| People are much like freight trains. Sometimes it's hard | | | | say no? If you're writing for alternative health you could |
| to get us started moving, but once we're going, it's | | | | say that we're all at great risk from the chemicals in |
| hard to stop us as well. | | | | our food, medications, and the environment. The people |
| That's why you should start your promotional | | | | who believe strongly in natural solutions will agree with |
| messages with questions and statements that cause | | | | you wholeheartedly. |
| your readers to say "Yes." Once your prospects are | | | | Focus on your prospect |
| on a roll with "yes" answers or thoughts of agreement, | | | | Focus on your target audience - you can't appeal to |
| it becomes much easier for them to say "yes" to your | | | | everyone. Don't worry about the others, because they |
| offer or to your request for donations. | | | | aren't buyers / donors anyway. You will never sell |
| Try to give them 2, or 3, or even 4 reasons to think or | | | | steak to vegetarians, so if you're selling steak, focus |
| say yes, or to nod in agreement, at the beginning of | | | | on what the steak eaters believe and don't worry |
| your promotion. And then do it again every time you | | | | about the vegetarians! |
| see the opportunity. | | | | Some writers worry about stating the obvious - but do |
| How can you do that? One way is by asking if they'd | | | | it anyway. You don't need to go into detail, but when |
| like to fulfill a universal desire. For instance, most people | | | | you make statements that your readers agree with, |
| would say yes if you asked "Would you like to double | | | | you are setting them on the path of agreement. You're |
| your income?" (If you know some who would say no, | | | | starting a series of "yes" answers that can more |
| I'd like to meet them!) | | | | easily lead to that final "Yes" when you ask them to fill |
| You can also make a statement you're sure they'll | | | | out the order form or write a check for that donation. |
| agree with. If you're writing to raise funds for | | | | Before you begin your next letter, e-mail, or persuasive |
| disadvantaged children you could say "Every child | | | | argument with your spouse, friend, or child, consider |
| needs a chance to reach his or her full potential in life." | | | | how you can start the "yes-ball" rolling. It works just as |
| Your readers will nod in agreement. | | | | well in personal relationships as in print, so next time |
| If you're selling a health product you could ask if they'd | | | | you need to move someone to your point of view, |
| like to live a long life free from disease. Who would | | | | start the discussion with a series of agreements. |