by John Taylor
If you have discovered even the smallest amount of
information about psychology you will know that we all have
our own way of interpreting the world. We all have our own
unique thinking style and we all make decisions in our own
unique way.
Several psychologists have tried to establish a
classification system so that they could define us as a
specific type of person. Probably the most popular
classification system was developed by Elizabeth Myers and
Catherine Briggs - it is known as the Myers Briggs Type
Indicator, or the MBTI, and it is based on the work of Carl
Jung.
The MBTI consists of about 80 questions or statements and
will help you to identify which of the 16 type
descriptions most closely matches the responses that you
have given.
And then there are things like horoscopes - simply by
knowing your date of birth you can be classified into one
of
twelve star signs.
I would like you to consider the following and then choose
the *one* statement that you feel is most descriptive of
your preferences:
A. When making decisions you like to have as much
information as possible, you will gather the facts and data
and thoroughly analyse them in a logical and rational
manner. Once you are certain of the facts and you know how
everything will work out, you will make the right decision.
B. You like to approach things carefully and methodically.
You will approach a decision by listing all the positive
and
negative factors and you will systematically review
everything until you are secure in the knowledge that you
are making a safe and sound decision.
C. You seldom make a decision without finding out what
other
people feel about it. You have a network of friends and
colleagues and you love to talk things over with them
before
making a decision. You are careful to ensure that your
decisions don't have a negative impact on other people. You
need to feel comfortable about things before you take
action.
D. You like to find new and interesting solutions to
problems. You tend to move quickly and to take more risks
than most other people. You hate getting bogged down in the
detail and you much prefer to look at the big picture. Your
decisions are often instinctive based on a hunch or a gut
feeling. Once a decision is made it's time to move onto
something new.
So which of the four statements did you choose?
I have described four completely different and, to some
extent, extreme styles. When you visit a web site you will
have your own way of evaluating the offer.
Just as you have a preferred hand to write with, you will
tend to have a preferred writing style. When writing sales
copy if you use one of the above extreme styles you are
guaranteed to alienate 75% of your audience!
Take some time to look through your sales copy and see if
your preferences are coming through...
Is your copy written in a logical and rational way with
lots
of supporting facts and data?
Is your copy written in a systematic way to lead your
prospect through a step-by-step process?
Is your copy written to engage with people interactively,
do
you connect with their feelings and emotions?
Is your copy written to arouse curiosity, does it offer new
and innovative solutions and have you provided the big
picture?
Converting a prospect to a customer requires an holistic
approach; your copy should be written to both appeal to the
widest audience and yet to simultaneously speak to each
individual in their own language.
----------------------------------------------------------
Copyright © John Taylor May 2004.
About the Author:
John Taylor is the author of Testing Tracking - A
Special Report that contains a wealth of information on
professional techniques that can boost your conversion rate
and increase your profits: http://www.test-and-track.com
John also promotes The Buy Impulse which describes 26
techniques that can increase your online sales:
http://www.Buy-Impusle.com
Menu 11 | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 |
|
|
|
