, I can effectively mentor only so many people at one time so, regrettably, not everyone who requests mentorship can be accepted. I’ll pick those who I think I can help the most.

So if you’re serious about advancing your skills and tapping into 30+ years of education and experience, contact me without delay. You’ll slash years off your learning curve and reach your goals faster than you dreamed possible.

Success!
consulting-signature

 

 

Drew Eric Whitman, D.R.S.
Direct Response Surgeon™
www.DrewEricWhitman.com

• Author of the advertising best-seller:
“CA$HVERTISING”… now in its 3rd printing from Career Press. Translated into French, Spanish, German, Italian, Chinese, Japanese, Korean, Arabic, and Thai. http://amzn.to/1ogZdcI

• Author of: “BrainScripts for Sales Success:
21 Hidden Principles of Consumer Psychology for Winning Customers” Worldwide release in October 2014 by global-publishing leader McGraw-Hill. http://amzn.to/1fEZmxf


 

Here’s What They’re Saying About BrainScripts:

 

BrainScripts 3d Cover--300dpi

“Drew Eric Whitman has done it again! BrainScripts gives you tested psychological tools—plus actual scripts—that help you influence people to buy. Read it and sell more—it’s just that simple.”
Roger Dawson, author of Secrets of Power Negotiating

 “This is one of those rare books that I wish wouldn’t get published. It reveals new secrets based on real experience and the latest scientific evidence. A masterpiece! This gem will become the new sales bible.”
Dr. Joe Vitale, author Hypnotic Writing and There’s A Customer Born Every Minute


“Take all of the text books ever written about persuasion, influence, marketing, and salesmanship.  Strip away all the nonsense. Then teach what’s left in a rip-roaringly
entertaining read full of precise recipes for squeezing every last sale out of any market.  What do you get? BrainScripts by Drew Eric Whitman.  It’s a mistake not to read this book.”
Mark Joyner, Founder and CEO of Simpleology

“Drew Eric Whitman’s BrainScripts provides a rich journey through the psychology of beliefs and their influence on how we make decisions. It shows in detail how beliefs become established, how they affect behavior and, most importantly, how business owners can ethically tap into them
to help their companies grow and prosper.”

Robert Dilts, Founder NLP University

In sales we all want a competitive edge. Drew Eric Whitman gives us valuable insight into our prospects’ minds. Can you imagine the power in your sales presentation when you understand your prospects better than they know themselves?”
Patricia Fripp, CSP, CPAE, Sales Presentation Skills Expert
Past President of the National Speakers Association

“BrainScripts, gives sellers an inside look into the psychology of selling, including why people buy and why they don’t. It’s like looking onto a crystal ball of human behavior. This is the most comprehensive work on the subject since the selling environment changed dramatically back in 2008.”
Thomas A. Freese, author of Secrets of Question Based Selling

“The material in BrainScripts is so powerful it should require a license for use. Luckily for salespeople, we just need to read and apply these psychological principles to sell more than ever.”
Art Sobczak, author of Smart Calling—Eliminate the Fear, Failure, and Rejection from Cold Calling

“Instead of just random talking, BrainScripts gives you actual scripts to help get your sales message across without setting off your prospects’ ‘What’s the catch?’ and ‘It’s too good to be true!’ alarms.”
Tom “Big Al” Schreiter, author of How To Get Instant Trust, Belief, Influence, and Rapport!

“Drew Eric Whitman’s BrainScripts is the definitive advantage in sales strategy—like playing poker while seeing your opponents’ cards.  Read it and win… or pray your competitors do not.”
MJ DeMarco, author of The Millionaire Fastlane

“Well-meaning, but totally out-of-touch salespeople often use lovely words extolling  their own thoughts about a product or service without understanding the innermost thought processes and desires of the prospect. Drew Eric Whitman shows you why that’s dead wrong, takes you inside the step-by-step thinking of the merely curious and the deeply desirous, and then shows you how to snag the prospect’s interest and lead him/her to an urgent thrust to purchase! BrainScripts brings you face-to-face with the prospect’s intimate evaluation procedures so you can turn them into sales motivations and close the deal!”
René Gnam, author of René Gnam’s Direct Mail Workshop

