business marketing | online network marketing: Writing all this on stock markets can be considered an obligation to us. This is because we felt obligated on imparting all this knowledge we knew about stock markets.

Today's stock markets Article
An Internet Marketing Secret: Using Tie-Downs to Increase Sales

Copyright 2005 Mike Adams

If you could get your prospective customers nodding their heads in agreement with every major point in your sales copy, that would be likely to increase your sales, wouldn't it?

If you could get people saying "yes" to almost any marketing statement of your choosing - long before they even get to the close - that would be valuable to you, right?

Did you find yourself agreeing with the last two questions? You've just experienced a sales technique called "tie-downs." One very old direct sales principle is to get people to say yes to multiple little questions. This gets them agreeing with you and also gets them used to saying yes. Psychologically, they will then be more likely to say yes when you ask for the sale. One sales technique for achieving that is the tie-down.

Why use a technique from direct sales in direct marketing? In a famous advertising and marketing story, Albert Lasker was a junior partner at the Lord and Thomas advertising agency in 1905 when he read a note from John E. Kennedy declaring that Kennedy knew the secret of what advertising is. Kennedy, a former Canadian mounted policeman, was new to copywriting and not yet known in advertising circles. But by an interesting quirk of fate, this was the question Lasker had been trying to figure out. Lasker met Kennedy, and Kennedy declared that the secret is, "Advertising is salesmanship in print." Lasker and Kennedy went on to revolutionize advertising and marketing forever with those words, and Lord and Thomas became one of the most famous advertising agencies of the day.

No matter how many people are visiting your website and reading your marketing material, you are still talking to only one person at a time. You are still selling one person. This sounds like a simple concept, but many advertising and marketing people still don't get this secret. That means that if you understand this, you have an advantage in Internet marketing. You understand that advertising is salesmanship in print. And you know that you just need to talk with this one person and get their agreement to purchase your product. And with the power of the Internet, you can do this with dozens, hundreds, even thousands per day.

Tie-downs are one of the first tools to add to your new salesmanship toolbox. A tie-down is a short phrase that can be added to a statement to turn it into a question. You use a tie-down to turn a point that you want to make into a question that your prospect will agree with. It's one way of getting your prospective customer to start saying yes long before you go for the close.

A few examples of common tie-downs include:

Isn't it?
Wouldn't it?
Wouldn't they?
Wouldn't you?
Aren't they?
Aren't you?
Wouldn't you agree?
Don't you agree?
Can't you?
Couldn't it?
Doesn't it?
Right?

If you have been marketing for very long, you have heard about the concept of "features versus benefits." Features are what your product has or does. Benefits are why your prospective customer would want those features. What will your product do for them? For example, if you have something that is metal instead of plastic, metal might be a feature. But the benefit might be that it is more durable, longer-lasting, or unbreakable.

A common practice on web pages that are written as sales letters is to use a bullet list to present features or benefits. Let's just imagine a couple bullet points for some imaginary "tie-down creator" software. Most people would write the bullets as features. A couple features might look like this:

- Creates tie-downs automatically
- Adds tie-downs to the end of every statement in a list of statements

Not very exciting bullets, are they? (Wow... there's an example of a tie-down that I want you to say "no" to!)

Now let's imagine how someone might write a couple bullets as benefits:

- Get your prospective customers nodding their heads in agreement with every major point in your sales copy!
- Get a prospect to say "yes" to almost any marketing statement of your choosing - long before you get to the close!

That's an improvement over writing the marketing bullets as features, isn't it? But although that might get their interest and even get them thinking of how they could use the product, it doesn't build agreement yet. Let's try wording them a little differently:

- If you could get your prospective customers nodding their heads in agreement with every major point in your sales copy, that would be likely to increase your sales, wouldn't it?
- If you could get people saying "yes" to almost any marketing statement of your choosing - long before they even get to the close - that would be valuable to you, right?

Would you agree those bullets do a better job of building both interest and agreement? (And did you catch that example of a tie-down at the beginning of a sentence?)

Now for your homework. It's time to go look at your website with a critical eye, while this article is still fresh in your mind. Are you selling features or benefits? Are you using tie-downs on marketing statements where they would help build agreement that will lead to sales? If not, you know what you need to do!

About the author:
Mike Adams has been building web sites and playing with Internet marketing since 1996. Visit his site for Internet marketing tips, tools, news, articles, and resources:http://www.timberway.com/

A Short stock markets Summary
Office Furniture DMI - 66 Inch Executive Desk - Executive Office Furniture / Home Office Furniture - 7689-34

Download Catalog (PDF)7689-34 Features:Felt-lined center drawer with wood pencil trayFelt-lined box drawer with wood pencil tray in each pedestalBox drawer with adjustable wood dividers in each pedestalFully extending locking file drawer in each pedestal; drawer accommodates letter or legal filingAdjustable levelersConstructed of selected veneers, wood solids and wood productAll drawers are suspended on metal, ball-bearing, full extension slidesFile drawers accept letter or legal sized hanging filesFully assembledFinish:Bordeaux CherryDimensions:66"(W) x 30"(D) x 30"(H)See our FAQs section for complete details.

Price: 1266.89

Rectangular Dining Table with 18" Leaf in Warm Cherry - 1366-86

Classic Mediterranean styling done in warm cherry finish on cherry hardwoods and veneers, accented with Walnut Sun Burst inlays.

