You’re not a mind reader? Here’s how you can read your target market’s mind…
“What’s the next piece of information this guy’s gonna feed me?”
“Is he just trying to get me to buy something?”
“How do I know I can trust him?”
“How do I know this isn’t a scam?”
Everyone who is currently your client, is thinking about becoming your client, or who used to be your client has asked themselves these questions. Or they’re asking themselves these questions right now.
Your job as copywriter, marketer, entrepeneur is to first off…
Accept that everyone has these doubts. You have them too! In fact, if you’re like most of us, you’ve never bought a single thing in your adult life without answering each of these questions, be it consciously or sub-consciously.
Answer these questions to yourself about your business, as honestly as possible. What I mean by this is if you really are just trying to get people to buy something – be open about it! Or if you have other motives besides money, think about what those might be. How do people know they can trust you? Who are you anyways? Why should anyone listen to you?
Communicate your answers to your customers (that’s where the copywriting/ phone calls come in).
I’ll go through these 3 steps about my own business, so you can see what I mean.
1. Am I just trying to get you to buy something?
Yes and no. Yes, I want to make money because to me money means time with my loved ones, vacations, the ability to help others. But I’ve chosen a profession that helps other people make money so that they can accomplish their dreams too.
Who am I anyway?
I’m a guy who happens to be passionate about copywriting and marketing. I’ve done quite a bit of it and have a good sense of what works and what doesn’t. I’m not the greatest copywriter in the world, but I’m a good one who knows how to get results, and I like sharing what I know. It makes me feel special and warm inside. lol..
How do you know you can trust me?
Well, I wish I had a great answer for this but I struggle with the question myself.
I have only two things I can offer you as answers: 1, the testimonials of my clients whose results show that I can be trusted when it comes to copywriting and marketing, and 2, the information on this blog. If you read through it, and decide for yourself that I know what I’m talking about, then I believe I’ve earned your trust.
So, there you have it.
I’ve just poured out my heart and soul for you! (and hopefully I haven’t sent you running!)
Sometimes admitting that you don’t have a good answer, or that you don’t know the answer, shows just how genuine and trustworthy you are.
That’s really what the point of this exercise is – it’s to show you that when you’re in front of your customers, either in person, in writing, or on the phone – keep in mind that these questions are perculating inside of them. The best thing you could do is be like a mind reader – answer these questions before they can even ask them.
And answer them honestly, even if it means admitting a fault or saying “I don’t know”.
Keep in mind, making sales is not a Miss America contest!
Customers aren’t judges – they’re ordinary people like you and me who want to do business with someone who will treat them like a dignified human being and who can solve a problem or two that they have.
Till next time,