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How To Persuade Anyone Of Anything Using This Secret Discovered By Aristotle Nearly 2500 Years Ago. 

Written by Matthew Oxborrow, Founder, Medici Marketing.

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4th century BC, Athens, Greece.

What Plato considered “immoral, dangerous and unworthy of serious study”,  Aristotle considered  “a teachable skill that could be passed from one skilled performer on to others, who might thereby achieve successes in their practical life that would otherwise have eluded them.” 

This was a skill so powerful that success depends on it. 

But what was this skill and why did Plato consider it so dangerous?

The answer…

Rhetoric… more commonly known as… persuasion.

Let’s define Rhetoric:

“Rhetoric is the art or skill of speaking or writing formally and effectively especially as a way to persuade or influence people.”

Philosophy is often considered academic, theoretical and having it’s head up it’s rear-end. 

But what Aristotle set out to reveal to the world is entirely practical and based in reality. What he taught his students is as relevant today as it was more than 2000 years ago. 

Considered by many to be “the single most important work on persuasion ever written” Aristotle’s ‘Rhetoric’ explains how politicians, marketers, businessmen and other leaders in society rise to such heights and convince others to follow their way of thinking; to vote them into power or to bless them with unimaginable wealth. 

But why is this so dangerous?

“Rhetoric is the art of ruling the minds of men” – Plato

Is there a greater power in the world than having the skills and knowledge to rule the minds of men?

It’s used by the powerful to get young men to lay down their lives in war for the wealth and ambitions of rulers. It’s used by the wealthy to get you to buy their products and services and lay down your working careers in servitude to them. They’re able to make us believe what they want us to believe.

Plato was right then to be scared. 

Because the truth is this…

With this skill you can become a king, a ruler, a leader, an emperor. If not of an entire country, then at least of your own private kingdom or empire. 

Without it you can never be more than a pawn on somebody else’s chessboard. Moved around at their will. And what do others tend to have in store for you? Not much.

Persuasion can be the difference between a lordship and serfdom.

Because the idea is so powerful, it can be used for good or evil. It’s important to understand what separates Plato’s thinking from Aristotle’s: What is the difference between persuasion and manipulation?

In this post, we’ll be focussing on how you can use the secrets uncovered by Aristotle to grow your business, make more money and live life on your own terms, ethically… without being manipulative.

Here are Aristotle’s ideas explained for the 21st century businessman and marketer… 

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The 3 Modes Of Persuasion: Ethos, Pathos, Logos

The timing of this post is good because we have a famous, recent example of Ethos, Pathos and Logos in action…

The UK’s decision whether or not to remain in the EU. 

We can use Aristotle’s idea to explain why the Brexit campaign was so much more effective than the Bremain campaign and how you can use this to grow your business.

I’ve always believed we need more philosophy in politics.

Anyway.

Like the Ancient Greeks, the Bremain campaign believed logic and facts was enough to persuade the public to remain in the EU. 

It wasn’t. It never is.

You see, there are 3 aspects to effective persuasion:

Ethos (Credibility)

Pathos (Emotion)

Logos (Logic)

Ethos (credibility) comes first. You can have the best ideas in the world but if no-one likes or trusts you, people won’t listen. This is why charisma is so valued in a leader.

Pathos (empathy/ emotion) is enormously powerful. We make decisions emotionally and then try to rationalise them afterwards with logic…

Logos (logic) is useful in proving your claims and allowing your customer, who is already emotionally involved, to rationalise their decision and take their card from their wallet.

Why Brexit Beat Bremain

The Bremain campaign had Logos’ covered. We heard from economists, politicians and business leaders who had the facts and figures to support their ideas. 

They also had ‘Ethos’ covered, although they suffered a little bit by the public’s current distrust in authority figures and experts. 

What they lacked was ‘Pathos’ and they lacked it in a big way. And this was where the Brexit campaign excelled. 

The Brexiters didn’t deal in a great deal of ‘Logos,’ and when they tried it was mostly demonstrably untrue. Instead they focussed on understanding their voter base and appealing to their emotions: their deepest fears and desires.  