“Drew Eric Whitman’s BrainScripts takes sales psychology to a new level. His practical and easy-to-use tips will also take you to the next level.”
Kerry Johnson, MBA, Ph.D.
America’s Sales Psychologist

“Brilliant stuff! BrainScripts is your magic key to unlocking your prospects’ minds. Packed with game-changing ideas and insights, it can help you gain the upper hand in your dealings with people even if you’re not in sales. It gives you an almost unfair advantage—yet it’s all perfectly legal!”
Richard Bayan, author of Words That Sell

“If you want to fix a car, it helps to read the repair manual. If you want to sell more products and services, it helps to learn what influences the consumer mind. BrainScripts is the sales manual that puts you light years ahead of your competition in understanding what makes people buy and positively influencing their buying decisions. I suggest you read it… before your competition does.”
Dr. Tony Alessandra, author The Platinum Rule for Sales Mastery

 

 

AdPOWER Quick Tip #12: Honesty (Really) Pays

consulting-image-1In Neuro-Linguistic Programming (NLP), It’s called reframing, and it helps you turn “negatives” into big positives.

Fact is, not only is it good business–and something you should do in all cases anyway–but telling the truth can actually result in more sales.

That’s because admitting a negligible “fault” or even a “borderline deficiency” connotes you’re honest and lends credibility to the rest of your ad.

PEST CONTROL? “Our specialists might take a few minutes longer to treat your home, but that’s because we always include a free termite pest analysis with every application.”

WEB DESIGNER? “I admit it. I’m not the fastest web designer. You might have to wait a day or two longer for your finished job. That’s because–unlike many other web designers today–I use absolutely no generic, boring, off-the-shelf templates. All my web design is 100% custom and is made exclusively for YOU.”

HOUSE CLEANER? “Unlike most other cleaning services, we don’t bring our own vacuum cleaner to your house–we use yours. That’s because our clients, understandably, don’t want the dirt from other people’s carpets on their floors. We also don’t bring our own cleaning products. Some of our clients like pine oil… others are allergic to it… and still others prefer the smell of lemon. So we use your products… the ones that you like best. While this policy might make doing business with us a tad less convenient, we think it makes our clients far happier and more satisfied with our work.”

honestyAdvertising master John Caples called it, “Telling the dark side” and, when used properly, can really help you differentiate yourself in the market.

Think about it. What small “deficiency” could you admit to, to help convey credibility? What “drawback” can you turn into a powerful advantage that actually helps you sell against your competition?

Until next time, I wish you success!

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The Advertising Graveyard: 4 Ways to Kill Your Ad Response

It’s easy to snuff-out… murder… deep-six your response. Just use one or more of the following four, “straight-to-the-grave” ad-response killers.

Hey, it’s one thing to not know and commit these errors, and quite another to do so despite reading this article.

So here are 4 techniques of copywriting and promotional suicide that you’ll never employ again. (Er, right?)

tomb-21. Write Horrid Headlines—People skim ads until something stops them. Over 83% of people read ONLY the headlines. If your headline features only your business name or a cutesy slogan, you’ll likely miss grabbing the attention of someone who actually wants what you sell!  Solution?  Always put your biggest benefit/offer in your headlines.

Tomb12. Generate GenericsDon’t just sell pizza… sell YOUR pizza.  Don’t sell auto repair… sell YOUR auto repair.  Don’t sell everyone’s web design service… sell YOURS!  Your ads should sell YOU… how YOU are better…why they should buy from YOU.  Want more response? Then stop wasting money advertising products and services in general! If your competitor can use your ad without changing anything except the company name and contact information, you’ve written a money-wasting, generic ad that needs to be revised… fast!

tomb33. Toss the Testimonials—People don’t believe testimonials, right?  WRONG!  They’re one of the most influential parts of any advertising.  Get feedback from customers and feature it in ads, flyers, brochures, sales letters, and your web site.  Psychologists call it “Social Proof”—people want to know that others have successfully gone first. So? Give it to them!

tombstone54. Go Picture-less—According to a study of 2,000 consumers, ads consisting of 50% visuals (photos, illustrations, graphics) were seen and recalled 30% more often than ads with no visuals. So feature some kind of picture in every ad. Photos are best… and action shots are the most effective when they demonstrate the product in use.

