Not necessarily.

In a poll that showed up on BizReport.com, the older the prospect you’re targeting, the more likely they are to dislike s*xy ads.

I say that, by the way, thinking it’s more complicated than people being offended. After all, a lot of men told the Adweek pollsters that they wanted to see more skin, not less.

But that doesn’t mean the ads themselves will be more effective. Just more fun to look at. And there’s a difference.

Here’s another way such copy/marketing decisions can be complex: I remember years back, hearing from some marketing consultants that worked with a clothing catalog company.

The target customers were older men of means. Golf wear, cruise wear, and the like. On the cover of one catalog, they showed a 60-or-so year old guy in his sailing clothes, on the deck of a sailboat.

As a test, they tried putting a trim and shapely 30-something woman at his side. She was, in a word, a babe. Did it help sales?

Quite the opposite. Response plunged.

Why? The consultants asked customers and got back the answer that (a) it was the wives of the men who did most of the catalog shopping for their husbands and (b) those wives thought the woman in the photo looked like a mistress.

Whoops.

The company tested the cover again, this time with an attractive woman of a more appropriate age. And maybe, if I remember, standing a little closer to the helm.

It boosted sales considerably.

©2012 "Learn to Sell or Else...". All Rights Reserved.

I’ll let you watch to hear what he says is the “why” behind it, but the sum of it is… a great product is so much more than its parts and the great appeal to a prospect is so much more than what we can see on the side of the box.

Take a look and then ask yourself… how does what he say here fit with what I’m selling and how I’m trying to sell it? And should it fit that way? Bottom line: was Steve right? Opinions welcome:

©2012 "Learn to Sell or Else...". All Rights Reserved.

You’d have to live on the moon to have missed Apple’s long running ad campaign, “I’m a Mac, I’m a PC.” It was textbook psychographic targeting, associating the product with a personality type.

It worked, but why?

Maybe this will help explain:

In a recent study (I’m afraid I no longer have access to the source) it turns our more than half of Mac users live in the big city. Meanwhile, PC people are about 18% more likely to live in the burbs and 21% more likely to live in the countryside.

By a wide margin (50% more), Mac people love to throw parties. Or at least say they do. While about 23% of PC people say they’d rather not.

However, nearly 30% of PC people like to fit in with the group. Not so with Mac people, who tend to crave their own “uniqueness,” generally speaking.

PC people lean more to cake and candy snacks. Mac people? They’re about 7% more likely to go for peanuts and potato chips.

PC people tend to like tuna fish sandwiches more. Mac people supposedly favor bistro-type fries.

If you’re PC, you’re more likely to drink California Chardonnay and Pinot Grigio. If you’re Mac, you’ll crack open a Chianti or Cabernet Sauvignon instead.

Believe it or not, Mac people are more likely to think of themselves as tech-savvy nerds.

PC users are 43% more likely, meanwhile, to feel about as comfortable with computers as they are with learning a foreign language. Or so says the poll.

Who watches more “60 Minutes?” The Mac users. And who watches “20/20?” That would be our friends on the PC.

“Moby Dick” is more a Mac novel. And “Great Expectations” leans more toward the PC.

And on it goes.

©2012 "Learn to Sell or Else...". All Rights Reserved.

I’m sure you know what she’s talking about.

And even if you don’t, let me ask you this: How often do you, you know, do “it?” Maybe once in the morning… and again in the afternoon?

I’ll bet. Or maybe you like to do “it” just before lunch… or just after lunch… or before and after and during? That wouldn’t surprise me either.

And then there’s your coffee break… what else are you going to do while waiting for a pot to brew? Not to mention just before meetings… or during meetings… and as soon as one ends.

Yep, you do “it” all the time. You just can’t stop yourself. Sadly, you’re not alone. Because the rest of us probably do “it” too often too.

Of course, I’m talking about checking your email… your tweets… your texts… and your Facebook alerts.

Not so long ago, it was a non-issue. Now every computer in the world seems to ding all day with new message alerts. And if not the computers, it’s the cell-phones. Or even iPods and iPads, since they connect too.