In this way they managed to convince a majority – who otherwise may never have voted to leave – to believe it was in their best interest to vote for enormous political change. 

The Bremain campaign failed to understand this, and with all their facts and figures were unable to emotionally connect with a voter base to appease their fears and appeal to their desires.

We’ll see why facts and figures do matter, but why you must build off Ethos and Pathos first, so you can close the deal with Logos.

Let’s take a look at how you can apply Ethos, Pathos & Logos to your business…

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First things first. 

ETHOS

No-one will listen to you if they don’t believe or trust you. 

If you lack ‘Ethos’ the other two won’t matter because your intended audience won’t pay any attention to what you have to say anyway. This is why charisma is so valued in a leader. 

To gain a level of credibility often requires proof of your capabilities to an audience. It also requires a great deal of confidence in yourself. To gain such credibility takes time, effort and results. 

Often, when making a critical purchasing decision, you’ll bypass all other factors and choose to work with a company based solely on one thing: 

“She wrote a best-selling book, so she must be a good author.”

“He was an accountant at KPMG so he must be a good accountant.”

“I’ve seen their adverts everywhere and everyone is talking about them, so they must be good!”

These are examples of Ethos in action.

You want to build this kind of credibility. You really do. But you also want to be persuasive in the meantime…

Fortunately, there’s an way effective you can gain almost instant credibility…

How?

By borrowing it. 

You can cite a renowned website like the Wall Street Journal in your advert or sales letter. You can reference a study. Or you can borrow from a well-known, trusted figure. That’s why companies pay so much for celebrity endorsements. If Beyoncé tells you how great this shampoo is you’re more likely to believe her and buy it. 

This article itself is a good example. 

You probably don’t know me, so why should you trust me?

If the headline of this article was “What John down the pub taught me about the secret to marketing success…” or “Here’s my secret to success…” you probably wouldn’t pay any attention. Why should you? 

But you know Aristotle’s name. If he said it and other experts have backed him up for 2500 years, that lends weight to my words. You’re more likely to want to read them, to believe them and take action on them.

8 Specific ways to build your “Ethos”
  1. Use case studies to prove results of your work.
  2. Use social proof in the form of testimonials and reviews.
  3. Show renowned clients for whom you’ve worked.
  4. Become a published author in your area of expertise.
  5. Win industry awards.
  6. Appear in the media – Radio, TV, Newspapers etc
  7. Obtain a high level title (CEO, CTO etc) in your company.
  8. BORROW IT!
Example of ETHOS In Action
Kings Speech Academy Award Winner Poster

Wow, Academy Award Winning BEST PICTURE? It must be good. Shall we watch it this weekend?

Now we’ve covered Ethos, let’s move on…

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PATHOS

Emotions drive behaviour. That’s why this is the most powerful persuasion tool of all.

An apathetic person does not nothing, because they have nothing driving them.

The only way you’ll ever persuade anyone of anything is by using emotion. If your sales and marketing lacks emotional triggers, you will lose. 

This is true even in B2B situations where we think that business people are entirely rational, looking only at the numbers. We’re all wired the same. If you don’t believe me, read ‘Thinking Fast & Slow’ by Daniel Kahneman – noble prize winning behavioural economist and author. 

Pathos requires a deep understanding of your customer’s emotions. It’s often why those who scratch their own itch find a deeper connection with their customers and a higher level of success than they otherwise would.

This is because when they talk or write about their business they know the problem they solve for their customers. They know the true reasons why someone will buy from them. 

We all know that exercise is important and we should do it regularly because we’ll live longer and have more energy – and that should be enough to persuade us, but it isn’t. 

Instead, gym attendance spikes before summer when “Operation Bikini” is in full-swing because wanting to look your best and feel confident at the beach is a more urgent and powerful emotional driver than health, until your health fails you. 

So if you’re in the health and fitness industry, sex, vanity and highlighting common insecurities are more powerful weapons in your armoury than “live longer,” which would fall under the Logos part of persuasion (which we’ll come to shortly).

