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How To Use PR To Build Your Business
Everyone knows the value of free publicity. And given the opportunity, most businesses would jump at the chance to have a news article written about them, or to be covered by TV and radio stations. But the chances of those stories coming to you on...
Seeds
SEEDS In the real estate business, there is a concept called "farming." An agent will pick a neighborhood as his farm and work the farm in various ways. Sometimes he’ll start by mailing out an announcement to each resident to make them aware...
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Want A Successful Newsletter? Apply The 5 "P's" ...
Online newsletters/ezines number in the hundreds of thousands, and the total is ever increasing. How can, and will, you compete? If you want your offering to stand out, plug it into the 5 "P's" formula ... Purpose - Are you giving your target...
Why CONTESTS in Ezines Are So VALUABLE!
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Leverage Avoidance Values for Irresistible Selling

The most gifted influencers know that to be highly persuasive
they must appeal to the values of the person they are speaking
to.

What are values? Values are filters that everyone uses to help
make sense of all the information we must process before we make
a decision. When you appeal to a person's values you speak
directly to their decision-making criteria.

Values:

In simple terms, values are what is most important to us. If you
ask yourself: what is most important to me about having a new
car? You will discover the key issues that you consider when
buying a car. Your prospects will also pay attention to their
values when you present your offering.

Ask your prospects what is most important to them and they will
tell you their values, it is then up to you to structure your
conversation around what matters to them.

So if they value ease of use and simplicity - don't waste their
time talking about advanced functions. Instead spend extra time
and go into great detail explaining all there is to know about
how easy it is to use the product.

By talking about what your prospect considers most important you
will grab their attention and quickly find out if your offering
is for them. And this is as far as most people get with their
persuasion skills. There is a further step however.

Avoidance Values:

When you also discover and appeal to what your client wants to
avoid, you become an especially valuable advisor. Everyone has
avoidance values i.e. what is important to


avoid. In the example
of buying a car, it could be wanting to avoid costly maintenance,
high insurance premiums and the disapproval of the neighbors.

Your only challenge is that people often won't tell you what
their avoidance values are because they don't always know
themselves. Only when you ask the right questions will you be
able to help them discover what these values are. Give them an
example of what you mean by avoidance values and then ask them:

What must you absolutely not have when driving a car?

What do you not want in a car?

What do you want to avoid at all costs by using this product?

Which factors are the most important to avoid?

Typical answers might include - poor visibility, limited leg
room, a noisy engine. Let's say you were selling software, the
answers might be data loss, system crashes, limited upgrades.

Show your prospect how your product satisfies her values and
protects her from her avoidance values and your powers of
persuasion will be irresistible.

Give yourself time to get used to asking probing questions that
elicit avoidance values. Although it seems unusual at first it
does get easier with practice.

About the Author

Peter Murphy is a freelance business writer. He publishes a free
weekly ezine full of practical tips for communicating at your
best under pressure. All new subscribers receive a free e-book
with powerful strategies for being at your best. To subscribe
send a blank email to:

 

Ezine Article Submission - Submit Your Best Articles For Massive ...
EzineArticles.com allows ezine or email list publishers to upload or download free expert content that can be used within email newsletters or websites.
ezinearticles.com
 
The Ezine Directory
The Ezine Directory lists thousands of the best email newsletters available on the internet today. Search, browse, or add your ezine for free!
www.ezine-dir.com
 
e-zine-list: John Labovitz's e-zine-list
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BME: Body Modification Ezine - The biggest and best online bod-mod ...
Comprehensive resource on piercing, tattoos, scarification, subincision, castration and all other forms of body modification.
www.bmezine.com
 
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Submit Your Ezine To New-List For Massive Free Exposure - Grow Your Ezine - Ezine Marketing Made Easy By New-List.com.
new-list.com
 
Ezine - Wikipedia, the free encyclopedia
Ezines are typically tightly focused on a subject area. ... CULT OF THE DEAD COW claims to have published the first ezine, starting in 1984, with its ezine ...
en.wikipedia.org
 
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EmailUniverse, The E-mail List-Owner Resource Network is an excellent source for today's Email List Owners, Managers, and Editors.
emailuniverse.com
 
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Email Newsletter Publishing Award Site: Fellow Ezine Publishers Review The Best Email Newsletters.
www.bestezines.com
 
Ezine Directory
Home | Sign-up for your Free listing | Link to us Code | TOP 100 Ezines. CATEGORIES ... ezine directory. link exchange with us ...
www.ezinelisting.com
 
Browser based email list management, ezine hosting, and campaign ...
Browser based email list management, ezine hosting, and campaign software. Keep in constant contact with clients and potential customers.
www.ezinedirector.com
 
Splendid E-zine
Splendid: Daily music reviews, articles, interviews and more.
www.splendidezine.com
 
OS/2 e-Zine - The Best OS/2 Reading Anywhere!
Monthly magazine with reviews, articles, and discussion forums.
www.os2ezine.com
 
E-ZineZ - The Handbook of Ezine Publishing
An ezine directory, free ezine builder tool, ezine tutorials including everything you need to know to start publishing an ezine or email newsletter.
www.e-zinez.com
 
EzineUniversity - Free Online Training for Ezine Publishers
EzineUniversity provides provides information, tools and products for ezine publishers. Featuring EzineUniversity Journal, EZU Tutor and FREE online ...
www.ezineuniversity.com
 
Ezines
E-zines directory with categories of free ezines, newsletters, email magazines and online publications.
www.web-source.net
 
My Favorite Ezines - The Family Friendly Ezine and Email ...
The best family friendly ezine and email newsletter directory providing education - motivation - inspiration and marketing support.
www.myfavoriteezines.com
 
Tattoos.Com Ezine Front Page
Historical information from the tribal art of Borneo to the wood block prints of Japan. Alphabetical listing of studios around the world, events, ...
tattoos.com
 
Welcome To Ezine.Com!
Welcome To Ezine.Com! Welcome Page For Ezine.Com ezine online magazine electronic magazine zine e-zine ezines eziner ezining.
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Ezine Information
What makes your ezine hot stuff? With literally thousands of ezines online ... We all have ezines that we love to read and learn from but that doesn't mean ...
www.dtguide.com
 
Asian American Movement Ezine
Asian American Movement Ezine is a radical and progressive zine on Asian American politics, art, history and culture.
www.aamovement.net
 
 

 
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  • how to properly use ezine advertising conclusion

  • how to properly use ezine advertising part one

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  • industry pro interview insider secrets to building your pr campaign

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  • inner directed marketing a new way to prosper in tough times

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  • internet 101 hitch your wagon to a star for internet success

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  • internet marketing is confusing isnt it

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  • internet marketing success requires a business plan part ii

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  • interviews one of the easiest products to create

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  • interview with michael murray autoresponder basics

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  • introduction to autoresponders

  • is a home business right for you

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  • i want to do an ezine part 3 what is content

  • i want to do an ezine part 4 how do i promote

  • i want to do an ezine part 5 more promoting

  • johnny appleseed a lesson in sowing and reaping

  • joint ventures your path to success

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