The Underdog Millionaire Blog » fear marketing

Fear Marketing- How to Get Your Emails Opened

Joshua Black — Tue, 10 Aug 2010 13:19:51 +0000

If you own any kind of business that has at least a tiny web presence, then you are probably sending out emails to your customers.

Whether you are contacting them on a frequent basis (just like us at the Underdog Millionaire) or you are occasionally sending them something to remind them you are alive, you want your customer to open the darn thing first, right?

Just like getting your customer to open your direct mail, there is a nice tactic that you can use to have your customers flock to open your emails as if their lives depended on it…

…and actually that is EXACTLY how you are going to position it.

We are talking about fear marketing…

woooooooooooooooooooooooooooooooo!

Now before you get your brain in a tizzy over this, we are not about to do ANYTHING illegal or unethical, so keep your itchy finger off of the “unsubscribe” button for just a second and hear me out.

Fear based marketing is a positioning tactic that you are going to take with your product. It’s all about removing a pain in the customer’s life.

People will bend over backwards to get some sort of pain out of their lives, spending almost anything necessary to IMPROVE their situation, but they will delay adding pleasure for all kinds of different reasons.

When you add fear marketing to mix, you are showing your customer that they will face some kind of a loss if they don’t purchase your product, or their quality of life could be worse without you in their lives.

You are not going to terrify your prospect, although that sometimes works.

You are just going to give them a little nudge over the cliff to get them to start thinking about “what if” situations, where something bad could be happening to them if they don’t purchase your product.

For example:

Let’s say that you own a car repair shop that specialized in brakes. The headline of your customer email might read “Did you know that the number one cause of traffic fatalities is brake failure? Protect your family today”

Maybe you own a landscaping company and you are pushing mulch this month- “Did you know that without mulch, you could lose thousands of dollars in landscaping in a single, hot day?”

…or maybe you have a professional consulting business of some kind that sell intangible products- “How the average business owner can get sued if they avoid doing this one thing”

It’s all about getting that email opened. Remember, you can write the best mail possible, but if there are no eyeballs looking at it, then you have wasted your time.

Fear marketing is just another tool in your small business toolbox. It’s not something that you will use every day, but when you do, it can have a BIG impact on your open rate.

If you want to learn even more about copywriting and you want the simplest way to develop a sales letter, advertisement, or even an email that sells like golden hotcakes, then click on over to the Underdog Sales Letter System.

NOW it’s your turn. Give me an example of when you were influenced, or have influenced your customers with fear-based marketing.

Until tomorrow,

Joshua Black

www.sales-letter-system.com

*******************************************
Copyright 2010, Outer Limit Productions LLC.
All rights reserved.

Download these other great products to help
your business earn huge piles of moolah:

http://www.product-pricing-strategy.com
http://www.how-to-business-network.com
http://www.ranking-higher-seo.com
http://www.UnderdogMillionaire.com/blog
http://www.sales-letter-system.com
http://www.closing-the-sale.com
http://www.information-product-report.com
http://www.UltimateUSPcreator.com
http://www.underdog-success-formula.com

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Copywriting Can Increase Your Sales 100% or More

Joshua Black — Mon, 05 Jul 2010 21:45:19 +0000

Copywriters around the world may feel
as if they are the only ones that create
a sale.

However, the real fact is that good copy
is only about 30% of the equation. The
other 70% of the equation is two other
critical things:

A product people want

A starving crowd

…seems like copywriting isn’t that important
after all eh?

I mean, if you have a starving crowd of customers
that just can’t wait to get their greasy, little
mitts on your product that they REALLY want, then
what is the point of copywriting?

Well, let me put it in another way:
You need copywriting so that your customer knows
your product or service exists for them to buy.

If your customers don’t know that they have
the opportunity to buy your product or service,
then they WON’T buy it. Period.

That’s why you need to complete that last 30%
of the puzzle.

Too many small business owners rely on word
of mouth, referrals and just street traffic.

If you use targeted, direct marketing with a
powerful sales letter, you can increase your
sales by 100% or more.

