Why people purchase products or services
• Satisfy basic needs
• Solve problems
• To make themselves feel good

Six steps to combine and balance when selling products or services
1) get attention
2) make the sale
3) get the order or inquiry
4) provide a quality product
5) maintain an ongoing relationship with the customer
6) repeat steps 1 through 5 in all your promotions

Establish believability
• Use original statements;
• Choose your company and product names carefully
• Offer a free sample
• Sign your name to the ad or sales letter
• Show testimonials
• Use lots of specifics

Write with enthusiasm
Decide if your target market will respond better with an emotional or rational statement. Then communicate it with high-spirited encouragement and empathy.

Choose words wisely
Look through the Motivational Words, Call to Actions and Resource Articles under Strategy Tools for ideas and inspiration.