It’s everywhere.

You can even log in on your way to the bathroom… or IN the bathroom… (please tell me you’re not reading this in a stall).

And how about that quick download before dinner… or during dinner… or just before drifting off to sleep?

How about in the elevator… at a stop light… or in motion. Maybe even over the shoulder of your loved one, during a warm but, let’s be honest, not so time-efficient embrace.

If any six of the scenarios above sound familiar… or if you’ve wondered if a Ziploc bag could protect your iPad in the shower… you might have a problem. And you wouldn’t be alone again, you wouldn’t be alone. Or so says Matt Richtel, a tech-writer for the New York Times.

Maybe this comes to you as no surprise.

This is, after all, the age of high tech multi-tasking. Or is it? Not according to a handful of studies cited in one of Richtel’s recent articles.

And if you’re wondering why you feel busy all the time but you don’t get anything done — this might be the reason why.

In short, our brains just aren’t built for the perpetually “plugged in” lifestyle. It may, in fact, be costing you.

Now hang on there, cupcake.

Yes, I DO realize the irony.

After all, I’m a direct response copywriter. My bread and butter relies on people opening messages, including email. And yes, I also write an e-letter, which is delivered by email and in which this article originally appeared (sign up in the box to the right).

But between you and me, have you noticed your relationship changing at all with your inbox? Mine certainly has.

Case in point, in the beginning days of Compuserve, I could barely get enough. I too was a serial email reader. I must have hit the “get mail” button a dozen times a day, eager for contact.

Not so much anymore.

I now have, for example, 778 emails sitting waiting for an answer. Some are dated from last summer. I want to answer them. I feel compelled to answer them.

But I won’t. I’ve even actively decided not to.

Why?

Like anything, it’s complicated.

I recently heard a radio host sum up at least one part of the problemlike this: each email is a moment on someone else’s agenda. Tell me this, answer me that, find and send me this info.

How true.

And yet, she said, she can’t resist knowing if anything new has come in. So she checks — just for a second — and finds herself lost, an hour or more later.

Sound familiar?

I don’t want that. I can’t afford that. So I stay away. These days, much as I want to, I try not to start checking email until after 4 pm… 3 pm if I’m feeling weak. Because it’s the only way.

How about you?

I ask because I know what it is to be writing, like you’re aspiring to do. And whether it’s novels or sales copy, it’s the same.

You’re either in the zone… or you’re not.

When you’re in it, you know. Because that’s when even a five alarm fire would have a tough time getting you to move from your chair or stop what you’re doing.

I’m sure you “get” the feeling. So, you might still be asking… how did we get so hooked on email and tweets and Facebook and the rest in the first place, especially when the cost to productivity is so obvious?

Say California researchers, the reason you have such a tough time stopping yourself from checking your email or whatever other inputs you’ve got going is simple.

It’s because it delivers dopamine “squirts” to your brain. You get hooked, it turns out, to that series of tiny excitements as one email after another rolls in.

Not unlike the smoker taking his first puff after a long international flight… or a drinker getting a martini after a long day in the salt mines.

It’s a joy to get the jolt, over and over again. And without it, you learn to feel perpetually bored. But it’s a bigger issue now than ever, says Richtel.

Today, we’re hit with three times as much daily media as we were in the 1960s. What’s more, your average computer user visits 40 web pages per day.

Think about that.

We email colleagues at the next desk. We tweet our insights to friends, then meet up with nothing to talk about. We bask in the glow of unending online Facebook reunions, without actually seeing the people we’re “talking” to for years on end.

It’s all got its merits.

Business-wise, it’s been amazing. Many a direct-response company has been saved thanks to new media. Some have learned how to turn it into $100s of millions per year. And I’m happy to be one of the beneficiaries.

But what’s it tell you when even the Pope feels like it’s time to weigh in? Here’s what he told the NYT:

“Entering cyberspace can be a sign of an authentic search for personal encounters with others, provided that attention is paid to avoiding dangers such as enclosing oneself in a sort of parallel existence, or excessive exposure to the virtual world…

“In the search for sharing, for ‘friends’, there is the challenge to be authentic and faithful, and not give in to the illusion of constructing an artificial public profile for oneself.”