Finish:
Warm Cherry

Dimensions:
68"-86"(W) x 44"(D) x 30"(H)

Price: 531.05

Cabinet - Low Sliding Door Cabinet - Home Styles - 5327-38

Features:All Wood Construction.2 Shelves behind sliding doors on left and 2 shelves on right.Middle has 1 shelf and 2 drawers.Sliding doors have Plexiglas.Could be used for bookcase, kitchen storage, and entertainment center.Finish:OakDimensions:53"(W) x 16 1/2"(D) x 35 1/2"(H)

Price: 379.00

Sound Table Top Lectern - Oklahoma Sound - 101PLS

Our most popular lectern has made its mark in every venue. Clean, functional styling, great sound and ease of use has made this lectern everyone's favorite.

101PLS Features: One 8" high efficiency speakers are matched to a 30 watt amplifier that kicks out more sound for its size than any in its class Control panel provides 2 mic input plus line in/out and a full array of multimedia functions for a total A/V experience An extension output is included and the sound can be custom tailored via the full range tone controls Technical Specifications: Power Output: 30 watts Microphones: 2 condenser type (Handheld with 9' cable; tie-clip/lavalier with 10' cable) Speakers: one 8" full range Inputs: two mics, one aux line Wireless: switchable; two frequency Outputs: line out 1 (extension speaker); line out 2 (tape recorder) Controls: four volume, bass/treble, on/off Fuse: internally mounted, 2A Power Supply: 117 Volt AC; 12 V DC (with optional battery) Recharger: internally mounted; with LED indicator Finish:
See options

Dimensions:
22"(W) x 17"(D) x 14"(H)
Inside Shelf: 20.5"(W) x 6"(D)

Price: 499.00

Silk Plant - Bamboo Tree - 5ft in Coiled Whicker Pot - Nu-Dell

The exotic bamboo tree is full of soft leaves that completely cover the plant.

Features: High quality foliage and trunks. Carefree maintenance. Designer quality tree. Perfect accent for any corner or space. Finish:
Coiled Whicker Pot

Dimensions:
60"(H)

Price: 419.00

Featured stock markets Items
Ge Bluetooth Headset Over The Shoulder Style

Ge Bluetooth Headset Over The Shoulder Style
Unique shoulder design with attached mono earbud Magnet holds earbud in place when not in-use Volume control and microphone muteUp to 8 hours talk time and 200 hours standby Compliant with Bluetooth½ v1.2 devices up to 33'Includes charging cradle and USB cable

10 Pack of RC-01897 9 IN. 1 IN. NAP RLR COVER

10 Pack of RC-01897 9 IN. 1 IN. NAP RLR COVER
mfr: GREAT AMERICAN MARKETING INC HI-TECH PROFESSIONAL ROLLER COVER 100% pure polyester Epoxy set on 4-ply phenolic core RC-01897 9 IN. 1 IN. NAP RLR COVER SIZE:9x1" Nap

NY Yankees 25" On Deck Bear (75-64NY)

NY Yankees 25" On Deck Bear (75-64NY)
A fun and unique way to show your team spirit! This is a NY Yankees 25" On Deck Bear.

Telephone Sucker Hard Candy Mold

Telephone Sucker Hard Candy Mold
1 3/4" Telephone Sucker Hard Candy Mold

"Buy 3 Get 1 FREE!!!"

Pur Vous Small Facial Steamer with Ozone

Pur Vous Small Facial Steamer with Ozone
Facial Steamers can do marvelious things because the steam detoxifies and cleans the pores on your face. Repeated use of Pur Vous Spa water in our exclusive facial steamers, may make your skin more radiant and soft; resembling the skin of a newborn baby.

ONE FREE LITTER PUR VOUS FACIAL WATER

Pur Vous water will improve your skin's elasticity because it acts like an antioxidant, without any Chemicals,
Arsenic Free Chlorine Free MTBE Free

Customer Review: Despicable customer service!

I purchased the Facial Steamer for $65 plus $15 shipping. Upon receipt, the main base of the product was severely damaged (cracked from front to back). While the product still functions, it's an eyesore to leave out anywhere.

Per the Amazon instructions, I immediately contacted the supplier. While they agreed to replace it under warranty, I was told that I was responsible for packaging and return shipping costs. Having already paid $15 for this, I think it is unreasonable to expect me to pay this again to return a defective product - the defect was not my problem.

I am very disatisfied with the service offered by both Amazon, and the original supplier and will never buy from either company again.

Thank you.

Customer Review: steamer is good

I am happy with my purchase of the personal facial steamer, MY skin is looking pretty darn good. My boyfriend even lets me give him facials , he always falls asleep, I would buy from you guys again. Thanks tasha

stock markets in the news
European shares close higher

Sat, 09 Aug 2008 01:17:19 GMT
In London, the FTSE 100 index added 0.21 percent to close at 5,489.20, in Paris the CAC 40 rose 0.77 percent to 4,491.85, while in Frankfurt the Dax ended 0.28 percent higher at 6,561.65. The Euro Stoxx 50 ...

Oil Prices Tumble Again; Stock Markets Surge - New York Times

Fri, 08 Aug 2008 20:36:24 GMT