Warning: whilst you want to employ Pathos in all your efforts, it can backfire if you’re too overt with it.  

Famously controversial. The below ad was banned from the London underground. It created a public backlash from angry campaigners, but who’s to say it wasn’t ultimately successful in it’s goal of selling a product to an audience who were concerned with reaching an ideal body shape as the end target consumer perceived it?

Beach body ready tube underground ad weight loss advert backfire angry

Controversial ad on the London underground.

This is where you have to be careful and use your judgement. You should sell people what they want, but give them what they need.

Using our strong sexual impulse to sell can seem degrading, to both producer and consumer, but that’s just because we use it to sell lower consciousness products like cars, fashion or alcohol. 

That’s not necessarily a bad thing, it works after all. 

But what if we used it for a more noble purpose?

Renaissance philosopher Marsilio Ficino (reviver of Platonism and friend to Lorenzo De Medici) understood the importance of Pathos. He believed it was natural to be aware of our bodily desires, and to use them to sell. 

He didn’t believe it to be manipulative at all – if used it for noble purposes.

This is the key difference between manipulation and persuasion…

Do you have your audience’s best interests at heart? 

If you’re selling just to make money and your product doesn’t solve the problem you claim it does, you’re being manipulative. If that’s you, please stop reading now. You don’t deserve the powerful knowledge in this article.

However, if what you do genuinely makes people’s lives better, you’re being persuasive, and you deserve your success.

Ficino used powerful human emotions for a greater, more noble purpose. 

Renaissance art is full of beautiful, naked women who are depicted naturally. This was new to the art world. It was revolutionary.

Ficino, with Lorenzo de Medici and his money, became a patron of the arts with a single goal in mind: to use sex and beauty to attract attention to the more nobel messages within the works. Messages of compassion, love, kindness and wisdom.

Sandro Boticelli’s ‘Birth Of Venus’ is a good example of this. It was commissioned by Lorenzo de Medici to revive an interest in classical mythology and the ideas it represented.

The renaissance humanists were deeply interested in reviving the ideas and wisdom of Ancient Greece.

Boticelli's Birth Of Venus at the Uffizi Gallery in Florence.

Boticelli’s Birth Of Venus at the Uffizi Gallery in Florence. It was the first non-religious nude painting since classical antiquity.

 

Renaissance art was, in essence, a large scale Pathos ad campaign for the higher, more noble human values.

The leaders of renaissance Florence knew what all successful marketers know now:

If you fail to appeal to the emotions of your audience, you’ll fail to persuade them to buy what you’re selling.

But…

If you’re able to delve into their minds and offer your audience what they want, they’ll give you what you want in exchange.

The good news is that anyone, even you, can begin to employ ‘Pathos’ in your sales and marketing efforts immediately.

Here’s how…

5 Specific Action Steps To Improve Your ‘Pathos’
  1. Understand your audience. Ask yourself these 3 questions: Who is your audience? What do they want? What do they fear?
  2. Use this understanding in all of your marketing and sales communications. Lead with the emotional power driver (Pathos), back it up with Ethos so your audience believes you and tip your prospect over the edge with Logos so they feel smart for doing business with you.
  3. Tell a story. Human’s are storytelling creatures. We get emotionally involved with a story and become hooked. A good story turns off our “bullsh*t blockers” that have become strong through years of advertising. If you can tell an emotional story, you’ll bypass scepticism and your prospect will listen attentively to what you have to say.
  4. Make your audience feel important and valued. This should be easy. The people you serve should be important to you.
  5. Use visual aids. I’m telling you this as a copywriter. Words are powerful. But you can attract attention too using visual aids to elicit an emotion. Showing a picture of a fluffy cat will make your animal loving audience go “aawww” more than talking about a fluffy cat will. 

And finally, to allow your audience to feel smart about purchasing your offer, to explain the purchase to themselves, their spouse and their friends, you need to offer them some solid logic and reasoning. Here’s where Logos becomes your best friend…

LOGOS

Since you’ve proven some authority on the subject and you’ve appealed to your audience’s emotional desire, you have a flood of customers desperate to hand over their credit card details. 

