Before you think of even picking your keyword phrases or embarking on a website, do the following and you’ll be light years ahead of the competition; even if they’re SEO Masters….
Customers buy two things only:
(1) Something that makes their life better
(2) Something that solves a serious problem for them
(Why you're having a difficult time making sales)
Most clients I talk with think their invention, product, or service already makes their customer's life better or solves a serious problem their customer has. Maybe it does to some extent, but the real problem is, the benefit you're focusing on is...
Far too general
(You must dig deeper)
If you really want to command more market share and leave your competitors in the dust, the solution is simple - you must dig deeper. Instead of selling the customer the benefits you think they should have, you must find out from the customer himself (or herself), precisely what benefit matters to them the most.
The way you do this is what I call, "The Ultimate Selling Secret". So what is this simple, high-return secret?
Committing to doing in-depth research for each segment of your market first.
Conclusion - sell the benefit your customer wants,
not the benefit you think they want
Digging deeper and doing the necessary research to uncover the true benefit your customer really wants takes some time and effort. And most often, you'll need to do this for each customer segment you sell your product or service to.
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Edited by copywriter, 29 December 2003 - 08:13 AM.