Pretty darned simple, right? Now crack open your local newspaper or magazine. Scan a few promotional emails and websites. You’ll see these promotional tombstones everywhere you look. But why? This is basic, foundational stuff, isn’t it?

TombHeaderThe winged skull in this photo isn’t a fun Halloween decoration. It’s the exact death’s head symbol common to many colonial gravestones. It’s often accompanied with an image of a clock and the words, “Fugit Hora“–the hour flies.

It not only flies for each of us… but for our businesses as well. It’s time to get serious about your advertising. Not just regard it as a necessary evil or something that “just needs to be done.” It’s time to consider it the lifeblood of your business. It’s as important as the food on your table and the roof over your head. Your children’s education and medical care.

No doubt you know your product or service inside and out. Now’s the time–if you haven’t yet done so–to learn what makes advertising effective. To learn the many common mistakes to avoid. To at least learn enough to effectively direct others to create effective advertising for you.

Kick over these 4 common “stones” and next time we’ll knock a few more down.

Fugit hora, my friend.

Success!

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Drew Eric Whitman, D.R.S.
Direct Response Surgeon™
www.DrewEricWhitman.com

• Author of the advertising best-seller:
“CA$HVERTISING”… now in its 3rd printing from Career Press.
Translated into French, Spanish, German, Italian, Chinese, Japanese, Korean, Arabic, and Thai. http://amzn.to/1ogZdcI

• Author of: “BrainScripts for Sales Success:
 21 Hidden Principles of Consumer Psychology  for Winning Customers”
Worldwide release in October 2014 by global-publishing
leader McGraw-Hill http://amzn.to/1fEZmxf

 

AD-AGENCY SECRET #26: Be Completely Off the Wall!

Many of the most effective ads seem to break all the “rules” of how ads should be constructed, but in reality they’re right on the money.

cheesecakeCrazy photos of your employees at work… offbeat headline such as, “HELP! Chef Harry Made Me Bake a Cheesecake So H-U-G-E, We Can’t Fit It Through the Door! B-I-G Slices are Just $1.99 Each Until 5PM Friday!”… grab people’s attention, while the folksy approach is both engaging and disarming.

These kinds of ads stand out from all the sterile promotions run by your competition, and bring a sense of fun to doing business with you. It also tells readers that you don’t take yourself too seriously, and that there are real people behind your ads.

Give it a try… but don’t forget the rules of putting a benefit and offer in your headline!

Success!
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Drew Eric Whitman, D.R.S.
Direct Response Surgeon™

Are “Zombie Ads” Eating Your Business Alive?

FACT: One change to your mindset can instantly transform your business from a money-wasting “zombie factory” into a high-profit operation that your competitors will both fear and envy.

It’s “The Rule of ABMO: Always Be Making Offers.

This means that every marketing effort you undertake should include an outright promotional offer… a special, savings, deal, bonus, coupon… any kind of specific offer that asks people to respond. That’s what you want, right? You don’t simply want to inform them, do you?

zombie

The opposite? Ads that simply say that you’re in business. I call these “Zombie Ads” because they’re the promotional walking dead. Like a business card, these–YAWN!–ads give consumers no reason to take action. No reason to buy. They spend your money, but return no sales… and–like a rotten-fleshed, fly-infested zombie– effectively eat your business alive.

It’s the difference between saying, “We’re Celebrating Our 20th Anniversary!” (No offer… no reason to respond… no reason to give a damn.), and: “FREE CAR WASH… PLUS SAVE $15 On Every Oil Change Now Through August 21” (Ahhh… two nice big benefits, PLUS the all-important deadline to drive action.)

See the difference? Feel the difference?

FACT: People don’t care that you own a business. And they couldn’t care less that you want customers. (Gasp!) The only thing they care about is what your business can DO for them. Give them no offer… zero reason to respond… and you’re saying, “Relax! No need to give us your business now. When—and if—you want what we’re selling, maybe, hopefully, if we’re lucky, one day… you’ll think about us… er, ok?”

cogThis was the cautious “Oh, I don’t want to be too pushy, Drew” copywriting mindset of many former independent business owners and entrepreneurs who are now sitting behind desks… miserable… begrudgingly working like cogs in a giant wheel that’s churning for someone else’s success.

