Strategies for Effective Marketing
Generate More Sales By Knowing Your Prospects!
According to scientific theories, the universe is held
together by the Law of Attraction.
In physics you were taught that the Law of Attraction is a
force acting mutually between particles of matter, tending
to draw them together.
A Law of Attraction also operates in selling. It is the
formula, the process, the method, the plan and the act you
employ to attract your prospect.
The more you know about our prospect and the situations
that control their acts, the more quickly you can attract
them.
Attracting the prospect calls for a combination of science
and art. Science instructs you what to do. Art teaches you
how to do it.
Through observation, experience, reflection and reasoning
you can analyze the prospect. You can uncover the reasons
that influence and motivates them to act.
Prospects are governed and motivated to action by ideas.
Compounding ideas into a scientific sales plan and
presenting them in logical sequence stimulates reaction and
leads to quick results.
This reaction will be favorable if the plan to convey the
idea is scientifically prepared.
In analyzing the prospect, we find their acts to buy are
controlled by three main sources!
The first source that motivates a man to buy is interest.
People have many interests, but sift them all down and you
find that they have three main interests in life. On these
three interests are based most of their reasons for buying:
The first interest in a prospect’s life is their family.
They buys things to aid them and to give them comfort and
good living.
The second interest in a prospect’s life is their vocation
or business. They buys things to resell, things to use in
their own operations, or things that help them to be more
efficient in their activities.
The third interest of a prospect is to add comfort and
pleasure to themselves and to satisfy their own personal
wants and desires.
In making an analysis of these causes and interests, we
discover that they may be influenced by certain advantages
and the effect they have on the life of the prospect:
The first advantage that the prospect desires is happiness
or peace of mind. The prospect derives great satisfaction
from what they buys. They feel that they are really doing
something worth while.
The second advantage the prospect desires is the gain of
health. They place a great value on this because it is
their greatest and most important asset, and they will buy
almost anything if they are convinced that it will improve
and safe-guard their own or their family’s health.
The third advantage they desire is a gain of money or
wealth. The prospect realizes that it is necessary to spend
money to earn money. Therefore, they will buy those things
on which they can make money or those that he can resell and
make a profit.
Thus you have a direct road to the prospect’s interest, a
direct road to the sources of their decision to buy, and a
road map of the advantages by which you can attract them.
You have a psychological background. This is the
foundation on which to create you scientific sales plan.
With this scientific knowledge and information about the
prospect, you can create thoughts and ideas from within
that will attract them, and by gaining their confidence,
you can sell them your particular product.
Thoughts about the thing you want to sell, built around
their interests, their needs and their wants will convince
them to buy.
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