Jim Edwards is one of the few internet
marketers I trust. I have bought a few ebooks from him, attended his webinars and watched great videos on his
There are very few internet marketers I really
trust and Jim Edwards is one of them. The latest video I watched of him is about earning through local marketing,
the false promises and the real truth. I have covered many of Jim Edwards'
webinars on my webinar news
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Increase Sales By Flying Under Your Prospects' "Radar Defenses"
- by Jim Edwards
© Jim Edwards - All Rights reserved
How do you persuade someone to do what you want them to
A whole world of marketing exists around us trying to do that every minute of the
day. Do you even notice it anymore or, like your prospects, have you subconsciously set up a system of "radar
defenses" against the daily bombardment of marketing messages?
Take a minute and count up the advertising methods which fight for your attention
(and money) every day. Just the basic list includes:
· Yellow page ads
· Newspaper and magazine ads
· Postcards, catalogs, and direct mail circulars in your "snail mail" box
· Radio pitches interrupting the flow of your favorite songs
· TV ads - about 20 minutes worth per hour now
· Hundreds of storefronts, "mega" malls, and strip malls
· Highway billboards by the thousands
· Circulars hung on your doorknob
· Illegal signs on stop signs and telephone poles
· Legitimate email messages
· Spam email or UCE (unsolicited commercial email)
Just these 11 sources can overwhelm your brain with marketing messages. Like trapped
rats, people develop defenses against this never-ending onslaught. They throw up a wall or a "radar defense" that
goes into action the minute they smell a "pitch" or a sales job. Don't blame them... We all do it!
So how can you, as an online merchant or affiliate marketer, get around this
psychological wall against the constant sales and marketing messages?
Well, the answer does NOT lie in hitting people with more frequent
and obnoxious advertising or sly, sneaky tactics. You might get them to trust you for a minute, but it will
backfire in the long run.
You must do two things instead:
1. First, you must establish credibility for yourself and your business as an expert
in your field or "niche" market.
2. Second, you must reduce your prospect's fears about doing business with
Doing these two things will get you past their defenses and allow you the opportunity
to persuade them to buy your product.
So how do you accomplish these two "simple" things?
What will win someone's attention, raise your credibility, and
lower their fear factor all at the same time? The one-word answer really applies to most everyone.
If you, as the marketer, can get behind their defenses with information which makes
them trust you, then that credibility will carry over into a sale much of the time.
How can you get this credibility quickly?
Well, take this next fact as online marketing "gospel," for many, many people have
proven its effectiveness.
Fact: Publishing and promoting with free
articles gives you one of the most powerful opportunities available to tip the buyer's credibility scale in
How can I prove this works?
Quite easily actually! Take a
break from reading this and go check out a newspaper or magazine for a minute.
Which do you trust more, the ads or the articles? Most people will choose
the articles hands down. Why? Because the
articles don't try to "sell" you anything. Instead, they hand out useful information for educational or other
Most of us grew up in a culture which says we can believe and "trust" what appears in
the standard "news" or "information" format. In other words, if it appears in print, then we can believe and trust
So go ahead! Use this lifetime of conditioning to your advantage in selling your
products and services!
Very few things will create an atmosphere of trust and confidence in people as
reading one of your articles on a subject that greatly interests them. It shows you know your business. It also
demonstrates you will do more than just try to "sell" them something.
Publishing articles literally lets you fly under their advertising "radar defenses"
by establishing trust and credibility.
So remember these points when deciding whether or not to use articles to promote your
1. Few things create as much trust and confidence in the minds of potential customers
as reading an article you wrote on a subject which specifically and intensely interests them.
2. Articles establish credibility quickly because, right or wrong, we've all been
trained to trust the "news."
3. An article, or series of articles, will differentiate you from the competition,
who bombard people with nothing but sales messages and "pitches" while providing little useful content.
4. Providing content-rich, non-sales-oriented articles will also help build and
solidify your relationship with existing customers so they give you repeat business... and also help you attract
new customers and subscribers who find your approach a refreshing change to what they're used to getting from your
Jim Edwards is a syndicated newspaper columnist and the co-author of an amazing new
ebook, "Turn Words Into Traffic," that will teach you how to use free articles to quickly drive thousands of
targeted visitors to your website or affiliate link!
Click Here ==> http://www.turnwordsintotraffic.com
Here are some of the great ebooks and videos
from Jim Edwards: