Copywriters Podcast

Ask any experienced, successful salesperson what the single best form of selling is, and you’ll nearly always get back the same answer: “Demonstration.” That’s why savvy car dealers let customers take a new car home for the weekend before they actually buy the car. It’s the same reason Internet marketers offer a $1 trial for the first month, on products or services that are billed for far more than that every month. They know that when people get to try what they’re selling, a lot more of those people will buy it. That’s why pet stores let people take a puppy they’re interested in, home for the weekend. In sales, there’s even a term for this kind of hands-on (paw’s on?) demonstration – “the puppy dog close.” Oddly enough, you can get your prospect to demonstrate your products for themselves without ever letting the touch the product! How? By telling them what I call “demonstration” stories. Prospects get to try out your product in their imaginations. How to create and use stories is known by some of the best