going to do whatever they want unless you can persuade them to listen to you. You have to get into their head, think like them, ôBEö them. A monkey is a simple animal so you can probably get his attention with the stereotypical banana. Human beings on the other hand are extremely complex. Then you add in the fact that the mailing list is targeted and it can get quite challenging. Following are a few examples: 1) Product = Wrinkle Reducing Eye Cream. Who do you need to ôBEö? Probably a woman over the age of 40. Try it. Pretend you are a woman over 40 with crows feet (wrinkles around the eyes, for all you guys) and they are getting worse and worse each day. Did you do it? Are you her? Good. Now, how bombarded with advertising is this woman over 40 that youÆre being? Just think about it. PLENTY! So how are you going to communicate to her in an ad to get her to respond? You may have a headline that pushes the button of how upset she is about those crows feet like, ôCrowÆs Feet Getting Worse as You Age?ö You may want to show a before and after shot. 2) Product = New Golf Ball that goes farther and straighter than the competition. Your target market is Senior Citizen golf enthusiasts in the state of Florida. So what is the number one benefit of this particular product for that target market? To answer that question you should use three things: ò Reasoning ò Experience ò Research In this golf case, in particular, I can tell you from othersÆ stories that the older the guy, the straighter the ball goes. Practice makes perfect and older people have generally had much more practice. Also, as people get older they start to lose strength over all. This means that they will start to lose distance on their shot. It is relatively easy to tell that the distance factor is going to be the biggest benefit and therefore should be the focus of the ad. Sometimes it's really easy, most times it's not. 3) Product (Service) = Refinancing. This example has you trying to determine the biggest benefit of refinancing a mortgage for families with a household income of $75k, revolving debt of $15k and 2+ children. Sound complicated? It can be. Maybe the benefit is getting cash to pay off their debt; maybe it's paying for college, or even lowering their monthly payments. There is no real way to tell just by looking at the situation. Now you are going to have to do some research. Chapter 2 Research the Target Market Research can be as in depth as actually phoning
Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Karoline Nogueira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs.
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