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The concept of PREsell is a close companion to emotional
marketing. I would say that PREsell is an emotional marketing
tool, but is just one of many. Maybe you are reading this and
wondering what PREsell is. Maybe you came here to research PREsell,
and want to see how it applies to your marketing efforts. Maybe
you are just looking for ways to maximize your marketing efforts.
No matter why you are here, I will outline the concept of PREsell.
I will also show you how to use PREsell to leverage your marketing
efforts.
What is the PREsell Concept?
The PREsell concept is a principle where you affect the potential
customers mind to make them more receptive to your marketing
efforts. I must make a statement up front about the PREsell
concept. PREsell is NOT an overnight solution to catapult
you into huge profits and internet millions. PREsell can be
a difficult concept to grasp and implement because it takes
a genuine concern for others to effectively implement it.
Any attempts at the PREsell concept that is not genuinely
real will eventually fail over time. PREsell is about TRUST
and relationships, and how we use those relationships and
others trust to market our goods and services.
A relationship is based on a simple building block, and it
doesnt matter what kind of relationship it is. Trust is that
building block, and without it, you have nothing. In our article
on emotional marketing, I discussed ways of generating emotions
to influence your potential customer to buy. PREsell takes
this concept to the next level and uses trust as its foundation.
PREsell picks up where emotional marketing leaves off. Where
emotional marketing establishes an emotional response that
is favorable, PREsell establishes the trust needed to cause
the reaction needed for a potential customer to buy. In basics,
the emotional marketing methods got the potential customers
attention, but there was no trust established for them to
complete the buying action. Then PREsell comes in, actually
when done right, PREsell will actually come before the emotional
marketing. PREsell builds the trust needed to create the favorable
relationship needed for someone to buy.
If you think about your own buying habits, do you buy anything
from anyone you dont trust? Do you usually buy from the first
opportunity, or do you tend to research the purchase before
you buy? When you have dealt with sales people, who are the
salespeople you tend to buy from the most? Am I right in saying
that you bought from those that made you feel like you knew
them, and you trusted them? Its really no big secret. Its
the foundation of every salespersons pitch. However, you
can tell the difference between a sincere pitch and a pitch
just to gain your business.
Building Trust - The Key Foundation of the PREsell Concept
If you remember before, I talked about trust, and you have
nothing without it. Trust is another essential foundation
of just about every sale. How long does it take you to trust
someone? Trust is a part of a relationship that usually takes
time to build. Remember, without it, you have nothing. It
also supports the reason why I said that the PREsell concept
is not an overnight solution. You can not implement it today,
and see immediate results tomorrow. Worse yet, if you have
already established a cautious relationship with your potential
customers, then it will take even longer to see PREsell concept
results. I hope that you have been able to read this article
before you have started any marketing efforts. It is much
harder to fix things once they are broken than to do them
right in the beginning with. The PREsell concept is one of
them.
Start the PREsell concept at the beginning of any marketing
campaign. Implement PREsell before designing any websites,
or writing any sales copy. In ways, its kind of like a code
of ethics. It encompasses the kinds of tactics you will use
to conduct your business and establish your sales. It should
be a referral point and guideline to guide you down the path
of leveraged sales and visitor traffic. It will take hard
work, and much thought, but the payoffs are well worth the
effort.
The PREsell concept involves laying a firm foundation of
trust in all of your marketing efforts. Its all about perception.
Its finding ways to enable your customers to understand that
you are trust worthy, and have their best interests in mind.
That is a much easier said than done subject. That is even
more so in an internet setting. With the wild and wooly nature
of the internet, it becomes an even more difficult task. Too
many people have fallen victim to scam artists and promises
broken. In addition, just as in real life settings, those
same victims tell others in an online setting. Internet sales
are becoming more challenging, and its because of the scam
artists that trick people to part them from their hard-earned
money.
Keeping all this in mind, you will need to come up with ways
to distinguish yourself from the scam artists people fear
taking advantage of them. That is why you must use the PREsell
concept with all your marketing attempts. PREsell must exist
in your newsletters, website design, marketing materials,
and everything else your potential customer sees or hears
about your business. Its all up to you. Do you want to be
perceived as trustworthy, or just another business hawking
your wares on the net? Ill tell you right now; trustworthy
gets the sale every time. Trustworthy also generates repeat
business sales. Do you want short-term profits or do you want
long-term sustained growth? Its all up to you and how you
implement the PREsell concept.
Back
to Table of Contents
Building
Trust But How? (Article Continues)
About the Author
James R. Sanders is the owner of Sanders
Consultation Group Plus. He has been a webmaster and website
designer since 1997. He has also been involved in self employment
ventures since 1992. He is presently a contributing author
of NewbieHangout,
and has been published through WebProNews
and 4Rankings.com.
His writing is targeted to webmasters, would be webmasters,
website designers, would be website designers, self employed,
or those researching information looking for solutions to
questions associated with design, business operations, and
promotion today. His goal is to provide practical information
based upon his years of experience to help webmasters, website
designers, and self employed people achieve their goals in
today's competitive global market. You can subscribe to his
free newsletters at SCGP
- Newsletter.
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