My most popular formula for a successful Direct Mail piece is, state the problem, agitate some, then solve the problem.

 

 

People mostly are motivated by fear of losing something, or the removal of “pain”, than they are motivated by gain.

 

You want to clearly define the prospect’s problem.  In some cases, your prospect will know or acknowledge the problem.  In others, you will need to introduce the problem to them.  However, you want to be careful in assuming they either know, or acknowledge that they even have a problem to begin with.  A lot of care must be taken in clearly defining the problem in a straightforward manner.

 

After stating the problem clearly, then you must agitate the problem and get an emotional reaction and investment from the prospect.  You can use anger, fear, embarrassment, guilt, whatever deep emotion you can tug on.

 

The harder the tug the better. Don’t hold back.  Lay it all out there for your prospect.

 

Now you give them the solution.  Of course you have the solution.

 

After clearly defining the problem and agitating it enough to get the prospects blood to boil, the next logical step is to now relieve the problem you so artfully described.

 

This is exactly where you want them.

 

Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers. Please go to www.buildyourpracticefast.com   and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business. After you join the program you will never have to worry about creating prospects or customers. You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe we will arrange a one-hour phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn.  If you aren’t convinced after this phone call, I’ll refund your $20. Guaranteed.