You’ve done the hard work. The sales are yours to lose.

There’s just one more hurdle to overcome…

No-one likes to look stupid.

You need to prove that your not duping your audience into believing something that isn’t in their best interest.

If you can prove that you care and that what you say is true. You’re over the line. You’ve won.

Here are a 4 ways you can use Logos to turn prospects into paying customers:
  1. Highlight features AND benefits. You’ve probably heard this one a lot..state benefits over features. And it’s true. Benefits are powerful and fall under Pathos but features are still valuable. The fact the car is fast and exciting is a benefit that drives emotion, the fact it has 500 horsepower is a fact that proves just how fast it is.
  2. Use Scientific Studies. You can use almost any scientific research to prove your point as scientific research by its very definition has been proven and tested. You can combine Logos and Ethos if you use scientific research from a reputable institution such as Harvard, Cambridge or Oxford.
  3. Facts & Statistics. It’s illegal to lie in an advert. Besides that, we’re wired to believe in numbers. ‘9/10 dentists recommend Sensodyne toothpaste’. It’s simple but it works. 
  4. Comparisons. Comparing the features or benefits of your product against competitors is powerful Logos in action. Think of the supermarkets and their regular price-comparisons. They don’t just say they’re cheap, they show where they’re cheaper. Hard to argue with that. 
Example Of LOGOS In Action

Sensodyne 9 out of 10 dentists recommend

Conclusion

In a noisy world with limitless options, simplicity is valuable. We overcomplicate everything and wonder why we struggle to decide on the best course of action.

Understand that your responsibility as a business owner and marketer is to provide a valuable product or service and to ethically persuade your audience to benefit from it.

However you choose to market your business, frame every message, every blog post, every advert, every conversation, every video with ETHOS, PATHOS & LOGOS. 

Ask yourself if you’ve proven credibility, if you’ve appealed to emotions and if you’ve backed up your message with logic and reason. 

If so, all that’s left for you to do is to make it easy for your prospects to purchase with a strong call to action.

The art of rhetoric hasn’t changed in thousands of years. It’s not going to change any time soon. Apply it to your own marketing practices and you’ll have the upper-hand forever.

If you’d like help successfully applying Ethos, Pathos and Logos to your marketing communications on or offline, contact me here.

Be persuasive, not manipulative.

The best of luck to your deserved success,

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Matthew Oxborrow

Founder, Medici Marketing

P.S… For a short time only COPYWRITING SERVICES ARE HALF-PRICE. But be warned, I only work with businesses I like and believe in. Learn more about our copywriting services here.

P.P.S… Huge companies have been built on copywriting expertise. Copywriting can be, and often is, the difference between success and failure. Especially online. Find out why here.

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What Is Copywriting?

Many successful experts consider this to be the hidden secret of their online sales success.

Copywriting is sales in written form… a web page, a letter or email that can reach a million potential customers… It’s a salesman that never sleeps and never stops working.

A copywriter uses psychology and a knowledge of human behaviour to persuade your customers to take action: to buy from you, to opt-in to your email list, or anything else you want your reader to do.

The Competitive Advantage Of Copywriting

Even in the marketing profession, many people don’t really understand what a copywriter does. You can be at a dinner or networking event and five minutes into the conversation you’re met with..

I’m sorry, I hope you don’t mind.. but..what is it that a copywriter really does?”

At first guess people usually assume it involves copyright law. It doesn’t.

Then they believe it means you’re a content creator. Which is only partly true.

The fact that so few people understand the benefits of copywriting mean that you have an enormous competitive advantage… In a world of a billion crappy websites, yours can be the one that sells.

The Difference Between A Copywriter And A Content Creator

A content creator creates content, blog posts for example, with the goal of informing the reader about something.

A copywriter must inform the reader too but the true job is to persuade the reader to take action.

