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Monroes Motivated Sequense

Discussion in 'Copywriting & Sales Persuasion' started by eledesmaj, Oct 7, 2012.

  1. eledesmaj

    eledesmaj Junior Member

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    If you need a great sales page I think Monroe's Motivated Sequence is something you really use to create proper content. Its the sequence that almost every modern offline advertiser uses so why not apply it online.

    For those of you who don't know what Monroe's Motivated Sequence is or are to lazy to look it up here are the steps.

    There are actually five steps to this sequence:

    1. Attention: The first step is to gain the attention of the target audience. You can do this with a story, a thought provoking question, or anything that makes the audience stop what they?re doing with curiosity and focus.
    2. Need: This is where you explain to the target audience what their need is. This can be an obvious, well-known need, or a need that you create on the spot. Often, a need is established by giving an extreme example of some unfortunate event that should never happen again.
    3. Satisfaction: Now that your target audience understands the need, it?s time for you to fly in like Superman and save the day. Provide a solution to erase that need and prevent the aforementioned unfortunate event from ever happening again.
    4. Visualization: Tell your target audience exactly how your solution can be implemented and how it will solve the problem. Also, tell them how things will progress (that is, get worse) if your solution is ignored. This is where you would provide proof?preferably a previous instance in which your solution was implemented?that convinces your audience that your solution will work. Politicians do this a lot when referencing what other nations have (or have not) done, and why it is important that we make the same (or different) decisions.
    5. Action: Get the target audience involved. You?ve already explained to them what the need is, how to satisfy that need, and what things will be like for them once the need is satisfied. Now, you have to convince them that they play an important role in making that change happen. In other words, you introduce an action that they can take to implement your solution.

    Im just setting up my landing page with these principals since currently my adwords campaign are not converting and I was thinking to my self with all the technical stuff I know I forgot how to be a good salesman.

    Let me know what you guys think or if you have used this technique.

    Im running a wordpress on a subdomain of my main site so that i can still list advertise on google.

    Does anyone have some good free widgets they would recommend for wp to help with more conversions. Thanks
     
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  2. therage

    therage Senior Member

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    Occupation:
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    Your purpose is not to be a salesman, your purpose to be a great psychologist. The first part is zeigarnik effect used properly. You then target their desires not needs, these are the ones as to why they are buying the products. Yes next comes satisfaction (in benefits form) for them to buy from you. After that you need to erase their fears, don't come off as a salesman more of as a authority in the area you are marketing in. Finally, yes the foot in the door method does work wonders for this along with correct psychological packaging. Very easy to abuse in all locks of life, and very powerful and works on most people. The real trick is tweaking it to work with jaded and cynical people, but that is another story.
     
  3. eledesmaj

    eledesmaj Junior Member

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    Thanks for the feedback.
     
  4. thatotherguy

    thatotherguy Power Member

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    My word of advice is keep it simple. To one page that a potential doesn't need to scroll down.
     
  5. 4kbmcc

    4kbmcc Registered Member

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    I've been copywriting for decades and I must stress that the length of copy should be 'what's needed to get the job done'. I would recommend not losing the personal aspect of copywriting. Review your copy & remove anything that could be taken out without be missed & address objections directly
     
  6. thecat172

    thecat172 Registered Member

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    Thanks this is helpful, basically you have to do it without them seeing the mechanics behind it.
     
  7. JOBGG

    JOBGG Newbie

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    To Thatotherguy:
    Telling copywriters to write copy thats only a page long, if there's no physical restrictions to it is like telling a door to door salesman that he may only talk for 30 seconds, no matter how the prospect responds. If your copy is any good, your prospect should be so enthralled by it, they'll read the whole thing, and by the time they come to the action part, the furthest thing from their mind would be to not buy.
     
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  8. 4kbmcc

    4kbmcc Registered Member

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    Jobgg is right, quality content needs to be long enough to do it's job... not any longer and most importantly not any shorter. Better to get the content and then worry about the design around it. Doing it the other way is truly putting the cart in front of the horse.
     
  9. JOBGG

    JOBGG Newbie

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    Even though you're proably better of with too long. Ever read a sales letter, decided midway through that you need it and scrolled down to the buy button? Yeah, that's "too long copy", even though the lenght at which this "screw the rest i'm buying" differs between people, so you'll theoretically catch more cats with more copy.
     
  10. WizGizmo

    WizGizmo Super Moderator Staff Member Premium Member

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    Sounds similar to the old advertising
    formula called "A.I.D.A." which stands for:

    A= ATTENTION. You must first grab the reader's attention.
    This is usually done by means of a compelling headline:
    "Discover How A Homeless Man Went From Sleeping Under
    A Cardboard Box To Making $50,000 Dollars A Month!".

    I= INTEREST. This is where you sell the customer on
    the BENEFITS - NOT The Features. You must answer the
    customer's unspoken question, "What's in it for me?".

    Even though most people will not even admit it to
    themselves, more-often-than-not, they buy from EMOTION
    and not from logic.

    When a person buys a new car, actually, they are buying
    the FEELING that they will get by owning that car. Just
    look at a car commercial. Those advertisers are MASTERS
    at selling the "sizzle". You see the guy get into his
    new Lexus, followed by a great looking babe who gets into
    the car with him, and as he drives off, the people on the
    street are all looking at him with envy and admiration.

    Summary: Sell the sizzle (benefits) and not the steak
    (features). ("Your friends will be kicking themselves in
    the butt when they see how much money you are raking in
    with my new profit-pulling system").

    D= DESIRE. This is often achieved through urgency or
    scarcity. ("Only 100 Copies of This System Will Be Sold
    And Then The Doors Be Closed Forever" . . . or, "Order
    By Midnight And Save 50% Off The Retail Price - Tommorow,
    It Will Go Back Up To $300").

    A= ACTION. Often coined as "The Call-To-Action". This
    step is often overlooked by marketers - usually because
    they are too timid or feel that the customer may be offended
    if they are asked to "Buy Now!" . . . or "Click Here To
    Claim Your Copy".

    Actually studies have shown that customers WANT to be
    told what to do next. ("Click Here To Place Your Order",
    etc). It is YOUR job to clearly tell them to click on
    the Order Button.

    Cheers! - "Wiz"
     
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