Think your current marketing is missing something?
Allow me to show you how to…

Use These 13 Psychological and Emotional Research Techniques to Scientifically Bypass Sales Resistance and Make Sure Your Audience Gets Your Message LOUD and CLEAR

 

From the desk of Julie Anne Eason
Direct Response Copywriter

Dear fellow entrepreneur,

Recessions, failed banks, unsteady markets--it's enough to make anyone wonder about their own security in the business world. The good news is people still buy what they need and desire. And it's your job to make sure they choose you over your competitors. How do you do that? Let me show you.

Imagine you just received a project in a box. You’ve been told if you handle it right, this project will help millions of people live better, and make you plenty of money in the process. You shake it—the rattling sounds promising, so you tear open the wrapping and find a colorful, challenging jigsaw puzzle. Depending on preference, you may have a couple of different reactions:

1) Great! You love puzzles. You start to search for a pair of scissors to open the box. But wait, you were supposed to go over those reports… and there’s that conference call…and the lunch meeting. You guessed it; the puzzle gets put on the back burner indefinitely.

2) Ugh! You hate puzzles. They’re complicated, take forever, and you can never get all the pieces to work out right…

Can’t someone just solve the puzzle for you?

I’m Julie Anne Eason, and I absolutely love puzzling copy projects like sales letters and email marketing. My method of writing copy is like putting together a puzzle. At first, all I have is a jumble of old marketing pieces, product descriptions, recorded interviews, maybe some testimonials. I start by dumping them all out of the box and going through a very specific process.

• I flip all the pieces over so I can see them.

• I organize them by color.

• I pull out the four corner pieces and the flat sided pieces. 

• Then I build the frame, and fill in the picture bit by bit.

The whole process of creating a cohesive sales piece out of a hundred tiny pieces makes me happy, but…

Have you ever noticed what happens when you get to the end of a puzzle and realize you’ve got missing pieces? You get a sickish feeling in your stomach. You feel deflated, defeated…and you don’t bother to finish it. You just chuck it in the trash—disappointed. What once held so much promise is now useless and you have to go find something else to satisfy you.

That’s exactly what happens when people read ineffective marketing copy. If there are pieces missing, your prospect won’t bother to finish reading—they’ll just move on to something else. And where does that leave you? Broke.

The late, great copywriter Gary Halbert used to say…

When all else fails, give the people what they want!

Sounds simple, doesn’t it? But what—exactly—do your customers want? You see, that’s the real puzzle. You might think you’ve got it all figured out, but…

If you really know what they want, why aren’t your sales through the roof?

What’s the missing piece of the puzzle…

Is it your offer? (maybe)

Is it your price? (probably not)

Is it your customer service?

Or could it be…

Your marketing.

If you aren’t 100% sure what your market wants, you’d better find out quick. Before your competition does. And there’s only one way to do that…

Superior Market Research

Now, market research is a whole field unto itself. You can pay hundreds of thousands of dollars for serious in-depth profiles of your customers, their needs, their wants and what turns them on. Unfortunately, this step is all too often totally ignored. And guess what? That means your customer is totally ignored. Bad move.

Fortunately, it’s easily corrected. Ideally, in-depth market research should be done before you even roll out your first product. (After all, you can’t serve a market if you don’t know what it wants.) But you can—and really should—research your market frequently.

Part of my copywriting method uses in-depth market research techniques to

 

Thoroughly understand your customers and market to them in their own language.

 You see, every piece of copy I write goes through a rigorous 13 step process focused entirely around your customer. Your new sales piece starts with

 

A powerful 7 point psychological audit

There are seven psychological hurdles every sale has to clear in a prospect’s mind before he or she will buy anything. Most copywriters don’t understand this, and so they address only a few of the vital issues. If you’re lucky, your customer will fill in the missing information and you’ll make a sale. But what if you leave out the one thing that could clinch the deal? My copy addresses all seven issues so nothing is ever left up to chance.

Next, your project gets

A 5 point emotional response audit

People buy based on emotion justified with rational facts. If you only have the facts—the benefits and features of your product—you’re once again relying on your customer to fill in the blanks. (In this case, the emotional ones.) Maybe they will, maybe they won’t. It’s a crap shoot—and not a very smart way to run a business.