So what does a copywriter write?
  • Website copy. Writing for the web is a little different but a good copywriter should know how to write and format a post for websites.
  • EmailsA linchpin of online marketing, your email list is something you own and control. It’s a direct way to reach people who have shown an interest in you and your business. A good copywriter can maximise that asset, making sure your emails get read and lead to sales.
  • Blog posts. Unlike normal content, a copywriter will write to inform the reader AND include a covert agenda of building the reader’s desire in taking an action. An action you as a client want your readers to take.
  • White papers. Long form educational and informative documents mostly used in B2B selling environments. As with the blog posts, a copywriter will write about a common industry problem and end with showing your your product or service solves that problem, encouraging the reader to buy what you sell.
  • Social media posts. Social media requires copywriting too. How do you make your social posts resonate with the audience or maximising the clicks through to your page? A copywriter will know how.
  • Case studiesA short webpage or article that provides a specific example of how your business helped a customer. This offers proof of your capabilities and something for the reader to relate to and trust.
Who Do We Write For?

Copywriters are generally mercenaries. Guns for hire. Sales soldiers who write for organisations willing to pay their fees.

The term ‘mercenary’ though often implies a lack of ethics. As in any field, you’ll find copywriters without ethics…copywriters who will sell anything for anyone so long as the pay is right.

But that’s not us. You can successfully sell snake oil for a day, but you can’t make it a career. It’s not worth it. We choose our clients carefully and like to work for clients who have a product or service that solves the problem it claims to solve..

That doesn’t mean your product has to be revolutionary or particularly unique, it just has to do what you say it does. Everyone sleeps better at night that way.

How Copywriting Can Fuel Your Business Growth

Do you remember what I said at the beginning of the article?

Not quite? Let’s take another look…

Copywriting is sales in the written form. It’s a web page, a letter or an email that can reach a million potential customers. It’s a salesman that never sleeps and never stops working.

A copywriter uses psychology and a knowledge of human behaviour to persuade your customers to take action: to buy from you, to opt-in to your email list, or anything else you want your read to do.

Household names have used copywriting and direct response marketing to grow their businesses from baby businesses to money-making-mega-machines.

For example..

A copywriter – paid just once for his work – wrote a letter for the Wall Street Journal. The Wall Street Journal sent this letter millions of people over nearly 30 years. This sales letter never changed…

Want to know how much revenue this one single letter generated?

More than $2bn!

How’s that for a return on investment?

They didn’t have an army of sales people knocking doors or picking up the phone one by one. They didn’t have the huge monthly salary that accompanies an expensive sales force. None of that stress and worry. No… They had a well-written letter.

And we have a copy of that letter. And we use it to help our clients. (Want a copy? email me at matthew@medicimarketing.com)

In this day and age, you don’t even need to send letters. Snail mail done successfully can be a great way to stand out, so I wouldn’t discount it as an option, but it’s no longer a necessity for success… No more envelopes, no more licking stamps… It’s expensive and takes time.

Instead, you can have a sales letter written for your web page. A letter written to speak to a specific type of person – your target customer. All you need then is a good Facebook or google advert targeted to that customer and to measure the results.

You see, that’s why the people in the know love direct response marketing.. you can measure your investment to the penny.

With a sales letter and an advert that makes money, you increase the scale of it. And it runs automatically! No phone calls. No expensive monthly magazine adverts. No cold emails. 

You write the sales letter, you set the advert and you measure the results. 

There are enormous companies making hundreds of millions a year based on adverts directing targeting traffic to lead capture pages and sales letters.

And when it works, it really works. All you have to do is keep your customers happy while watching the money flow into your bank account. 

Success is never guaranteed, but the relationship between effort and reward here is huge and the risk is miniscule. You can’t expect more than that. It’s worth a try don’t you think? 

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Want expert copywriting for your own business?

It’d be foolish not to apply copywriting principles to your marketing materials.

You can learn copywriting for yourself which will take years of study and practice, or you can hire someone to help.

We can help. 

We write copy for clients that gets results. Everything we do is based on best practice copywriting principles so you know it’s filled to the brim with persuasion techniques that get customer’s cards out of their wallets.