There is a simple formula for copywriting
that you can use to create a powerful sales
letter to bring in customers like…

…well, like a bunch of customers that want
to buy something.

Here’s the formula:
1. Headline- got to get their attention
2. Lead- bring the customer into the copy
3. Story- put the product in the customer’s life
4. Call to action- get the customer to take action
5. Close- get the customer to make the purchase

Copywriting is not just for people that sell e-books.

Copywriting is not just for people that have
physical businesses.

Copywriting is not just for service businesses.

Good copywriting is for EVERYONE that sells
ANYTHING. However, it does require a long learning
process, with a lot of testing and research.

If you want to shorten that research process and
learn how to QUICKLY create sales letters that
could really energize the sales of your small
business, then check out the Ultimate Sales
Letter System.

www.sales-letter-system.com

Until Tomorrow,

Joshua Black
www.sales-letter-system.com

P.S. If you are currently facing an issue
in your small business that is really holding
you back, try a one-hour makeover and turn it
around.

Click on the link above to find out more.

*******************************************
Copyright 2010, Outer Limit Productions LLC.
All rights reserved.

_________________________________________

How Euthanizing a Puppy Can Save Your Sales

Joshua Black — Fri, 30 Apr 2010 13:23:40 +0000

It’s Friday, so I thought I would talk
about puppies. Everyone likes a puppy,
even people that don’t like dogs.

This post is going to be a long one, so hold
on to your seat.

Today I’m going to teach you a little trick
that came to me in the car yesterday during
an “a-ha” moment as I was driving and listening
to business books on CD.

I was so excited to write it down that I
almost went right through a red light.

…it’s ok Mom, it didn’t happen.
(she’s on my list. It keeps me honest)

Anyway, I was daydreaming about business
as I usually do, because I am not quite right
in the head.

I think most people daydream about vacations
and other things, but I daydream about business.

…so I was thinking about all of those
restaurants and bakeries that have to get rid
of their day-old inventory and they sell it
at a discount.

It’s almost always sold in a negative light,
such as “day old bread,” “leftover whatever,” and
“factory seconds.”

What if we all took a page out of the marketing
book from the most surefire way of closing a
sale…

The puppy that is about to get euthanized at
the animal shelter.

You see, many shelters don’t have the room to keep
all of their animals, and many of them only have
7 days to adopt them out before they are to be
euthanized when a “fresh batch” of puppies comes
in.

These brilliant marketers at the shelter know
that it is almost impossible to turn down the
face of a smiling puppy, especially when you
throw in the fact that “if you don’t adopt this
little guy right now we are going to kill him
tomorrow.”

It takes a strong customer to walk away from
that message…emotional selling at its finest.

So, that gets me to my epiphany in the car, which
is my dog’s fault by the way. He made me think
of it.

What if you were trying to sell leftovers, last
year’s model, chipped or dented items, even
something used?

I even went as far as to think how could my friend
Grant apply this to his garage door business…

I thought what if you turned your damaged products
into something fun, like an adoption. Instead
of putting up the same, boring sign on the counter
and saying “dried out cookies 1/2 price,” you
could say “keep these cookies from being euthanized,
adopt one today.”

Of course this is meant to be 3/4 funny, 1/4 serious,
but you will instantly put the image of that cute
puppy into the customer’s mind and they may equate
that good deed with the purchase of your discounted
products.

You could do this with ANYTHING that you are trying
to get rid of and saving a lot of old inventory
from the garbage.

If you want to create a system for your business
where you will have very little inventory left over,
check out the Ultimate Pricing Report here:

http://www.product-pricing-strategy.com

Learn how to work less, earn more, and have more time,
all with a completely new thinking in your pricing
strategy.

Until tomorrow,

Joshua Black
*******************************************

Download these other great products to help
your business earn huge piles of moolah:

_________________________________________

3 Tips to Sell More Stuff- Scare Your Customers Before Halloween

Joshua Black — Wed, 14 Apr 2010 13:40:45 +0000

One of the biggest motivators for closing
a sale is fear.