The bottom line? ABMO. Always Be Making Offers.

If your business is like most, then your success is directly tied to the number of offers you make.

Make one offer per year, and you’ll reap the rewards of one offer. (That is, if it closes.)

Make one hundred offers per year, and your chances for success are vastly improved.

Hey, what if you made one thousand offers per year? Would that have a positive impact on your business and bank account? Would your competition be particularly pleased?

Point made.

Article done.

 

What’s the difference between a sales wizard and a low-performance flop?

Dear Friend:

What’s the difference between a sales wizard and a low-performance flop?

For example…

Salesman Joe routinely closes deals on homes worth over $3 million…

… while Bill bangs his head against the wall trying to sell $50 cell phones.

Lindsay frequently wins awards for selling the most $380,000 Rolls Royce Phantoms during the slow summer months…

… while Janet just got fired because she couldn’t figure out how to persuade more businesses to try her $99 monthly coffee-delivery service.

Fact is, these four salespeople have great personalities… bright smiles… firm handshakes… and excellent prospecting and follow-up skills.

They’re all dedicated… hard workers… and have families to support.

But the differences in their performance is dramatic. And it’s reflected numerically in the last line of their respective bank statements.

So what’s the answer? Why do some salespeople earn big, fat, healthy commission checks while others are just scraping by?

The “secret” is…

 Psychology

Because just like today’s most mind-boggling magicians, these high-earning sales “wizards” have special “tricks” of their own.  They use consumer psychology.  Powerful methods that influence people to buy like crazy.  In fact, New York’s biggest ad agencies also use these tactics to create irresistible advertising for their big-budget clients.  And it doesn’t matter what these sales experts sell… these tricks work for every business.  Plus, they’re 100% legal, ethical, and very powerful.

My new book:

BrainScripts 3d Cover--300dpiBrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning Customers

…takes you on a fascinating tour inside the consumer brain, and teaches you the powerful techniques of sales psychology that top-gun pros use to persuade people to buy…  Buy… BUY like crazy.

No matter what you sell—or where they sell it—the tested and proven ideas in this practical, fast-reading book will teach you…

=> How to use the powerful emotion of fear to convince even the most stubborn prospects—Here’s how to ethically use it to motivate people to buy what you sell.

=> How to make prospects personally identify with your products—It’s like taking an x-ray of their brains before you ask for the sale.

=> How to borrow believability from others to enhance your own—Breaking sales records is easy when people believe what you say. Here’s how to do it—even if they don’t know you from Adam.

=> How to tailor your sales pitch for your prospects’ specific stage of awareness—Joe loves your product… Lindsay has never heard of it! Here’s how to sell them both in the quickest, easiest way. (It’s simpler than you think.)

=> How to crush your competition… before they know what hit them—by using  devilishly effective preemptive strikes that leave them scratching their heads.

=>  How to change the way your prospects think about your product—No matter what they already know about it, you can actually shape how their brains process the value of your products. Result? Greater desire and more sales.

=> How to make prospects successfully demonstrate your product inside their heads before they spend a penny to buy it— Do this, and the sale is 75% closed.

=> How to use powerful speaking patterns that build a river of desire for any product or service—An amazingly powerful way to talk that gets your prospects’ buying juices flowing. If you didn’t have their attention before… just wait until you see how they respond now.

=> How to smoke the competition with the power of “extreme specificity”—Chances are none of your competitors are using this tactic… and they’ll hate you for it. (But you’ll love how it affects your bank account.)

=> What common mistakes to avoid… at all costs—Commit these sales blunders and you might as well stay in bed the next day. (How many are you making right now?)

=> What you should NEVER/ALWAYS do during any sales presentation—whether in person, by phone, email or letter. These tips will save you years of wasted effort.

=>  Expert guides, tips and strategies—all based not on hypothesis, conjecture or wishful thinking, but on tested and proven methods of consumer psychology.

=> Plus actual scripts to use in any selling situation, across any field or industry, based on the 21 Foundational Principles of Consumer Psychology, to successfully win customers and make the sale.