We don’t promise to make you a millionaire, that would be grandiose of us because there are other factors outside our control (like traffic and your offer) but what we do promise is to give you the best possible chance of success.

And we don’t stop there…

If you were to hire a copywriting service, you’d want some kind of assurance right? You don’t want to feel like you’re left in the dark with some copy that you’re not even sure is great. We understand.

That’s why with our copywriting service you get ongoing support. If the copy doesn’t convert, we’ll analyse why. If the copy is at fault, we’ll re-write it for you at no cost. If there’s a problem with the product offer or a lack of suitable traffic, we’ll diagnose it for you so you know where to focus your energy for maximum success.

So while we can’t guarantee your business success, we can make sure that your website and marketing communications are based on tried and tested consumer psychology so you know it’s persuasive.

If you already have a website that isn’t converting like you expected then you’ll want to take advantage of our FREE WEBSITE REVIEW where we analyse your website and make expert recommendations – free of charge.

Or, if you want us to write a sales letter, email campaign, advert, whitepaper or entire website for you, get in touch with us here. We’d love to help you win.

P.S… If you Contact us today you’ll save 50% off our usual copywriting prices. 

 

 

Lessons In Business & War – Why Good People Often Fail

suntzu2Why do so many good people go into battle unarmed?

When I was a child I would dream up stories of a world where we fought wars with only swords.

No cannons. No planes. No bombs. Nothing that a coward could use to kill you from a safe distance. 

If you were the best swordsman, you would win.

A perfect meritocracy. 

What a shame it was that the great Achilles fell to an arrow from the coward Paris.

This world of fair and honourable battles is a lovely vision. A nice story.

But it’s not reality.

For the first part of the 100 years war between England and France, England dominated.

The French armies were large. And made up wholly of noblemen and aristocrats: French knights. The English forces were small and consisted of peasants.

The English one three decisive battles at Crécy, Poitiers and Agincourt.  

How were such small peasant forces able to destroy the aristocracy that outnumbered them?

The longbow. 

The English were able to fire arrow after arrow in quick succession at their enemy. The peasants destroyed the French knights before they could get close.

The honourable French knights hated the archers. They believed it broke the code of chivalry and fair combat. 

The English didn’t care. They laughed at the helpless French knights as they walked through their country. 

The English peasant archers held their two fingers in the air and waved at the French, taunting them.  

If you’re familiar with the two finger ‘f*ck you’ that’s so popular in England, you’ll know what I mean. It’s the same as the peace sign but your palm faces towards you, not away from you.

This is the origin of it.. these were the two fingers that held the arrow and drew the string. The two fingers that almost wiped out the French nobility.

As a result, the English took and held Calais for more than two centuries. Thanks to the longbow. 

And this is common throughout history. Damascus steel, cannons, guns, planes, ships, submarines, drones. They all shaped the outcome of wars. Shaping history in the process. 

The trebuchet that changed siege warfare.

The cannon that helped the moors conquer Spain.

The gun that conquered the new world. 

The Luftwaffe that proved so deadly in aerial bombings.

The English ships that out-ranged the Argentine weaponry in the battle for the Falklands. 

The French knights fought with a strict code of chivalry and they lost. 

Victory isn’t won with honour. Life isn’t a fair duel where the fastest hand wins. Life isn’t a western or a Russian romance novel.

No, Life is real. And so often in warfare the victors are those with the best weapons. 

Those that win battles aren’t the most noble but the most well-equipped.

How this all relates to business..

Too many good, honourable business owners enter the battlefield of business unarmed and outgunned. 

You think it’s enough to build a great product or have a brilliant idea?

It’s not. 

The best products don’t usually win. McDonalds don’t make the best burgers. Proctor & Gamble don’t make the best shampoos. 

But they know what you want and they execute on it.

Your business is competing for every pound, dollar or euro your customer has to spend.

You might be better at what you do, make a better burger or create a healthier shampoo. You might have a world-changing idea and a noble desire to serve the world. 

