Personality profiles of your prospects for internet marketing, e-commerce and Ebay listings

Do you want me to tell you the truth or just what you want to hear?

“In your opinion, how much would you need to earn to be able to do all the things you really want to do in life, try to be realistic?

You may think this is a weird opening line to ask, you may be wondering why anyone would want anything more than the truth. The fact is that many people know the truth when they hear or read it (or so they think), but do they?

When we write copy for marketing purposes, which if you think about it is pretty much everything that gets printed. We are trying to persuade someone of our point of view. Internet marketing is the new playground of prose.

GET Under the radar aware of your prospect.

This offers great opportunities for those who are willing to spend a little time learning how to really go under the conscious radar of their prospect.

Let me go back to the TRUTH for a moment. In Internet marketing, we all try the HARD SELL because we have the statistics that tell us that we have a minimal amount of attention from our prospects. Ego; We need to sell fast!

Looking at this established theory, it can be established but it is not the truth. The real truth is that if we can become instantly familiar, we can hold on to the perspective longer. A good conversation, novel, movie or song, all have an air of truth.

HOW DO WE INSTALL THE TRUTH IN THE MIND OF OUR PROSPECTS?

There are many ways to reveal the truth to your prospects. Don’t get your hopes up, if you can get a 70% truth factor on your copy, you’ll sell more.

Let me show you an example of the truth (in the eyes of a major pharmaceutical company). The press release below is my example. In the context of this article, he is not and has never been connected with any pharmaceutical company. TRUE…

“Today our scientists discovered a new drug that could end the suffering of millions of children around the world.” The trials planned for the next five years will be financed by private investors. A spokesman for the health department said. “We are delighted that Conuall Drugs has made this announcement; however, we are a bit concerned that they only have private sector investment. This may affect the price of this new drug for the NHS if the trials go as planned.”

The above paragraph serves to illustrate the principle of what this marketing article is about. We read about similar events all too often in the press, and yet no new wonder drug is ever revealed?

It is a good example of distorting the truth to fit the reader’s mind for profit. This topic is too big to cover in an article like this, so I’ll stick to the question at hand.

How do we install the truth in the minds of our prospects long enough to make money from it?

That may sound harsh, but that’s the bottom line, we all thought about it but never wrote it down, who are we kidding?

Prospects will stay longer if they read the truth… THEIR TRUTH not yours. Some people have had the pleasure of reading other information on PNLology (dealing with relative truth in marketing) in short, if you know people well enough they will pay attention to you (or if they think you know them well enough).

Tips for writing the truth

First, take a good objective view of the type of person you are targeting. Now write a description of your prospect and make sure it includes the following area.

The personality type of your prospects!

I believe that Personalizing Your Prospects is the greatest untapped Internet marketing resource.

Let me give you a classic paragraph on a good marketing profile, this is as true today as it was in the 1900’s when it was coined by the great PT Barnum. He was a legendary showman and circus owner who is said to have coined the phrase “something to please everyone.”

We call them Barnum statements.

What is a Barnum statement?

It’s a statement that rings true for many people. His daily stars are based on general statements that seem to fit with the readers. This in psychology is collectively known as a Barnum statement. The use of these gives the impression of truth in his ad copy, and for the most part, many copywriters have ignored them.

Typical Barnum Statements

1. You tend to be overly self-critical

2. You are an independent and creative thinker.

3. You don’t accept what others tell you to believe.

4. Some of your goals seem unrealistic

Adaptation to the above and countless other variations can be used to build credibility in your copy. Below I have used an example of a collective list of statements that could fit many but seem specific to the individual.

One of the important points to remember here is that everyone thinks that they are totally different from everyone else. Considering that most of the English-speaking world shares the same media, this is becoming less and less. It is the collective influence of our own communication that is closing this gap.

A little snippet from NLPology…

“Considering all the hard work you’ve put into your job, is it time you made something back? With so much misleading information, it’s hard to know what the truth is, how to know exactly what to do. The main confusion is that there are so many options and each one draws you into areas you may not want to go to.”

“Your site needs as many visitors as you can, you will get as many visitors as you work. Once you have a good list, newsletter/e-zine or e-book to sell, affiliate and automation will make you money in your sleep.

So how do I get there?

“Consider the possibility that for a moment you have wiped the slate clean. ask yourself; What do you need to promote your business on the Internet? Don’t try to complicate the solution with your existing knowledge. What I discovered is that making money while you sleep is possible, but first you have to know how to set it up.”

For those of you who have read my previous article on “Sell Anything to Anyone”, you will no doubt recognize the formula I used above. Many of the claims are true for countless people in this industry.

Notice how much softer the focus is because you are talking about how they really feel about themselves, by extension you are familiar with their situation, their TRUTH. More importantly, look at how many lead statements come into play, direct suggestions that I want my prospect to make. However, in the context of this conversation it does not seem unreasonable.

Consider the hard and soft sentiment attached to these two words, which in your opinion is softer. Are you or are you?

I suspect most will choose the latter because it’s softer in its approach; it’s not as sharp as YOU. Why yell when you can covertly suggest?

I have seen many ads that ask questions and activate a particular thought process in the prospect’s mind. They all fail to identify with the client’s inner truth, I say speaking because most of the questions actually make the prospect feel stupid.

Example

WANT TO EARN WHILE YOU SLEEP?

Stupid question and one that most prospects will click away from.

Because?

Because they’re numb to him, they’ve seen him so many times that they know he’s an established starter, usually from unimaginative idiots, what are they going to sell the prospect?

When asking for their (potential customers) input, as it would be a friend in conversation, the question above could be phrased as follows…

“In your opinion, how much would you need to earn to be able to do all the things you really want to do?

Think about it for a moment, calculate the figures and come up with a monthly or yearly figure. When you do this quick calculation, an important observation may take place inside your mind. (Did he just say you’re mine?)

It is possible that for the first time you realize that if you have not yet made your fortune, it is because you had not really put a number in it. Yes, we all want to win while we sleep, who wouldn’t! But in doing so, we have to give our subconscious mind a little more to go on…a goal!

The goal now is how much not the ambiguous and confusing goal of “I want to win while I sleep.” If you are too lazy to think of a number, you will never earn while you sleep.

Truth is relative and so is your writing, so think about how your prospect would think, make relative truth statements and combine them with NLPology (New Language Patterns) of lead and pacing (See my other articles).

I hope I have provided you with a taste of what you could learn from my other posts. Of [http://www.nlpology.com]