=> And much more.

If you liked CA$HVERTISING, I think you’ll love BrainScripts, because it picks up where CA$HVERTISING left off.

CA$HVERTISING begins with a brief explanation of the foundational principles of consumer psychology, and then in the remaining pages–the majority of the book–teaches principles of advertising psychology to help you boost the sales power of your ads, brochures, emails, websites, sales letters and other ad media.

BrainScripts, by contrast, focuses on 21 principles of consumer psychology and goes far deeper into each (since the entire book is dedicated to them)–and features a practical twist: dozens of actual scripts showing how to put the principles into action… how to speak them to others… and how to insert persuasion into every sales presentation. Whereas CA$HVERTISING focused on advertising, BrainScripts focuses on person-to-person sales… an even larger market than for CA$HVERTISING.

Order your copy of BrainScripts now at Amazon’s low pre-publication price: http://amzn.to/1fEZmxf  For AUDIO rights, contact me here.

And if you happen to be a foreign publisher looking for translation rights, click here.

Success!
signature
Drew Eric Whitman, D.R.S.
Direct Response Surgeon™
www.DrewEricWhitman.com

• Author of the advertising best-seller:
CA$HVERTISINGnow in its 3rd printing from Career Press. Translated into French, Spanish, German, Italian, Chinese,Japanese, Korean, Arabic, and Thai. http://amzn.to/1ogZdcI

• Author of: BrainScripts for Sales Success:
21 Hidden Principles of Consumer Psychology
for Winning Customers” Worldwide release in 2014 by global-publishing leader McGraw-Hillhttp://amzn.to/1fEZmxf

“Drew Eric Whitman has done it again! BrainScripts gives you
tested psychological tools—plus actual scripts—that help you influence
people to buy. Read it and sell more—it’s just that simple.”
Roger Dawson, author of Secrets of Power Negotiating

“Drew Eric Whitman’s BrainScripts provides a rich journey through the
psychology of beliefs and their influence on how we make decisions.
It shows in detail how beliefs become established, how they affect behavior
and, most importantly, how business owners can ethically tap into them
to help their companies grow and prosper.”

Robert Dilts, Founder NLP University

 “In sales we all want a competitive edge. Drew Eric Whitman gives us
valuable insight into our prospects’ minds. Can you imagine the power
in your sales presentation when you understand your prospects
better than they know themselves?”

Patricia Fripp, CSP, CPAE, Sales Presentation Skills Expert
Past President of the National Speakers Association

“BrainScripts, gives sellers an inside look into the psychology of selling,
including why people buy and why they don’t. It’s like looking onto a crystal ball of human behavior. This is the most comprehensive work on the subject since the selling environment changed dramatically back in 2008.”
Thomas A. Freese, author of Secrets of Question Based Selling

“The material in BrainScripts is so powerful it should require a license for use. Luckily for salespeople, we just need to read and apply these
psychological principles to sell more than ever.”
Art Sobczak, author of Smart Calling—Eliminate the Fear, Failure,
and Rejection from Cold Calling

“Instead of just random talking, BrainScripts gives you
actual scripts to help get your sales message across without setting off
your prospects’ ‘What’s the catch?’ and ‘It’s too good to be true!’ alarms.”
Tom “Big Al” Schreiter, author of How To Get Instant Trust, Belief, Influence, and Rapport!

“Drew Eric Whitman’s BrainScripts is the definitive advantage in sales strategy—like playing poker while seeing your opponents’ cards.
Read it and win… or pray your competitors do not.”
MJ DeMarco, author of The Millionaire Fastlane

“Well-meaning, but totally out-of-touch salespeople often use lovely words extolling their own thoughts about a product or service without understanding the innermost thought processes and desires of the prospect. Drew Eric Whitman shows you why
that’s dead wrong, takes you inside the step-by-step thinking of the merely curious and the deeply desirous, and then shows you how to snag the prospect’s interest and lead him/her to an urgent thrust to purchase! BrainScripts brings you face-to-face with the prospect’s intimate evaluation procedures so you can turn them into sales motivations and close the deal!
René Gnam, author of René Gnam’s Direct Mail Workshop