But if you’re unarmed or unwilling to bear arms, you’ll struggle and lose. Meanwhile the world fills with useless, consumerist crap with no purpose other than profit. 

In business, as in battle, victory so often goes to the team with the best weapon. 

But what is the best weapon a business can wield? 

Sales. Sounds obvious I know. But stay with me..I’m getting to something.

No business survives without sales. No sales, no money. No money you can’t pay your bills. You’re stressed, worried, anxious and preoccupied. Instead of enjoying life you’re worried about making rent, feeding family or paying bills.  

And what’s the best way to sell?

To use human emotion. 

Im serious. 

Human emotion is the secret weapon of sales & marketing.

Purchasing your product or service is a decision the customer has to make. 

Anyone who studies human behavioural economics will tell you the same thing:

Almost all decisions we make are emotional. We try to rationalise them with logic after.

Have you ever seen an Apple advert that talks about their hard drives or what their products do? Never. They sell you on the brand, making you choose Apple on an emotional level. They do this before you ever get to the specifics of the product. 

By the time you’re on the apple website choosing between the 4gb or 8gb ram you’ve already decided you want one.

System 1 Vs System 2 Thinking

Nobel prize winning behavioural economist Daniel Kahneman wrote about this.

He shows that system 1 thinking is fast and automatic. It’s an emotional or unconscious decision making process. This governs 99% of our lives.

System 2 thinking is slow, conscious and requires great effort. 

We don’t have the mental capacity to use this all decisions. We reserve it only for large decisions. 

Often though, we think we’re making a system 2 decision when we’re not. You may already have decided you want to buy that Audi on a payment plan, you’re just trying to justify it. 

So purchasing your product or service is a decision. And nearly all our decisions are emotional. It’d be a powerful weapon if you knew what you’re customer’s felt and used that to sell, don’t you think?

You want to work out who your customers are. To learn what they think, what they fear, what they desire and what they’re ashamed of.

Armed with this powerful information, you’ll know how to solve their problem. You’ll know exactly how to position your product or service to meet their needs. They’ll want to pay your for your product.

You need to understand why your customers buy your product, and you need to use that.

Shame, fear, greed, laziness, lust. 

These emotions drive buying decisions. 

This is reality.

To believe otherwise – or believe you’ll succeed without using them – is ignorance. 

It’s to live with your head in the clouds. That’s dangerous.

While your head is in the clouds your expose your neck And you’re on a battlefield. You’re at the mercy of those who’d watch you bleed.

You need to come back to earth, grab some dirt and get your hands dirty. Or hire someone to do it for you.

You deserve to succeed. You’re one of the good ones. The world needs you to win. 

If you’re heart is in your business and you believe in the value you provide to your clients, we need you to compete. 

We need you to put your chivalry aside and pick up the longbow. 

The French didn’t stay chivalrous for long when the English wiped out their armies. And stole their land. 

They adapted.

They wore Milanese plate armour – the only armour that could prevent certain death. They relied less on heavy cavalry and encouraged the use of the canon.  

Had they not adapted, England may well have conquered France. They would have had English rulers. This would have changed the face of Europe forever. 

In business, as in battle, people will win and people lose. 

We want people to win who help the world. People who offer valuable services that solve their client’s needs. 

We want you to win. 

You can use human emotion for good!

You can use what makes people buy to increase the spread of your valuable, worth services to the world.

The winners are already doing it. 

Stop struggling, start succeeding and let’s make the world better in the process.

If you want to provide what the world needs, you must sell them what they want. 

The goal of these posts is to help you grow your business in a way that’s both entertaining and informative. It should be both a joy to read AND provide insights that help you sell your product or service.

If you’d like to receive more of these posts delivered directly to your inbox, then sign up to our email list. You’ll enjoy reading them and they’ll help you grow your business. Our emails our free and we respect your inbox.

