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the 2009 Weird & Wacky Holiday Marketing Guide
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Now Available!
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Featured Article
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Get Into Them, Part III
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Quote of the Month
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"Success is not the key to happiness-happiness is the key to success. If you love what you are doing you will be successful."
~ Albert Schweitzer
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Mission Statement
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 Words of Wisdom E-newsletter will attempt to always deliver sage advice and tidbits to assist you in your business and personal growth & development. Our purpose is simple; support, encourage and supply. In an attempt to provide you with quality content and I welcome your feedback.
As always any tips you would like to share would be welcome
additions. Email me at ginger.marks@documeantdesigns.com with any comments, articles, or tips that you would like to see considered for inclusion.
If you would like to have a featured advertisement on this
newsletter contact me as instructed above with
'AD:' in the subject line. You are always welcome to visit
and leave your comments on Words of Wisdom Blog at
http://gmarks.wordpress.com/.
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On A Personal Note
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Welcome back to the final issue of 2009's WOW eZine. It is hard to
believe that I have been writing this for four years (June 3, 2006). I
have grown in these years and those of you who have been with me since
the beginning will remember the plain text ezine of old. While it was
sufficient for the needs at that time, it is nice to have evolved and
expanded my knowledge and ability to include this design layout version
for those of you who prefer this layout.
This makes me realize
that as business owners, even though when we begin our businesses, we
tend to think we know what we are doing. As we continue our jouney, we
discover just the opposite. Lesson learned-we never stop learning and
growing.
This month we conclude our series, "It's All About
Them" with the third and final article provided by Sean McPheat. In it
we uncover the difference between our customer's "wants" and "needs".
Wishing you a God filled day!
Ginger Marks
PS If you haven't gotten your copy of the 2009 Weird & Wacky Holiday Marketing Guide, send a PayPal payment to me at founder@winningsisters.org of $10. Some of the dates may change, but the resource section will help you market your business in ways you never would have imagined. This offer is good until Jan 1, 2010. Feel free to pass this information to your clients, or buy one as a Thank you gift for your best customers.
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Get Into Them, Part III
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The Difference Between Needs and Wants - People Only Buy What They Want by Sean McPheat
Are you selling your product based on what you think your prospective buyer needs or are you paying attention to his want? There is a subtle difference between wants and needs that you need to understand before you even start to sell.
Customers buy what they want, not what they need. This is a cardinal rule of selling.
People's needs: We all need things on a daily basis but we do not always buy them. People need many things and these are necessities. However, they are nothing that we get excited about, just the necessities of life.
People's wants: However, products that we really want, we almost always end up buying. There is nothing like the lure of desire for something. Sometimes we feel that we really want something, even if we do not really need it. It just seems to fascinate us and beg us to buy it. It is just irresistible to us and we feel we must have it!
How do you know what your market wants? Here are some ways to find out?
- Check the article directories and see what people have been downloading. By this you will see what people are interested in. This will give you ideas as to what products you should be developing and looking for. People are always looking for information on things that they want and articles are a good indicator of what they are looking for.
- Check the search on Yahoo search (overture) and see what people are searching for. This is a quick way to find out information on what the most popular searches are. You can then find your niche market. With this information in mind you can find out more about your particular buyer's wants.
- Tap into your list: Find out from your subscribers to your newsletter what products they are interested in, and base your products around this information. You might be quite surprised what your subscribers are interested in and what they really want.
- Surveys are good: Try sending out surveys with an incentive to fill them out. Ask pertinent questions that will give you a good idea of the wants of your buyers. These surveys are often a very good indication what people want. The information you get from these will also help you to build desirable products.
- Know your prospective customer: It is important to do your customer analysis and understand your customer's wants and needs. Understand exactly who your prospective customers are and what interests them. What publications do they read, and what websites do they like to go to? All these factors will help you to understand what your buyers want and what they are really looking for. Again you will base your products around the information that you get from these surveys.
- Go to forums where you know your prospective buyers will be: See what is being discussed. You can even ask people what they think the hot products are. You may come up with some interesting answers but you will at least understand the wants of your market.
Compel them to want your product: You do not just have to persuade your buyer that they need your product. You have to convince them that they really want it. You have to create such a desire within your prospective buyer that they feel that they just cannot live without your product. You literally compel them to buy.
How do you do this?
With compelling, and alluring ad copy: All your ad copy must have this affect on your prospective buyers or you cannot sell effectively. To do this you must be in tune with your customers and know exactly how to make them want your products.
Dazzling presentations: Your presentations should be planned in such a way that you really grab your prospective buyer's attention and again get them to really want your products. There is a lot you can do with a presentation, to show your product in different angles. The more you can do this the better will be your chances of creating a desire for your product and making the sale. Now there are so many mediums that you can use that it is hard for the prospective buyer to refuse your offer.
So understand exactly how to differentiate between the needs and wants of your prospective buyer. These tips will help you see beyond the descriptions of your product and get into benefits. It will really make a difference to your sales copy, presentations, and ultimately your sales. After all it is all about understanding your prospective buyer, and what really motivates him to buy. Once you understand this you can increase your sales beyond your wildest dreams.
Sean McPheat provides sales training UK across the UK, Europe, US and the Middle East. Visit his sales blog for free information about how to increase your sales and close more deals.
©2009 Ginger Marks
www.DocUmeantDesigns.com
www.DocUmeant.net
www.HolidayMarketingGuide.com
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A/V Tip of the Month
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You've asked for it, so here it is once again.
December's Tip can be found here... http://www.youtube.com/watch?v=S5IiNNL90gk
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Subscriber Feedback
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WOW.... hope your brother is doing ok now... Terrible
accident!
I liked your featured article. It's so true that we need to
figure out who our niche market is in order to be able to help them and
market to them directly, instead of just "anyone who will
listen".
Preserverance is definitely a wonderful quality to have in our
lives, in every aspect. I'm so glad that you have been working out on a
regular basis now and you have been able to drop a few dress sizes. Keep
it up!! I'm glad I have been able to keep you on track.
Mirdza
Helping you experience abundant health
www.AbundantEnergyHealthclub.com
I hope you are learning much and implementing the lessons learned in the WOW Ezine. If you enjoy it, why not tell your friends how to get their very own copy? I would love to hear from you how WOW Ezine has affected your business and you.
Sending in your comments guarantees you free marketing! Get your business' URL listing absolutely gratis by sending in your comments today. If you have comments or questions that you would like to see included, or even a suggestion for a topic, please contact me at ginger.marks@documeantdesigns.com with the word 'Feedback' in the subject line.
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Classified Ads
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 It's not too late to get your inaugural edition of The 2009 Weird & Wacky Holiday Marketing Guide, Your business marketing calendar of ideas.
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Pre-order your copy of the Third Edition, Presentational Skills for the Next Generation, by Ginger Marks. Available in both print and eBook format. This third edition is filled with even more presentational tips packed between the covers and still available for $19.95.
Coming soon in both print and digital versions to Amazon. To pre-order
your digital only version email me at info@DocUmeant.net today.
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Thank you for spending a few minutes with me. I welcome your feedback and support. Until next month.
Sincerely,
Ginger Marks
DocUmeant Designs
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