If you want to get referrals, get people to come back and get people to buy, you need to make an emotional impact on your website. Sure, facts are important and useful for people to make an educated purchasing decision. However, it’s the emotions that get people to take action.
Pain and desire get people to buy. Amazement gets people to share. Curiosity gets people to return.
In order to succeed as in your online business, you need to master the art of creating emotions using words.
1) Pace, Pace, Lead – This is a mirroring technique that allows your target market to feel as if you ‘get them.’ In a nutshell, what you want to do is match someone’s emotional pace first before trying to lead them.
Start by describing someone’s current emotional state to them. For example, “You might be feeling frustrated, confused, or even angry that you haven’t seen the online business success you’ve wanted. You’ve gotten a lot of free information online, and even asked some colleagues for some ideas, yet you always feel your ‘thisclose’ to making more profits.”
This paces their frustration.
Once you’ve paced them enough to have them feel that you understand where they’re at, you can then lead them somewhere new. For example, by saying “Well, I’ve got great news: it’s not your fault. You just haven’t learned some of the easy habits that successful entrepreneurs have been using for years.”
2) Show, Don’t Tell – Emotions aren’t created by telling someone something factually. Instead, they’re created by painting pictures. Let’s use the example above, which highlights a video program to help entrepreneurs learn the habit of success, called the 7 Habits of Highly Successful Internet Marketers.
Telling basic facts would be: “These 8 videos talk about each of the successful habits.” Although it’s true, it’s dull, boring and unemotional.
Showing would be: “You watch the 8 videos, apply the habits and as you do, you will start to succeed – seeing a boost in profits, and a slash in the amount of time you need in your business. The more you do them and make them daily habits, the faster you succeed.”
Though essentially the same thing is said, painting a picture is felt much more strongly.
3) Use Power Words – Power words are words that invoke an emotion, in addition to being descriptive.
Instead of saying you’ll decrease expenses, say you’ll “slash” expenses. Instead of saying you’ll grow profits, say you’ll “explode” profits. Instead of saying you’ll improve your dating life, say the dates will “come flooding in.”
These words don’t change the actual message, but simply turn up the emotional intensity of the message. Just this tip alone can turn a dull website into an exciting read.
4) Start with the Problem – Great copy should focus on the problem first and the solution second. Many, many websites simply focus on “why our solution is the best” and neglects touching on the problem first. The problem is where all the emotional weight is. It’s much easier to get someone motivated by talking about how bad it feels to be lonely, rather than talking about the benefits of having a relationship.
Want to find out more about other habits that successful online business owners have? Check out the real 7 Habits of Highly Successful Internet Marketers and find out how you can easily work smarter to see a jump in your profits. Go to http://mommy-inc.com/7habits