When it comes to converting more customers, the secret to more sales is as simple as understanding just what your buyer wants (and expects) from your business. The thing is, businesses often have many customers buying their products, or at least too many to get to know personally. ... The answer: Turn to rigorously tested social psychology research. We are all different, but in many instances our brains are prone to react in a similar manner, and understanding these subtleties in the human mind can help your business find creative ways to ethically move more buyers to saying Yes...
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From Today @ Target Marketing
In 1964, I was hired by Grolier Enterprises as a copywriter. Its business was to use space advertising and direct mail to sell books—the Harvard Classics to adults who wanted to decorate their bookshelves with pseudo-elegant "fibrated leather" bindings and Dr. Seuss books to parents to encourage their kids to read. On the first day of work, my new boss, Lew Smith, sat me down and delivered a one-hour introductory lecture on direct marketing and how it was different from traditional advertising, publicity and promotion.