There are only four emotions—mad, sad, scared and glad. But there are hundreds of emotional benefits that connect deep down and compel your customer to buy. Some of them have been proven to get people to TRY a product for the first time, and some will get a customer to REPEAT their purchase and become loyal to a certain brand. If you mix up the two, you could confuse the customer. And a confused customer won’t buy. But…

When you’re able to tap into the real emotional response your customer feels and tie it directly to your product’s benefits and features, you’ve got a winning piece of marketing.

My five-point emotional audit gets to the heart and soul of the piece and makes sure you’re leveraging emotional benefits properly.

Finally, the whole piece gets

An overall personality audit,

(So you don’t bore the pants off your audience!)

After all, if your customer can’t get to the end of your piece, how can you expect them to order? It’s that old sales maxim ringing true: your customer has to know you, like you and trust you in order to buy from you. The marketing landscape is littered with stuffy, intellectual, corporate identity pieces. (Yawn.) The last thing the world needs is another dull, lifeless, BORING ad. And honestly,

You have a few precious seconds to capture your customer’s attention—Don’t blow it.

 

Julie does the heavy lifting for my sales letters... I knew I needed to tell a compelling story about my service and products, but found it difficult to do the actual writing. I had never used a freelance sales letter person before, and it was scary. But Julie understood my business fairly quickly and did the heavy lifting so I could focus on other things. We can’t all have expertise in every area. It’s important to do what you do well and find someone else who does the other parts better than you can. Then it’s a win-win for everyone. If copywriting isn’t your strongest area, I recommend you contact Julie and let her handle it. She’s very timely, asks good questions, and gives great food for thought.

Sharon Livingston, Ph.D. President, The Livingston Group and Sharpen the Focus Institute

Click here to contact me

So back to that copy puzzle you’re trying to assemble. These audits are the framework for the pieces of the puzzle…the similar colors, the corners, the flat edges, all the things that eventually lock together to paint your complete sales picture. If you skip a step, that puzzle gets a whole lot harder to complete. You might still get there—but what a pain in the butt! Why not do it the easy way to start with?

I can only think of a handful of copywriters who put this much research into their work. And even fewer who use this unique combination of proven psychological and emotional triggers in their copy. But let me get one thing straight, we’re not using these techniques to trick or coerce your customers into buying your product against their will. The fact is people today are bombarded with literally thousands of sales messages everyday. We’ve all developed filters and B.S. sensors that unconsciously screen out just about everything we perceive as advertising. It takes extraordinary measures to

Bypass sales resistance and

make sure your message gets through.

That’s why you have to use triggers and emotional responses—because a customer’s subconscious brain will do everything in its power to block out your message entirely.

Now, I didn’t invent the techniques—they came from the brilliant minds of Sean D’Souza and Drs. Sharon and Glenn Livingston. What I’ve done is combine their insights (along with some other tricks I picked up along the way) into my own unique copywriting formula. I firmly believe

These psychological and emotional audits have the power to spin your ordinary marketing pieces into

PURE GOLD.

 

Not just a writer...a "business inventor" I hire Julie Anne when I need a reasonably priced, fast-turnaround, reliable copywriter who understands persuasive long form copy. A good copywriter is actually a “business inventor”…identifying benefits the business owner might not see and stringing them together into a cohesive sales argument which can be used throughout the business. Julie Anne delivers. I recommend her for your next copy project—she’s professional, easy to work with, and a real go-getter.

Glenn Livingston, Ph.D. CEO PsyTech Publishing and The Livingston Group for Marketing

Click here to contact me

Now, maybe you’re thinking this all sounds great, but I’m still not convinced direct marketing will work for my business.

If that’s the case…

If you truly believe talking TO people and having meaningful conversations directly WITH them won’t sell your products…

If you’d really rather talk AT them with INTERRUPT marketing and “brand awareness strategies.” Then I suggest you

Start saving your pennies because you’re in for
some seriously rough times ahead.

