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Know Your Target Market

By Kathy Dobson

Republish: EasyPublish™ Published: 25Nov2009 Word count: 678 Viewed: 235 time(s) Get Free Content For Your Site

If you've ever tried selling something, you will no doubt have discovered that there are certain words and phrases that work to motivate people into buying. These words and phrases are referred to as "hypnotic words."

Writing successful sales pages for your online business is not a lot different than selling something offline. Your sales copy must be constructed around proven hypnotic techniques. In other words, if you choose the right words and place them in the right place, you will be legions ahead of your competitors and you will be making money.

Most of the well known marketers know this and use hypnotic and psychological marketing techniques that capture visitors and won't let them go until they buy the product or service offered. You can do the same.

Certain words...that are very powerful will motivate and stimulate specific actions from your readers.

Here's the proof. How many times have you clicked on a sales link that mentioned something for "FREE?" Or possibly you were being offered some "newly discovered secret" or "hidden technique" that you just could not ignore? These words tap into your emotions (and there is nothing logical about emotions)...they exert an hypnotic pull on your curiosity and we just can't help ourselves until we click the link and see what it was they were offering for free or what the "big secret is."

The key to success with "words that trigger" is to know your potential market. Without this knowledge, you won't know which keywords are their hot "triggers." Ask yourself what keywords are your potential customers using in their search? You must appeal to their self interest or you will loose them.

For example: because of the stressed economy, more and more people are turning to the Internet and work at home solutions for added income. The "Work at Home" niche is extremely popular right now as the allure of working in the privacy of your own home, with very little overhead, is hard to resist.

Some emotional keywords that would work with this niche are:

Money
Work at Home
Easy Income
Need more money?
Earn money while you sleep
Get Rich Quick

So, short of reading their mind, how do you know what word "triggers" will work for your niche? Simple...you ask them! That's the only surefire way to find out exactly what your customers want in information and products.

Surveys are perfect for this. In fact, there is a reason that most surveys ask the same questions of their potential buyers, so copy what works:

1) What your customer will buy (software, mentoring, ebooks, scripts?)
2) What is their time frame and when do they plan on purchasing?
3) How much they plan on spending for the product
4) How the product or service will serve them...how they will use it.

Obviously you can see the merits of knowing this valuable information. This will give you a peek into the mindset and wallet of your potential customers. There is no guesswork involved with this kind of marketing.

You can add to the list with your own questions, just don't make the list too long or involved or they might loose interest. Keep it simple, with clear questions and wait for their responses. Some people even offer some sort of gift to those who participate. After all, they are giving you their time.

From the information you've gathered, make a list of the emotional "trigger" words that you feel would work in your target market...campaigns, emails, forum postings, newsletters and sales pages.

Most importantly, never miss a chance to show your good manners or to show your appreciation for your customer's loyalty and business. Using the emotional triggers of "recognition" and "making them feel special" will go a long way to keeping your customers content and buying from you.

Understanding your target market is the first step to using the right emotional triggers and hypnotic words. It may cost you a little time and effort to find out this information, but it will pay off in the end with increased conversions.

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