One of the most influential books I’ve ever read was Dale Carnegie’s “How To Win Friends and Influence People.” People like to buy from people they like, it’s that simple. In this short read, there’s 3 timeless principles that have made our clients hundreds of millions of dollars:
1. Don’t criticize, condemn or complain
When selling to people online, don’t criticize them. Your product is a solution and it’s ok that they’re stupid, fat, or slow, you’re there to sell them not condemn them.
2. Give honest and sincere appreciation.
Let your clients know that their order means everything to you. Send them free gifts, letters of appreciation, and sincerely recognize that if it weren’t for them, you would be homeless. After all, your clients put the food on the table.
3. Arouse in the other person an eager want.
We all have our needs and wants. You may be feeling hungry or thirsty and want something to eat or drink. Another person may be feeling sleepy and want to take a nap. You may want to improve your direct response marketing skills, which is why you are reading this article right now!!!
The point is, we as individual are interested in what we want, but unfortunately, no one else is. In order to win over other people, why talk about what we want? The individual who is able to put the needs of others above his or her own will be able to win the hearts of others.
Identify what your target wants then offer it to them – only do so in such a way that your offer is more enticing than the rest!