“Drew Eric Whitman’s BrainScripts takes sales psychology to a new level.
His practical and easy-to-use tips will also take you to the next level.”
Kerry Johnson, MBA, Ph.D.
America’s Sales Psychologist

“Brilliant stuff! BrainScripts is your magic key to unlocking
your prospects’ minds. Packed with game-changing ideas and insights, it can help you gain the upper hand in your dealings with people
even if you’re not in sales. It gives you an almost
unfair advantage—yet it’s all perfectly legal!”
Richard Bayan, author of Words That Sell 

“If you want to fix a car, it helps to read the repair manual. If you want to sell
more products and services, it helps to learn what influences the consumer mind. BrainScripts is the sales manual that puts you light years ahead of your competition in understanding what makes people buy and positively influencing their buying decisions. I suggest you read it… before your competition does.”
Dr. Tony Alessandra, author The Platinum Rule for Sales Mastery

 “This is one of those rare books that I wish wouldn’t get published. It reveals new secrets based on real experience and the latest scientific evidence. A masterpiece! This gem will become the new sales bible.”
Dr. Joe Vitale, author Hypnotic Writing and
There’s A Customer Born Every Minute

 

Drew Announces New Book: “BrainScripts”

Dear Friend:

Do you know the secrets of creating ads, emails, websites, brochures, sales letters and flyers that create streams of new customers and drive your competition bonkers?

Little

A few years ago I wrote the book CA$HVERTISING that teaches you exactly how to do this. Since its first printing, it has been published in 10 languages worldwide: French, Spanish, German, Italian, Chinese, Japanese, Korean, Arabic–and, just recently–Thai. The scores of wildly enthusiastic reviews on Amazon (5-star rating with 110 reviews) make all the hard work worthwhile. Looking at other books on the topic, few have earned such powerfully glowing reviews. I’m truly thankful for every one.

BrainScriptsCover

Now I’m thrilled to announce a brand new book I recently finished writing: BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning Customers and Smashing Sales Records. 

BrainScripts picks up where CA$HVERTISING left off. I began CA$HVERTISING with a brief explanation of the foundational principles of consumer psychology, and then in the remaining pages–the majority of the book–teaching principles of advertising psychology to help you boost the power of your ads, brochures, emails, websites, sales letters and other ad media.

BrainScripts focuses on the 21 principles of consumer psychology and goes far deeper into each (since the entire book is dedicated to them)–and features a practical twist: dozens of actual scripts showing how to put the principles into action… how to speak them to others… and how to insert persuasion into every sales presentation. Whereas CA$HVERTISING focused on advertising, BrainScripts focuses on person-to-person sales.

I’m honored to be working with the professionals at McGraw-Hill–one of the largest and most successful publishers in the world. The book is in the first-round stage of editing and is now available for discounted pre-sales on Amazon and other online book sellers. It will appear in bookstores worldwide this October.

consulting-image-1With the upcoming release of BrainScripts, I’m booking seminars across the U.S. and teaching business owners how to use advertising and consumer psychology to boost sales, no matter what they sell. If you’re a member of an organization that could benefit from a rapid-fire 2-hour presentation like this, please CONTACT me and let’s discuss putting together an unforgettable event.

Fact is, I can’t successfully reach my goals without your support. So THANK YOU so much for your time and interest in my work. And, as always, if I can ever be of service to you, please don’t hesitate to ask, okay?

Sincerely <HANDSHAKE>
Drew Eric Whitman, D.R.S.
Direct Response Surgeon™

 

 

 

Writing Books: Love OR Torture?

Dear Friends:

Depending upon whom you ask, writing books is either a labor of love… or sheer torture.

Unless it’s the former–which it definitely is for me–it will seem like an endless, Sisyphean task.

For those that haven’t done it, first–if you plan to go the traditional bookstore route (versus self-publishing)–you’ll want to find yourself a good literary agent. That’s your first challenge. And it involves creating a powerful-enough QUERY LETTER to pique the interest of agents that represent your book’s genre.

If you really know your topic–which you certainly should since you’re proposing to write an entire book about it–writing the query letter is comparatively “easy.”

Attracting a good agent is not.

