Someone was asking me how to accelerate their Internet Marketing efforts.
They’d be putting in many more hours, sleeping less, were getting run down, and worst yet, felt they were on the edge of a nervous breakdown.

Worst still, they only saw a small increase in their results.
It’s physically impossible to increase their results, they proclaimed.

Not necessarily, I said.

You’ve been working hard, yes?

Yes, It’s killing me.

That’s the problem. You don’t need to work hard.

Nope.

There are two components to time usage. Quantity and quality. Instead of working hard, you need to work smart too.

This is what I told him.

We have several factors within our work framework:

• We have 24 hours a day
• Depending on your biorhythmn, you need about 8 hours of sleep a day
• You have between 16 waking hours every day
• You will spend about 2 hours eating each day
• You will spend about 1 hour in the toilet and shower
• You will spend about 1 hour travelling each day

That leaves 12 hours of work time.

If you have a full time job, that will take another 8 hours a day, leaving 4 hours.

You may just have 4 hours a day!

If you watch 2 hours of TV each day, you’ll kill off half your productive time.
Is it any wonder why many complain they don’t have any time to grow their business?

How you use your time each day will determine your results.

Here’re 3 ways to squeeze more time.

• Planning helps (a great deal!)

Spending 5 minutes at the start of the day is akin to planning your destination before setting out on your journey.
Knowing you will have 4 hours and deciding how you want to spend those 4 hours will be best.
If you wait to see what free time is available, there’ll usually be nothing left.

Planning your time means cutting out and making the time available to do the important tasks.

• Most important things first

The toughest tasks will usually be the ones that give the most leverage in accomplishing our goals.

Do those first, especially when you are fresh.
Putting them off another day will delay the achievement of your goals, and ultimately the outcome you desire.

• Make it a pattern

Perhaps the most important. It takes 21 days to establish a new behavioral pattern. (Try waking up at 4am and start your workday at that time every day)
It will be difficult at first (as with all things), but as you establish new inertia, your new behavior will become unstoppable.

Taking these 3 simple steps will bring you massive results.
Test them out and leave a comment.

Rational and Emotional Appeals

We’ll skip the intellectual appeals because this should be second nature.
More than 90% of sales appeals are geared towards giving the product’s factual features or benefits.
Most of the time this doesn’t work.
Consider using emotional appeals instead.

Emotional Hotspots
Emotional Hotspots are a prospect’s sensitive areas. Their Achilles’ heel, so to speak.

  If triggered, these hotspots will leave the prospect defenseless.
If you drive a prospect’s emotional hotspots and you are successful, they’d be powerless and usually buy the product or service.

Let’s look at some practical applications.
Interweaved in this are elements of features, benefits and needs-based selling.

Rational-based appeal:
“By this MP3 player which comes with 4gigabytes of storage space, latest communication technology USB and bluetooth connectivity.High capacity NiMH battery with 5000 mAh capacity. Use the EzTunes software to transfer files.”

Emotional-based appeal:
“Enjoy hundreds of hours of your favourite music and enjoy your favourite tunes on the move. Supreme portability and convenience as you wirelessly transfer music to and from your desktop.”

Emotional appeal can target higher level values like comfort, luxury, prestige.
You are more likely to get a consensus when you focus on the macro perspective (it will improve your quality of life), rather than the micro (“what’s the battery life like?”)

As you get the prospect more involved in your presentation, you’ll be able to direct the flow of the transaction and they will follow your lead.

Poll the prospect
By asking the prospect the attributes that they’re looking for (reliablity, effectiveness, durability) you can continually emphasize those attributes.

Appeal to emotional attributes
For a customer who’s interested in durability, they would particularly keen if they find out your product is designed and engineered to provide ten years of trouble-free service.

For a customer who’s interested in effectiveness, an analysis showing that it’s more powerful than competitive products would help address their needs.

