Diary of an Ad Man

July 9, 2019

NEW FOR: BUSINESS-TO-BUSINESS MARKETERS.

Filed under: B2B BUSINESS TO BUSINESS MARKETING,Business,Copywriting Tips — linwoodaustin @ 1:04 am
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  • NEW FOR: BUSINESS-TO-BUSINESS MARKETERS.
  • I just picked up a 30-year old book off my shelf about Business-To-Business Marketing mixed with Direct Marketing.
  • I’ve had it for years. But it reminded me of this…
  • Most B2B marketers lean on salesmen – they pay some 20% commission to sales people. Most salespeople are mostly on their own when it comes to generating leads.
  • .. how much more powerful AND PROFITABLE… if you BLEND in direct marketing with your B2B marketing.
  • Direct marketing seeks to PRE-SELL the prospect even before they call your company. It does the selling long before your salesman talks to them.
  • Direct marketing uses powerful selling messages, story-appeal, guarantees, benefits, benefits, benefits, NLP, calls-to-action, proof of benefits, testimonials, etc.
  • You see… most folks don’t want to talk to a salesman. But they “feel” no one is “selling” them if you tell them a “selling story” in print (online or offline)… they “feel” they are just doing research about a possible purchase. And I must tell you… people will not read “long winded” sales messages…. but PROSPECTS WILL.
  • In fact, a prospect will read any amount of advertising copy as long as it’s interesting and helpful.
  • Pretend for a moment… that YOU are a prospect for a safari trip to Africa. Don’t you have lots of questions? Guaranteed, you’ll read a “long-winded” travel ad about a trip to Africa. People won’t. But prospects will.
  • I can create the B2B “direct marketing” the will get buyers calling your company PRE-SOLD. Your salesmen will be thrilled. And your bank account will swell.
  • Let’s talk.
  • Linwood
  • Phone: 801-895-9598

June 15, 2019

“YOUR COPY IS NOT LONG ENOUGH.”

In all my years of writing ad copy, I’ve only had one client who told me “YOUR COPY IS NOT LONG ENOUGH.”
Come a little closer, I want to tell you something about this guy…
…He was perhaps the smartest marketer I’ve ever met.
He knew the truth… that “people” will not read all that ad copy… but “people” and “prospects” are not the same things. You see, “prospects” are damn hungry for information, and THEY will read any amount of ad copy, as long as it’s interesting and helpful.
A lot of clients initially told me my copy was “too long” and I had to put them in a choke hold, till they tapped out and admitted that we want BUYERS and long copy works.
But this guy… wanted more copy. He was smart. When you’ve got money on the table, you want to give prospects every reason to buy, don’t hold anything back. You just don’t know all the buying-resistance-crap that is swirling ’round in their head.
Information leads to positive buying reactions.
The lack of information leads to building a “worst case” story of imagination in their head.
PROOF: If you’re advertising an office space for rent. And your ad says “OFFICE SPACE $500 A MONTH” and that’s all… folks can sure make up a story about why it’s so cheap, or so expensive. We all assume the worst with a lack of info.

June 13, 2019

A Wonderful TJ Ad.

TJ's old mag adThis is a TJ ad. I’ve followed his work off and on for many years. There was an opening line in one of his sales letters that I JUST LOVED…and I borrowed it from time to time to use in sales letters that I wrote…
The line was…
“This is T.J. writing to you again.”
I just love that line. Why? Because even if you’ve never received a letter from him before… the phrase (“writing to you again”) makes you “feel” a connection, makes you think you’ve missed out on something, makes you think, ‘Wow, I don’t remember him writing to me before, but maybe this is important, maybe this is a second chance, maybe the universe is looking out and trying to tell me something.’
The phrase is BRILLIANT. Hats off to TJ.
Keep in mind of course, that that phrase alone won’t increase your sales, you’ll need a complete sales argument for that. But, the phrase drives the reader deeper into the letter to see what’s going on. What it’s all about.
On my profile page, on Linkedin, I put a PDF of all 31 advertising triggers you can use to boost sales. Go check it out. If you’re like TJ you can use my “triggers” to write your own ads. But you know in your heart that writing great ad copy is a pain in the ass. If you want me to write your ad copy, reach out…

December 4, 2008

How To Become Your Own "Marketing Genius"

Finally Revealed…

How To Become A “Marketing Genius” Even If You’re “Clueless” About Marketing. You Can Use These Ideas And Techniques For Any Kind Of Business, Although They Were Written For “MLM” Marketers. Let Me Explain…

Dear Marketing Buddy,

Linwood Austin here
From: Salt Lake City on a Sunny Afternoon.

