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[G289]Give Me Two Steps

by Noah St John, Noa

Step 2 is to eliminate your Why-Not-To's of doing or getting what you want. In this technique, what you do in Step 1 is vividly imagine the Pleasure you will feel from getting what you want. Those are your Why-To's of getting what you want, because another word for Why-To's is Benefits, and another word for Benefit is Pleasure.

So your Why-To's equal Benefits or Pleasure.

So, in Step 1, vividly imagine and write down the Benefits or Pleasure you'll experience from getting what you want. Let's say you want a new car. You would list all the Benefits/Pleasure you would experience from having that new car.

Then, if you really wanted to get that new car, you would vividly imagine the Pain or Cost of NOT getting what you want. Those would be your Why-Not- To's, because another world for Why-Not-To's is Cost, and another word for Cost is PAIN.

Do you see how that works? I've just made it seem very PAINFUL for you to NOT get that new car, and very PLEASURABLE for you to GET it.

In fact, this is what the best salespeople in the world do ? make it seem crazy for you NOT to get the thing they're selling, and cause you to imagine all the pleasure you'll feel when you DO have the thing they're selling.
Does this technique work? Yes.

Will it make you fundamentally unstoppable? No.

Why not? Because it does not address the underlying reasons why a person might stop themselves back from getting what they really want.

I am the first person to adapt and update this technique, for the use of people who want to become fundamentally unstoppable and get your foot off the brake in your life, career and relationships so you can finally let yourself get what you really want.

I will discuss the only additional 2 steps you need to take, to make yourself fundamentally unstoppable in my next post.

There is an "A-B" test. That's the common terminology for testing your offer, headlines, pricing, ads, or services. We create two different ads, an A and a B, two different headlines, and two different mailings to determine which obtains the greater response or sales or referrals.

The key to an A-B test is to set it up so you can quantify and measure it properly and track those results with the goal to zero in on the one or two choices that are Preferable over the others.

Then you roll out a new untested product or marketing strategy in this manner, and by mailing to a small test area, say 500-1,000, you can save yourself in the event of a failure untold thousands of dollars.

Most of the time you can conduct multiple A-B tests simultaneously on the same product, ad, headline, price, etc. before selecting the final strategy. I recommend if your product or service is conducive to this type of approach, in other words, creating a modest direct mail campaign for conducting the A-B test to do it.

Direct mail is the method of choice because it can be put together relatively quickly and inexpensively.

The prospects to whom you direct your mailing to in a one-step approach will either respond or not respond with a purchase or inquiry. No intermediate steps, calls or visits. That way it involves a fairly standard set of steps or procedures to take.

Your two other major goals should be in using A-B tests to verify what people will actually buy and determine whether you are able to reach these individuals with the marketing campaign that you intend to launch so that they will buy from you.

You must be able to think of the purpose of an A -B test as a way to uncover the best and most profitable mix of products, services, price incentives and guarantees that will encourage your prospects to buy.

A word of caution: many organizations try to determine this information by sending out surveys. Sometimes this works and sometimes it doesn't. There are statistics that show that people rate the Bible as the highest read book and the National Inquirer as the least read. When you look at purchase statistics, they show that more people read the Inquirer in one week than all other books or pamphlets.

You don't necessarily want to determine. who will buy things just by a survey. You want them to vote with their dollars.

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Both Noah St John & Abe Cherian are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Noah St John has sinced written about articles on various topics from Marketing, Self Improvement and Motivation and Business and Finance. On the night of October 20, 1997, a 30-year-old religious studies major named Noah St. John had an epiphany that changed his life. While attending a seminar, he suddenly realized the real, hidden reason so many smart, talented, motivated people stop thems. Noah St John's top article generates over 1600 views. Bookmark Noah St John to your Favourites.

Abe Cherian has sinced written about articles on various topics from Prospects, Marketing and Business Plan. . Abe Cherian's top article generates over 33100 views. Bookmark Abe Cherian to your Favourites.