Here are the main three reasons:
• They don’t want what you sell.
• They don’t have the money.
• They don’t trust you.
Let’s focus on the first reason for a minute or two.
They don’t want what you sell.
In many instances this can easily be translated into “They don’t understand what you sell.”
Direct response copywriters and advertising experts taught us the importance of “getting into the head of our customer”.
A piece of marketing which generates a lot of response is not a monologue, it’s a dialog between the copywriter and the reader—the prospect. A writer needs to join that conversation in the head of the reader. Therefore, the writer needs to understand the market and the prospects she is writing for very well.
Derek Sivers gave a short 6 minute talk at a
TED (↑) conference in India, in November last year. He reminds us of the many reasons why the person listening or reading might not understand what you are trying to communicate. His multicultural example makes it quite clear.
Derek Sivers: Weird, or just different?
That’s just the icing on the cake. Culture is not the only potential barrier that interferes with the meaning of your message and its perception.
“Despite the Internet being a global medium, your audience usually wears a very local head.”
~ John W. Furst
Enjoy the video and start becoming more aware of dangerous pitfalls in your communication and marketing.
John W. Furst
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