Marketing A Handy Formula That Will Make You A Hero
By: Siriol Jameson
Here is one marketing formula that will stand by you and make you a hero. It consists of only three parts:
1) Say what you are going to tell them
2) Tell them
3) Go back over what you told them
If this seems simple, it is. It will save you hours of slaving over a speech. It can make it a joy to write a sales letter. Use it to help you write your books and reports. You may find yourself dashing off articles faster than ever using this 3-step formula.
Here is how it goes:
1) Say What You are Going to Tell Them
Let?s say you are called upon to give a talk to
prospective customers. Start out right away by letting
them what you are going to tell them. Make it as short
as possible.
Next, it is important to set the tone. The key here is to talk about only one topic. It could be one benefit they will get from using your product. Weave a story around that benefit.
2) Tell Them
This step is where you get to the meat of the topic. Number
the points you are making. In this case, let me number the points
I usually make to help keep my message on track.
a. Keep your message urgent. You cannot wait to tell people about how they can benefit from this product.
b. Use the active voice. It is much more direct to say, ?He did it,? rather than,?It was done by him.? c. Focus on results. Will the customer be better looking, richer or have more fun if she uses the product?
d. Continue weaving in parts of the story you began in Step 1.
e. Keep a positive tone. Try to avoid negatives such as ?don?t,? ?can?t,? ?fail,? or ?fall through.?
3) Go Back Over What You Told Them
It is always reassuring to hear or read something again.
It confirms in your listeners? mind that they remember correctly.
They actually did hear you say that. Also,
people?s attention span is short. Thoughts wander. You
can repeat the points you made in Step 2 in an entertaining
way to avoid sounding repetitive.
Well, that?s about it. Remember, talking to prospective customers is magical. Your words alone can make them want your product more than anything else in the world. And once you are marketing this well, you will be a hero in everyone's eyes.
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