Assuming you’re successful… and you weren’t first discouraged by the truckloads of rejection letters–many form letters carefully crafted (or not) to soften the blow–it’s on to step 2, which is…

The next mountainous roadblock in your path: creating the exhaustively complete PROPOSAL which not only contains your overview of the book and its goals, but also your bio (easy enough)… AND an in-depth comparative and contrasting analysis of books currently on the market that could be seen as competitive with yours… AND a fully detailed marketing game plan on how YOU (not your publisher) intends to promote your book (an aspect that many author hopefuls don’t realize… it’s the author’s job to promote his/her title)… AND a fully fleshed-out table of contents… AND a complete (and beautifully polished) sample chapter or two… AND a tightly written summary of why it’s a good idea for the publisher to gamble its cash on your work versus other authors’.

When you’re done, you’ll probably have 40+ pages of tightly written proposal.

Yes… 40+ pages.

(If it’s not tightly written, scroll back to page one and apply an electric buffer to those words!)

Besides the nearly monumental task of interesting a literary agent in your idea enough to represent you, it’s the proposal that I believe stops most writers cold. Fact is, if you can’t muster the gumption to write 40 pages or more for the thing that could launch your book onto retailers’ shelves nationwide (or worldwide, for that matter–like CA$HVERTISING), then chances are you’ll never complete a 60,000-word manuscript for the book itself.

But if you do… and if your idea first sells your prospective agent on representing you… and if your agent next interests one (or more) publishers in investing in your writing career, you might be fortunate enough to get wonderfully generous emails and reviews from happy readers around the world.

I don’t know Robert S. Hill, but his review of CA$HVERTISING recently posted on Amazon.com–like all the fabulous reviews that readers submitted for which I’m so grateful–couldn’t have been any more kind or generous. And it’s this kind of feedback that makes the entire process so rewarding for me…

AreYouKiddingMe

The real thanks goes to YOU, Mr. Hill. Thank you for your support… and for taking the time to be so kind.

And thanks to YOU, my friend, for reading. <HANDSHAKE>

Success!
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Drew Eric Whitman, D.R.S.
Direct Response Surgeon™

P.S. Click HERE to listen to a free audio excerpt of CA$HVERTISING.

 

Crave Success? Aggressively Target Your Competition!

consulting-image-1Dear Friend:

Why do so many business owners consistently create “crash-and-burn” advertising?

(That’s advertising that flat-out bombs… fizzles… doesn’t work worth a damn.)

It’s not that they don’t want it to work.

(That would be ridiculous, right?)

It’s not that they don’t know their product.

(That would also be kinda nuts, no?)

And we can safely assume that those who’ve been in their business long enough probably know their target audiences pretty well, can’t we?

(If they didn’t, it would surely be wise to learn, right?)

Fact is–even those who know the essentials about creating effective ads–often still create lousy promotions for one key reason…

They’re TOO DAMNED TIMID!

Ouch.

But it’s true.

As I say in my seminars, “When it comes to their advertising, most business owners are afraid to whisper… when they should be SHOUTING!”

They’re afraid to offend.

They’re afraid to upset… rock the boat… upset the cart… or the “scariest thing of all…”

“I don’t want to make my competition mad at me!”

Can you imagine?

One of your primary focuses as a business owner with competition is, 1) To lure current customers away from your competition and, 2) To steer new prospects to you instead of to them.

… and you don’t want to make your competition… er, “mad at you?”

“But, Drew! If I make them mad, they’ll be even tougher competitors!”

If you’re a real player in the marketplace, do you really think that they don’t already have you in their radar? 

And if you’re not yet a “real player, ” are you saying that you’ll avoid becoming one… simply to not upset your competitors?

Fact is, your competition–if they’re smart–is already doing what they can to: 1) Lure customers away from you, and, 2) Steer prospects away from you so these new prospects become happily involved with them instead of you.

“But, Drew! I can ‘fly under the radar’ and still make customers.”

Perhaps you can, but no plane that always flies under the radar ever reaches great heights.

(This is more than a cutesy expression. It’s an absolute truism in business, as well.)

Meaning, if you don’t “put yourself out there” enough to stir things up among your competitors, you can’t expect to maximize the potential of your success.

