This Lesson On Motivation Will Put More Cash In Your Pocket

Hi there,

I hope you had a great Christmas and New Year and you’re back and motivated for 2009!
Now, 2 weeks ago I told you I’d have something special for you. Something about…motivation.

And I do! This is a vital lesson if you want to pull really BIG response from your promotions.

Now, do you know how to MOTIVATE your prospect?

The answer is…you CAN’T!

Right now you’re probably thinking that this lesson is shaping up to be one of the worst ever. How can I tell you that you CAN’T motivate someone.

Well, hold on because there’s a very valuable (and profitable) lesson here for you.

Its often been said that such and such is such a great seller, they could sell ice to the eskimos.
What rubbish. NOBODY can sell ice to the eskimos. They’re surrounded by the stuff. It doesnt matter what you try, the eskimos just wont buy ice. A smart marketer would be in there with a truckload of heaters instead.

They’re just not motivated.

Let me give you a real example. Lets say you’ve got a program on running a marathon you want to sell. Now, you could be the sharpest marketer in the world, the most prized and decorated seller. It wont matter one bit.
You see, if you’re not interested in running a marathon, it wont matter if I tell you:
- You’ll get so fit running a marathon and feel fantastic
- The sense of achievement will help you achieve anything in life
- You’ll have a great time running with lots of other like-minded individuals
- Members of the opposite sex will be drooling over you once you get all toned and fit from your training.
you wont want to run one regardless of what I tell you. There is no way I can motivate you to get out there and start training.
So, your job is to find either someone who wants to run a marathon, or someone who ALREADY wants one or more of these benefits and CONVINCE them that your program is what they should have.

That’s right. Your job is to find people who are already motivated by something, and then CONVINCE them that YOUR solution is the one they should have to fulfill their goals.

That is your JOB.

You’ve got to get inside your prospect’s head. Find out what motivates them, what they want, what they need. And then show them that your product or service meets that need.

Again, lets say you’ve got a product on making money online. Well, lots of people aren’t interested, so don’t waste your time educating them. But some of them might want to earn some more money in their spare time. So, if you understand that motivation, you should use this angle and tell them how they can use the internet to create an income at home.
This way you’re not trying to motivate your prospect. All you’re doing is unearthing the motivation that’s already there and showing them how your product on internet marketing will help them achieve what they’re already motivated to to!
In fact, even if 90% of your prospects arent interested in your product or service, don’t worry. Just ignore them in your promotion.

You’re not going to sell to them anyway.

So go find out what motivates your prospects, and write to them directly, and for goodness sake don’t fall into the trap of thinking you can educate and motivate your prospects. If they aren’t motivated by now, you’ll never do it for them.

OK, now I hope you’ve already got some goals set for 2009. If you want to book me for a promotion, I just want to let you know that I’m getting very heavily booked, so I recommend we schedule some time now for your promotion. Even if you’re unsure what you need, at least getting some time booked in means you wont potentially face a lengthy wait.

Next week, I want to tell you why copywriting is the most important skill you can learn for your business. It’ll make you or break you, and I’m going to have to let out some steam about what frustrates me so much about any marketing seminars (and the internet ones are the WORST!).

Until then, I’ll try and stay calm until I write to you next week.

hugh-thyer