If you’re confused about marketing your business in today’s world of “internet marketing”… “direct mail marketing”… “viral marketing”… “TV marketing”… etc…. I have good news for you.

Below you’ll find a link to what I feel is the best “All Around” marketing system you can find today. I’ve had my nose in marketing books for 25 years now.

I’m one of the top advertising copywriters in the country. I’ve created ads, sales letters and internet marketing that have generated millions upon millions of dollars in sales and profits… bringing in hundreds of thousands of new customers and repeat business for everything from furniture to cars to books to subscriptions to high-price seminars. You name it… I’ve created marketing to sell it.

The book I’m recommending to you below…  covers all kinds of sales and marketing tactics and strategies. If you want to WIN in the marketing universe with your product or service… I’m betting you’ll love this unique discovery….  no matter what kind of business you’re in.

You could be selling wine… shoes… professional advice…dating services… computer software… almost anything. You’ll find this 145-page downloadable book full of hidden marketing gems and insights.

Don’t be fooled by appearances… the book was written with “Network” marketers in mind. Yeah—that’s right. It looks like a marketing book for MLMer’s. (Multi-Level Marketing) But it’s really a book about marketing ANY PRODUCT or SERVICE. Let me explain.

The author of this book (Ann Seig) realized that most network marketers are totally clueless about classical direct marketing techniques. Most people who sign up for some MLM try to get their family and friends involved. After they run out of family and friends… THEY QUIT. They don’t know jack about attracting targeted buyers and a loyal following. They don’t know jack about MARKETING period. This book is like an advanced course in everything they DON’T teach you in the typical MLM… or in a typical business school for that matter.

Ann Seig discovered that classical “direct” marketing techniques are the only kind of marketing worth doing. Why? Because when you use “direct marketing” techniques you can instantly measure your R.O.I. (Return on Investment).

Using these kinds of marketing and advertising techniques on the web… in newspapers… in direct mail… etc., you can tell right away what your “cost per lead” and “cost per sale” will be. And when you compare that with your known “customer net worth”… you can make smart business decisions about ANY kind of marketing you want to do.

Let me give you an example of this: Stay with me on this thought… Let’s say you sell a product for $100. And your profit on the product is $50 bucks. If your customer only buys ONCE… then your customer’s net worth to you is only $50 bucks. If he buys TWICE, he’s worth $100 bucks to you. So… now you know you can spend up to $49 in marketing costs to get him to be a ONE TIME paying customer and you’re still $1 ahead in the game.

If you can make him a two-time buyer… your profits go from $1 on his first purchase to $51 in pure profits when you factor in the second sale— if your marketing costs were only $49 “cost-per-sale”.

This my friend… is just ONE topic covered in this powerful profit-generating, idea book. But that’s not all. There are tons of practical ideas and insights in this volume.

The book is yours for the small investment of $67. I’ve personally spent perhaps $10,000 on marketing books over the last 25 years. Some rare, insightful marketing books I’ve bought have cost me $500 or more. I can tell you this small price is nothing when you consider the fact that… the ideas you’re going to discover in its pages will help you avoid costly marketing mistakes from now on. PLUS—You’ll have the marketing tactics, marketing techniques and marketing strategies that will really help you skyrocket your profits in today’s difficult economy. Many of the techniques you’re about to discover can be implemented for ZERO DOLLARS. That’s right. You can increase your business without increase your advertising budget.

Face it… the companies who cut back on marketing during an economic downturn will suffer sales and profits. This guidebook will make you a “fearless marketer”. You will grow your sales and profits in spite of these uncertain times.

When you click on the link below… you can read the heavy-duty sales letter about this book. The sales letter contains a complete explanation and tons of testimonials. It should convince you that this is worth your time. And worth every penny of the $67 she asks.

After you get it… and read it… I want to talk to you about implementing any of the ideas you discover.

I’m excited to share this with you.

Yours for greater profits.

Click here:
http://www.linwood.therenegadenetworkmarketer.com/

Onward.

Linwood Austin
Marketing Consultant
Austin Marketing
Here’s my cell phone: 801-201-9026

P.S. One of the things you’ll discover when you download this ebook… are ideas about “viral marketing”. These are cheap but powerful ways to beef up your sales. Let’s talk.

ONE MORE THING. IT’S IMPORTANT: You could…. use this information to become a consultant.

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