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Can you see how this approach is going to be easier to draw a video producer pro review in?  Most of all you want them to feel the pain that's ahead if they don't take action and do something about this problem. Another Angle : SPIN Selling SPIN is an acronym for Situation, Problem, Implication, Need. It’s a brilliant selling process that fits our story model. Here’s how it works. Situation: Your prospects have situations, events, happening in their life. The situation is simply “what’s going on”. Problem: Within the situation is a problem, a challenge, a threat, a roadblock to happiness. Implication: If we don’t get this resolved, then what? This is about pain, real or perceived. Need: To avoid the implication, resolve the problem and make the situation all happy, what need exists? When you’ve gone through the process of explaining the situation, defining the problem (why the bad situation is happening), and identifying the implications then the need feels obvious. You don’t have to sell – the prospect will see the need on their own. 

Put It All Together Now!

This is inspired by Andre Chaperon's brilliant Soap

Opera Sequence.

Here are the basic ideas:

• Stories sell

• End your messages with cliffhangers to build anticipation for your next video producer pro review.

• Create and use characters your customer can empathize and identify with.

• The characters deal with a variety of issues, like your customers, and these stories demonstrate how your product/service helps to resolve.

The Process

1. Make a list of all issues that your product or service can solve. 8-10 is ideal.


• blood pressure

• stress

• anger

• creativity

• problem solving

• relationships

• overeating / weight loss

• desire to change how feeling instead of resolving feeling

• focus / attention

• anxiety

• improved decision making

2. Create 3 characters that represent your ideal target prospects.

Examples: Claire didn't know she had a problem. Well, that's not exactly true -

- There were problems at work. She was bored, stuck, resenting her boss and co-workers. People didn't get her ideas and she didn't feel they respected her.

- The unhappiness at work was leading to binge activity. Binging on chocolate, cake and ice cream

-comfort foods.

- Problems in her relationship with Bob . . .

Robert had his own problems and they were obvious to everyone.

- High blood pressure

- A notoriously short fuse.

- Frustration in growing his own business, feeling constantly pulled in a variety of directions. Working harder and harder but not getting anywhere. Daughter Shyla

- Trouble in school because of instability at home.

- Loved dearly but she didn't feel it.

- More worried than her parents realize.

- Self-esteem issues.

For each, life improves as stress is constantly addressed through meditation, with profound new discoveries about themselves - as a result relationships improve, so do financial and creative results.

3. Each message has two parts - at least 2 of your characters are in the message, and you address two issues. It works likes this Message One: Thank the customer, express excitement, and open the story which will demonstrate how people like your customer have faced and resolved issues with your product. Briefly introduce your characters. Message Two: Introduce an open-loop story. Here's Bob", here's the situation, here's his problem, here's the implication of not resolving the problem, tune in next issue to see what happens. Message 3-10: First part of message: "Bob resolves his problem using your video producer pro review", but (second part of message) "Sally" has a problem of her own situation, problem, implication, tune in next issue to see what happens. And at the end of the message I then tie in the product to ensure the connection is clear with the story. And so it goes.

When I worked for Sedona Training initially we made an offer for a free demo cassette. All anybody had to do to receive that demo package was to give us their name and address. We received about 250-300 requests per day. To fulfill those requests required one full-time employee and 2 part-timers. And we paid our affiliates $1.00 per signup. We decided to change the offer to "Free Plus Shipping". The package was still "free" but we began charging $4.95 for shipping and handling. Initially we thought "Oh crap!" when daily requests dropped to 25-30 per day. But guess what? Sales didn't change. We sold just as many programs to the 25-30 as we were to the 250-300. How can that be? Because anyone truly interested in the $229 program was willing to spend $4.95 for the demo. And anyone who wasn't willing to pony up $4.95? Seriously? They aren't buying a $200 course. But what about the smaller mailing list? This also meant we weren't wasting money promoting ours, or other people's, $200 courses to people who wouldn't buy them anyway. It slashed costs in a big way and it didn't affect income, at all. I tell you this story because I now look at opt-in rates through the same lenses. Opt-in rates are the most overrated, and least important, of the marketing metrics. I want the best opt-in rate I can achieve but that rate has as much, probably more, to do with the quality of traffic as it does the offer. If I mail my list and tell them to go opt-in to a new list for a free $100 product I'm going to have a killer opt-in rate. If I make the same offer to .02 per click traffic the opt-in rate might kill me. The point here is that you need be clear on who you want on your lists, and who you don't - all lists are not created equal. That said - 30-35% with paid traffic is top-shelf killer. Below 10% and we have a problem. Anywhere inbetween I'm working on better traffic, better ads, and a better opt-in offer.


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