Now, I’m not talking about horror movie-
type fear. I’m talking about fear of loss.

Today’s tip needs to be used with care
and if you abuse it, you will see a huge
decrease in it’s effectiveness.

However, it is one powerful way to get
your customer out of their La-Z-Boy Recliner
and into your business.

…sometimes you just need to scare the
living crap out of your customer in order
to get them to make a purchase decision.

Fear-based marketing bombards us everyday
from seatbelt ads to shampoo commercials, to
the one that really makes my stomach turn…

nail fungus ads- blahhhhhh.
So, how can you make your next little piece
of advertising just as powerful as a nail
fungus ad?

Well, you need to find a hot button for your
customer. What is something that keeps them
up at night with worry?

Here are 3 tips that you can use to add a
little fear in your sales letters
http://www.sales-letter-system.com
and marketing material:

1. Does the product offer protection for the
customer’s family in any way? Even if you sell
shampoo, this can be a very powerful angle to
take.

People will walk in front of a train for their
families, so they will definitely be willing
to buy the right products to protect them.

2. Does the product offer protection for the
customer’s image/health/sanity/or success?

If you go after the well-being of an individual
this can also be a very powerful motivator for
closing the deal.

3. Does the product offer protection for
the person’s money or possessions?

Here is where you really turn up the
heat on the fear of loss.

This can be used for everything from consulting,
to weed control for lawns, to insurance and legal,
to burglar alarms.

Fear-based marketing is a powerful tool
and if you put it in your sales letters
correctly, you can bring in a lot more
customers that you were before.

If you really want to know how to write a
powerful sales letter, fly your broom on
over to: http://www.sales-letter-system.com

Until tomorrow,

Joshua Black

P.S. 4 out of 5 bogus doctors recommend that
if you don’t use a sales letter in your
business it could kill you… think about it.

http://www.sales-letter-system.com

*******************************************
Copyright 2010, Outer Limit Productions LLC.
All rights reserved.

Download these other great products to help
your business earn huge piles of moolah:

_________________________________________

How to Promote Your Business More Successfully than the U.S. Census

Joshua Black — Thu, 01 Apr 2010 13:33:21 +0000

It’s census time again, here in the U.S.

Every 10 years the government counts all of
us to find out where all of the tax dollars
need to go for the next 10 years.

Every time they do it they have a terrible
time getting everyone to send in their forms
even though it is a law.

In my state (Michigan) alone, we lost about
$1.5 billion because a whole ton of people
didn’t feel like filling out a 20-second survey.

So why is the census so terrible at getting
a response?

Even though they have the BIGGEST reach, by
far, of any publicity campaign, how come they
can’t get a record-setting response?

Well, in my humble opinion, it’s all in the
marketing.

There is nothing tangible for the people to
see RIGHT NOW. Sure, they can tell us that
each person is worth about $10,000 in funds
over 10 years, but you can’t hold that in
your hand.

Sure, they can give away t-shirts and gift
cards in certain areas just to boost the
response, but that’s not the REAL reason why
people don’t turn them in…

FEAR is the problem.

People are scared that the government is going
to come over and peek into their underwear
drawer or show up unannounced at dinner.

FEAR could be the reason why people are not
buying from you either.

It’s not the kind of fear that is scary, but
the fear of loss (loss of money, reputation,
investment, business, etc.)

When people have fear about your product they
won’t buy.

So how can you give them a fear-ectomy that
works waaaaaaaaaay better than any begging and
pleading from a lowly little census worker?

You make them a promise.

You show your customers the biggest promise
that you can make them and you show them
EXACTLY how that promise will benefit them.

This promise is your unique selling proposition
or USP.

If you want to know how to increase your sales
and lower the level of fear in your customers,
better than the census, then take out your
number 2 pencil and count your way over to:

http://www.ultimateUSPcreator.com

Until tomorrow,

Joshua Black

Download these other great products to help
your business earn huge piles of moolah:

_________________________________________

Fear-Based Marketing Closes More Sales

Joshua Black — Mon, 22 Feb 2010 17:54:49 +0000

Today’s Underdog Millionaire Tip Sheet
is all about using fear in your marketing.