That’s because when you “fly under the radar,” not only can’t the radar see you… but neither can crowds of potential customers. And the fact is, most customers won’t come looking for you. They typically find the business that speaks the loudest and the most frequently.

The wise business person understands that you cannot “hide your way to prosperity.”

You must EXTROVERT yourself far beyond what you’re probably currently now doing.

Because the truth is, you need other people to succeed.

You can’t run a fabulously profitable business in a vacuum.

You need people to become involved with you.

To interact with you.

You need to go from obscurity to a known quantity.

(Read that last sentence again.)

And when that happens, more people develop the psychological comfort to give you their money. And none of this happens when you’re safely “flying under the radar,” afraid to upset your competitors.

So… having said all that, here’s a practical prescription you can start using right away that I guarantee will positively lift your response and, therefore, help build your business.

Rx_symbolRx: Start Being Far More Aggressive in Your Advertising… and Sell Directly Against Your Competition!

Make bolder claims! Directly compare your products to your competitors’ and state without hesitation why yours is better. (Spell it out in specifics. Give the data. Use numbers to back up your claims. Don’t just say it… prove it.) Put questions in your advertising that asks why your competitor doesn’t do things that you routinely do.

• Ask why your competitor doesn’t offer the same powerful guarantee that you naturally include with all purchases. “What are they afraid of? What are they hiding?”

• Ask why they don’t tell their customers X (whatever it may be)… when you always put this information right up front for full disclosure.

• Ask why they don’t make their X fresh every day, but get theirs trucked in  rock-hard frozen from halfway across the country.

• Ask why they’re so slow to deliver… when you deliver superior quality in half the time.

• Ask why they force their customers into a endless voice mail loop instead of having live, friendly customer service reps waiting for their call.

So you see, you don’t need to bash their products directly by overtly saying they’re inferior. And you don’t need to call them by name. You allude to their inferiority by asking questions that instill doubt and suggesting how what you’re doing is better. It’s a calculated method that helps re-position the competition in their heads. It taps into the average consumer’s proclivity to shop using heuristic decision making. 

Pronounced “hyu-RIS-tik”, it’s a derivative of the Greek word “heuriskein” meaning “to discover”. Heuristics pertain to the process of gaining (or “discovering”) knowledge, not by critical thinking and reasoning, but by intelligent guesswork.

Let’s face it. Most humans are lazy creatures.

Most of us prefer to take the quickest route to arriving at decisions, because doing so eliminates the hard work—the “pain”—of thinking, and the need to consider all the—sometimes complex or overwhelming—details. If we can make a decision quickly, then we can get back to doing more fun stuff… like watching ridiculous videos on YouTube.

And when it comes to using our brains, for many of us, most anything is more pleasurable than engaging in deep thought. Inventor-genius Thomas Edison said it best, “There is no expedient to which a man will not go to avoid the labor of thinking.”

Heuristic decision making to the rescue! You see, if we’re exposed to the right type of information, our “mental trains” will stay on their peripheral processing tracks and pull into the station fully prepared to make a decision in seconds or minutes instead of hours, days, or longer.

So what these questions do, then, is provide the “food” that feeds your prospects’ heuristic hunger. It gives them reason to question your competition. It put them in a position of either accepting what you’ve said, or questioning it.

Do you see the power of this?

If they accept it, you’ve almost got them. Now all you need to do it make it easy to buy.

If they question what you’ve said, you’ve successfully installed doubt. And that means they’re now faced with the discomfort of cognitive dissonance: holding two opposing thoughts in their minds at the same time. Something that human beings dislike intensely.

Do you see what’s happening here?

Your prospects are now faced with the challenge of removing the doubt that you installed in order to resolve the dissonance. And doing that means work. And that’s when you capitalize on human inertia. Humans don’t like work. They’ll try to avoid it at all costs.

The result? They often accept the information you present as factual because it helps them avoid doing the legwork and brainwork to find out for themselves.

This is the power of installing doubt using an aggressive approach that directly targets your competition.

Try it… and start flying profitably above the radar.

Or keep flying low… and watch new prospects open their minds–and wallets–to your competition.

Success!
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Drew Eric Whitman, D.R.S.
Direct Response Surgeon™