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P.S. To some, using human emotion to sell seems manipulative and unethical. It’s reality. It’s using the study of human behavioural economics and psychology to influence buyer behaviour. This is as powerful as it is dangerous. That’s why we choose our clients with great care. If you’re a snake oil salesman looking to maximise profit but lack scruples, we won’t work with you. If you’d like us to help you succeed, you can enquire about our copywriting services.

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P.P.S. It’s OK to win. It’s OK to charge money for your product and services so long as you care for the quality who provide. And to whom you provide it. The greater the service you provide, the more you deserve to prosper. Go good, be good and get to work.

Sell them what they want, give them what they need. 

For examples of this in action, click here. 

Gary Halbert’s Coat Of Arms: The Most Successful Sales Letter Of All Time

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Gary Halbert is considered by many the world’s greatest copywriter. His greatest success is the famous “Coat-of-Arms” letter you can read above.

A simple one-page letter sent to households in a plain envelope so the recipient had no idea whatsoever it was a marketing piece (making it look like a personal letter increases opening rates) it was mailed for more than 30 years to more than 600,000,000 people and led to Halbert selling his operation decades ago for not far shy of $100m.

To further his goal of maximising the number of potential customers who would read the letter from beginning to end, each letter was hand addressed and stamped with only the single letter inside.

By selling family crests, he was able to further personalise the letter by using the surname throughout the letter. This also made the mailing list easy to procure – the names and addresses then were commonly found in directories and the size of his target market was therefore enormous.

This is a great piece to add a swipe file and use for inspiration when sending mail to target clients. 

A few key points to remember:

  • You never want your efforts to seem like marketing from the offset. If your marketing never gets opened or read, you’ve lost before you’ve begun. (Remember David Ogilvy’s famous line “When you have written your headline, you have spent 80 cents of your dollar.”
  • You’re taking your prospects on a journey. Open the marketing (get their attention) to encourage them to read the opening line or paragraph (build interest) so they are hooked into reading the body copy (create desire) so the prospect reaches the end of your copy where you inspire them to take action.
  • Make your marketing as personal as possible.
  • Avoid filler words. Copy can be long, but it should be clean and without unnecessary language. 

Use this sales letter and the lessons within to grow your business and increase your service to the world.

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P.S..Take a look at our copywriting philosophy and then, if you’d like to open a dialogue to see how we can help (and to take advantage of our introductory pricing offer) click the button below.

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P.P.S.. If you’d like free copywriting tips and articles delivered directly to your inbox, free-of-charge, and to receive a unique code to our introductory pricing offer, click here.

The Charlatan, The Martyr & The Hustler

Charlatan, Martyr, Hustler

The Charlatan talks a lot about their work but rarely actually works.

The Martyr works a lot but fails to sell their product or services sufficiently because they don’t talk about their work.

The Hustler works hard AND talks about their work, driving effective results through a combination of hard work and marketing.

A lot of good people are Martyrs. There seems to be a correlation between having your heart in your business and not being able to efficiently and comfortably sell your products or services. 

I believe those who have their heart in their business and their client’s best interests at heart deserve to sell their products and services to the world. 

But some people are just aren’t very comfortable when it comes to selling, being bold and asking the customer for an action. 

Others are fantastic at their craft but don’t know how to effectively sell their products or services to a large audience via the written word. 

If that resonates with you, you’re currently being held back from the level of service and success of which you’re capable. 

As you know, to run a successful business you must be able to delegate to others who specialise in the areas that you need to succeed that lie outside your maximum area of expertise, freeing you to focus solely on what you’re best at.

We can help you.

If you’re a Charlatan, we’re not for you. If you’re a hustler, we can help you improve, maximise and optimise your results.

Where we really excel and make the most difference however is with the Martyrs.. Those of you who are great at what you do but you just don’t know how to talk about it, to market yourself or your business to expand, grow and serve more and more people. 

There’s no good reason to be a martyr. 

Take a look at our copywriting philosophy and, if you’d like to open a dialogue to see how we can help, get in touch and take advantage of our introductory pricing.

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P.S.. If you’d like free copywriting tips and articles delivered directly to your inbox, free-of-charge, and to receive a unique code to our introductory pricing offer, click here.