Now, before you get all worried that I’m
going to ask you to jump out and terrify
your customers so they buy something,
stay with me for just a minute.

You see, when a customer is afraid of
some kind of a loss, they will do just
about anything to prevent it or make it
go away.

This type of loss is good for ANY business.

Here is an example of fear marketing.

(Car advertisement)
You see a happy family driving down the
road, singing songs, having a great time.

The birds are chirping and it looks like
a beautiful day.

All of a sudden BOOOOOOM!

A huge truck comes out of nowhere and
completely destroys the car.

The camera pans back and you slowly see
the entire family getting out the car
alive and un-hurt.

The last scene is a small baby still
sleeping in her car seat with carnage
all around her.

The car company then announces that they
are the ONLY company in the world that
has certain safety features, where if
you were driving any other brand, those
passengers could have been killed in the
impact.

End of commercial.
_______________________

You can use this with ANY product that you
sell. Show your customer the SCARY side of
not having your product when they need it.

This even works for luxury items.

(picture somone wearing a $10 watch that
doesn’t tell time, just at the moment a
high-profile celebrity asks you)

This even works for service industries.

(picture the lawn care provider showing the
shame of a weed-filled lawn in a nice neighborhood)

People are much quicker to act if they
are in jeopardy of a personal loss than they
would be if they would get pleasure from your
product.

Pain and fear can never be put on hold. Pleasure
can always wait until tomorrow.

Now, do not take this the wrong way and
think that you need to terrorize your customers,
just the placement of subtle hints of loss can
be enough.

You need to use this technique in your sales
letters, which you can find a GREAT course
on developing winning sales letters at:
http://www.sales-letter-system.com

… and it is critical that you use this
technique in your Unique Selling Proposition:
http://www.UltimateUSPCreator.com

Until tomorrow,
Joshua Black

P.S. If you do not have a USP for your small
business by now, you could be leaving thousands
of dollars in lost business on the table,
just because your customers do not understand
what your business stands for.
http://www.UltimateUSPCreator.com

Download these other great products to help
your business earn huge piles of moolah:

_________________________________________

Boo! To Close the Sale, Sometimes You Have to Scare ‘em

Joshua Black — Mon, 10 Aug 2009 11:05:47 +0000

If you are selling a product that your customer
might not be too familiar with, you might want
to try this approach.

Have you ever seen an insurance commercial?

These guys are masters at what I’m about to tell
you.

You know, the ones where the happy family is driving
along in the minivan singing songs and then…

BAM!

The side of the car is crushed in a pile of
broken glass and excitement.

Then they pan out to the friendly neighborhood
insurance rep that comes out of the sky on a white
horse and saves the day.

…or something to the effect.

What they are using is FEAR.

And they are masters at it.

You see, Josh insurance companies know that
they are selling a relatively boring product that
most people know they NEED, but don’t really WANT.

This is a bad combo for these guys, since we all
know that we should be marketing to our customer’s
WANTS, not NEEDS.

…sooo they put a wrench in the equation.

They scare the living crap out of you.

They make you have a quick panic attack to think
“what if that as my family?”

Fear of NOT having your product can be a really good
way to position yourself if you sell something that
is loss-prevention-like, or a commodity.

These are products that people are not real thrilled
about buying, and may need a little jolt to start
thinking about them.

Yes, this can come across as manipulative, and for
that reason I purposely left this one out of the
Underdog Sales Bible.

…but, you can get 37 other ethical way of selling
by checking it out here:

http://www.closing-the-sale.com

Sometimes, there is no way around it. It is your job to
bring your product to your customer if you know that it
will help them.

And sometimes your just have to scare the pants off them
in the process.

Until tomorrow,
-Joshua Black

http://www.UnderdogMillionaire.com/blog
http://www.closing-the-sale.com
http://www.information-product-report.com
http://www.UltimateUSPcreator.com