Research shows that if people can picture the benefits of owning something they are much more likely to make a purchase. This is why spec art is so effective. I like to make an extra copy of a spec ad and paste it into a copy of my publication. I give the paper to the prospect and let them discover the ad for themselves. This helps them to visualize how their customer's will engage with the ad. I tell the prospect, "Imagine thousands of people seeing the ad the same way you just did. I'm sure that will generate some traffic for your store." The less abstract and the more concrete you can make a program, the more likely a customer will be to buy.
Keep Smiling, Keep Selling!
Thanks Jim Busch
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