Local Business Online
Helping You Reach
Financial Freedom Through Your Local or Home Based
August 11, 2004
Editor - Rocky
In this edition -
Welcome to you all. Thankyou for taking the time to read my Newsletter.
Hello once again.
As I sat down to write this
issue, an email from Jim Edwards popped into my email box,
and it was so relevant to what I was going to say today
anyway, it is included in full below as today's feature
Jim is a master marketer
who has helped many other people make a great living
online. He's a little irreverent sometimes, but his audio
newsletters are often funny, free of B.S. and usually get
straight to the point.
I'll just let you read the
article first up, then make some comments and observations
at the end.
If you enjoy reading this
article, then you might want to visit his site and
subscribe to his ezine
I hope you enjoy reading this
issue of the
Until next month,
Increase Sales By Flying Under Your Prospects' "Radar Defences"
- by Jim Edwards
(c) 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 defences" 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, catalogues, and direct mail circulars in
"snail mail" box
· Radio pitches interrupting the flow of your favorite
· TV ads - about 20 minutes worth per hour now
· Hundreds of storefronts, "mega" malls, and
· 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 defences 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 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.
2. Second, you must reduce their fears about doing business with
Doing these two things will get you past their defences
and allow you the opportunity to persuade them to buy your
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 a seller can get behind your defences with information
which makes you trust them, then that credibility will
carry over into a sale much of the time.
How can you get this credibility?
Well, take this next fact as online marketing
"gospel," for many people have proven its
Fact: Publishing and promoting with free articles gives
you one of the most powerful opportunities available to
tip the buyer's credibility scale in your favor.
How can we 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 practical purposes.
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 the author.
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 defences."
So remember these points when deciding whether or not to
use articles to promote your business:
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
2. Articles establish credibility quickly because, right
or wrong, we've all been trained to trust the
3. An article, or series of articles, will differentiate
you from the competition, who bombard people with nothing
but sales messages.
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.
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
about establishing credibility with your customers is so
important, especially with your online Business. It's bad
enough when you can physically see the person you are
dealing with. Imagine your new prospects apprehension
at giving you their credit card details on the 'net having
not ever met you or heard from you before. Now that's a
pretty big barrier to overcome...
How many times
have you walked into a store, only to be confronted with a
sales person who you intuitively just didn't trust. You
couldn't put your finger on why, you just didn't feel
comfortable talking with this person.
your customers feelings when all they have to go on is a
website. Their defences are on high alert and their B.S.
meter is looking for a reason to hit the back button at
the slightest provocation.
articles containing stories that customers in your market niche will be
interested in and having them published not only in your
own Newsletter but by hundreds of other website owners as
well will give your site residual traffic long
after you send the article out, because many website
owners will use your articles as website content instead
of in ezine articles, which will be around and read by
their visitors for years to come.
You must be so
careful to build credibility with your prospects from your
very first contact. Do this, and both your online and
offline sales should help put a smile on your face.
If you would
like to learn how to create powerful articles that
virtually force readers to visit your website, then Turn
Words Into Traffic will show you how to do just
compelling articles and submitting them to other websites
and ezines as free content is one of the highest leverage
activities you can do for your Business, because if people
like what they have read, then will often visit your
website to find out more information.
This is your
chance to make such a compelling offer that they will then
want to join your Newsletter or ezine
already earned their trust with the valuable content that
you gave them in your article, so if you can convince them
to join your list, you will have the opportunity to offer
them your products and services forever, if
you look after them and treat them right.
Find out how
to write just the right kind of articles that build trust
and credibility by reading Jim's Book, Turn
Words Into Traffic, so that when your reader visits
your site, they already want to learn more
from you...and you will be able to turn Your
words into your traffic...
Have you read through
the Subscribers-only Bonus Reports?
These Reports are
available only to subscribers. I know
some of you will share them with your friends and that's OK,
but they are for your benefit, not just anyone.
The lessons discuss several
additional strategies you can implement in your Business
to immediately increase your income - remember, your goal
should be creating Multiple Streams of Income, so that if
you lose one, your lifestyle isn't put in jeopardy.
Please write and let me know
if you find these additional Reports helpful, and if there
is anything else you would like explained further or added.
You can read these
additional articles by clicking on the Back Issues link in
the email I sent you to let you know that this Newsletter
was available, or by Clicking
Contact Information -
I welcome your questions and feedback, so
if you have
any comments ideas or suggestions for future articles, these would be
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