Emotions can be a double-edged sword.
As you probe the prospect’s emotional responses, you will also discover their points of sensitivity.
This will help you refine your approach to enhance the chances of success.

After coming up with yesterday’s post. “The three types of Internet Marketing sales techniques“, and offering to share information on the most powerful technique, I’ve seen some interest on the blog and outside of it for the information.

And my partners have been asking me if I really want to share this information.

I’ve told them yes, it would be useful and helpful for my readers.

And it will be the first time too, that I’m explaining and sharing this information.

It will be published in the next day or so, and i’m currently editing the information.

Thanks for your patience.

Cheers,

Have a comment?

List it below:

We are all familiar with the Internet Marketing millionaire success drill.

• Drive Internet traffic to your site
• Convert traffic into sales
• Crosssell and upsell complementary products

Further refinements include:

• Increase traffic
• Increase conversion rate

Sounds simple, doesn’t it?Step-by-step success should come in a month, shouldn’t it?

Then why do 90% of affiliates never make a sale (aside from perhaps buying from their own affiliate link if it’s permitted)?
Why do these 95% conversion rate items on affiliate networks like Clickbank and Commission Junction NEVER translate to a sale on YOUR site? Or maybe just one or two sales?

I was wondering the same till I analyzed my business strategy.

Here’s what my analysis showed.
It’s lies mainly in the failure of the sales technique.
There are three types of sales techniques.
A lot of people only teach two types.
In fact, the business and Internet Marketing courses will teach both types.

Shockingly, most do not teach the third sales technique.
Is it because they choose not to teach you the third sales technique?
I’d like to think they’d want to help you increase your sales.

Perhaps they’ve had the sales technique ingrained and they’ve neglected to mention this technique.

Here’re the two sales techniques that almost everyone teaches.
They work and are the foundation of many sales programs.

• Sales Technique 1: Feature/function-based selling

This sells the functions of the product or service.
It’s a ‘functional’ approach.

You buy a car, it has 4 wheel and an engine.
The car brings you from your home to your office.
You can carry groceries in the trunk of your car.
You can go on vacations, driving to distant locations in your car.
A car is great, isn’t it?

Does it work?
Sure, it does.
You buy an iPod, you can to listen to music.
You go to a restaurant, you get a steak.
You go to the theater, you watch a movie.
It’s very WYSIWYG (What you see if what you get).

Does it work in sales?
Sure, it does.
Most people sell based on this technique.
It’s the most basic sales technique and people do buy based on features and functions.

• Sales Technique 2: Benefits-based selling

This is higher up the sales chain.
You’re selling benefits, what does the product do for the client?

A car provides convenience, luxury, social status for it’s owner.
Eating at a top-rated restaurant where it’s almost impossible to get reservations MEANS you have sufficient influence and social status to get it.

Benefits-based selling means the product benefits it’s potential owner in some way.
Would you benefit from purchasing an Internet Marketing product if it meant your business would grow very large, you would have more free time, and you didn’t even have to touch your business anymore?
If you did, you’d certainly buy into the benefits-based selling model.

A comparison of features/function-based selling versus benefits-based selling

• feature-based selling is more descriptive.

You need to have an understanding of your product in order to sell it successfully.

• On the other hand, benefits-based selling requires deeper understanding of how the product can improve the quality of the customer’s life. How will the car’s 4 wheels and engine improve how the customer lives, works, plays.

How will an xbox360’s series of blinking graphics and home theater sound improve the game players leisure time?
Once these have been detailed in a clear manner and presented to the client, they’re much more likely to buy.

However, I’ve found that the most interesting and effective sales technique is the third sales technique, because it:

• engages the customer and creates a sense of ownership
• if successful, will create a compelling and unbearable urge to buy.
• Because it taps into many powerful urges and needs, it will pull at several psychological drives and create a powerful irrestible compulsion and desire.

If there is interest, the third sales technique will be covered.

Do leave a comment.