The biggest brand names in the world, the Kings of Interrupt Marketing, are embracing direct response (primarily through social media.) They know this kooky little invention called the Internet is gonna go somewhere—their customers are here, talking to each other and making buying decisions based on what their friends think. It just makes sense to be a part of that ongoing conversation; to tell your side of the story and demonstrate your benefits directly to the customer. The old days of throwing heaps of money into a media campaign and hoping the right people watched it and believed it are rapidly coming to a close.

When the consumer has the power to turn off, fast-forward, or block your advertising,

You’d better find a new way to talk to them…Fast!

You could try to find that better way yourself and write your own marketing. Or you could use any old run-of-the-mill, low-end copywriter.

But first take a minute to calculate how much

time it will take you to figure out your market’s psychological triggers

effort it will take to dig down and understand their emotional purchase motivations

money it will cost if you get it wrong and have to start over—again

In the end, it makes much more sense to simply…

Hire me to solve the puzzle and

Get it right once and for all

 

New ideas and perspectives for your business... We had plans to create a newsletter for users of our various websites, but it was a project that could not find its way to the top of our To-Do list. We finally decided to outsource, and Julie has been writing for us monthly since the very first issue. Hiring an experienced copywriter introduces new ideas and perspectives to your business, and Julie has a strong understanding of branding and marketing online. Her insight would be beneficial to any business. If you’re looking for a fresh perspective on your marketing, I recommend contacting Julie. She’s professional, friendly and we’ve enjoyed working with her over the past year and a half. She is a valuable part of our efforts to communicate with our users.

Simon Hickey Performance Marketing Solutions, Inc.

Now, some big-time copywriters hire a team of juniors to do most of the writing for them. (I know. I was one of those juniors for a very short time.) I never do this. I work every project myself, from the very first research to the final touch ups. Because of this dedication to quality, I can only take on a few projects per month. As you canimagine, that leaves a lot of people out in the cold. I’m very picky about what projectsI accept and often have a waiting list of clients who’ve paid to get in the queue. And they’re willing to wait because

I guarantee my work 100%.

Obviously, I can’t guarantee your results because there are simply too many variables in your business that I have no control over. However, I can guarantee you’ll be thrilled with your copy. My audit system means I get the message right the first time. Most of my clients only require a tweak here and there before the copy is ready to go live. That saves you tons of money in wasted time and lost revenue.

So, if you’re interested in having me work on your project—don’t wait. Contact me right away so we can discuss the details.

 

 

I was really impressed with your work. You spoke directly to our market and offered sound, detailed advice customized to their sensibilities. I so appreciate your efforts. Excellent job, again, Julie! You really GET our audience, and you are a great writer. I appreciate it so much!

Joy Keller IDEA Fitness

 

You did a great job on our skin care copy, Julie. Thanks for the quick turnaround! We'll be in touch as new projects arise.

Bernard Williman Preval Group

 

You've got these pieces down pat, Julie...and you're making my life a lot easier. So, thank you! I can't say it enough, "I love this piece!"

Bobbi Harrison Healthcare Traveler

 

Great job! We were thrilled and honored to be written about so effectively. Thanks!!

George Cohen Napa Valley Wine Storage

Look, you can be one of thousands of businesses struggling to stay afloat, or you can make another choice. You can choose to thrive, even in a down economy. All it takes is a little action in the right direction. Whether you're an independent entrepreneur or CEO of a large successful company, if you're looking for results-oriented marketing, give me a call. I'd love to talk with you.

Best of success to you!

Julie Anne

 

P.S. I’m not asking you to take my word that my system of psychological and emotional audits works. Make sure you check out the samples provided to see for yourself.

P.P.S. There are so many marketing options these days, it can be confusing to choose the right one. Do you focus on direct mail, a killer website, brochures, press releases, print ads, social media, SMS? What if something comes along next week and makes everything else obsolete? It’s enough to paralyze you and delay action indefinitely. BUT HERE’S A SECRET FOR YOU—they all work if you have the right copy, directed to the right audience, with a solid traffic stream flowing through it.

If you’ve been struggling to find the right message and the right vehicle to reach your market, you’re not alone. I see it all the time; and I’d like to show you the solution. Give me a call and let’s work together on the problem. Your customers will thank you; your accountant will thank you; and you might just sleep better, too.