(Intrigued? You can check out Papal (no, I didn’t mean to write “Paypal”) proclamations like this one in eight languages, courtesy of the Vatican’s iPhone app. I kid you not.)

But addiction and virtual loneliness are just the beginning of the problem. Even bigger, in my opinion, is the illusion of productivity that goes with all this message fueled effort.

It gives us the illusion, yes, that we’re getting lots done. We are, if the email feeds are to believed, multi-tasking our way through lots of things that demand our attention, all at once.

The document feedback, the afternoon call, the kid’s b-day party… when you bang out a message on each in under a few minutes, you feel like you’re changing the world.

But multi-tasking, says Richtel’s research for his article, is bunk. An illusion. If you think you’re good at it, he suggests, there’s a likelihood you’re kidding yourself.

How so?

First, let me freely admit, I’m not a multi-tasker at all. I never have been. Walk and chew gum? I’m lucky I get through breakfast without falling out of my chair.

Without 100% focus, I can’t work.

That makes me a pain in the you-know-what to be around during the day. I scowl when I type, I’m told. And look up at interruptions like I’m ready to bite.

And I don’t doubt it. Because I now that once I stop, I’ll need another half hour to get rolling again.

I’ve always felt a little bad about that.

But it turns out, according to what Richtel says is “half a century of proof,” many more of us are that way than I ever imagined.

What’s more, you’re probably better off resigning yourself to focusing on one thing than you realize.

Even though, with your email alerts dinging and your cell-phone vibrating, it doesn’t always feel that way.

When you multi-task, says a particular set of scientists from the University of San Diego, it might feel like you’re doing a lot at once.

But what you’re actually doing is switching back and forth between tasks. And most likely, you’re not doing it well.

Think cocktail party and trying to register two conversations simultaneously… think airline pilot tweeting to his girlfriend during a landing… think surgeon calling the deli for a roast-beef on rye, while he’s wrapping up a brain operation.

If we’re paying attention to one process, say the tests, our brains are hard-wired to ignore everything else. Even if only for microseconds at a time.

So what, if we get it done, right?

I know one guy who writes with the TV on, he says. And he’s good. I know others who keep IM and email windows open and cell phones within reach. And they all still earn a good living.

But you have to wonder, how much better would they do without the willing distractions? Maybe a lot better, if these findings are right.

In fact, the research even shows that those that cling their multi-tasking beliefs end up being SLOWER in tests than the single-minded simpletons, who score better at both noticing small details and juggling when forced to balance between different assignments.

I guess what I’m saying is… wait, hang on a sec… I just got an email… this is good… ha… I’ll be right back, I swear…

©2012 "Learn to Sell or Else...". All Rights Reserved.

I’m sure you guys know, I’ve talked about this a few times in my weekly e-letter (see the sign up box on this page).

We even had a full chapter on it, in the book “Great Leads,” which I wrote with copy mentoring great, Michael Masterson.

(I swear to you — it’s *finally* going up on Amazon.com, sometime this week. I’ll get you a link as soon as there’s one available.)

I had a great time doing the interview. Enough that I kept thinking of things I wanted to add, long after finishing the call.

I’d just come across a few great tips, for instance, from a semi-surprising source (though not so surprising when you think about it): Matt Stone and Trey Parker, creators of the cartoon South Park.

Parker and Stone popped in on a freshman writing class at NYU –where yours truly also studied some screenwriting — to talk for a few minutes about how they keep their story ideas compelling.

One secret they offer is… get yourself a deadline. A hard, serious one that drives you. Stone and Parker write an episode per week. “We’ve got a scary deadline every Thursday morning.”

Another tip I’m sure you’ve heard before, which is to put your ideas out there quickly. Don’t wait until they’re fully baked. And when they get out there, make sure you’ve got a roomful of critics who understand they need shaping, rather than critics who will just shoot the idea down.

First ideas are rarely amazing.

And here’s the tip I like best. When you’re writing out a story to sell, to tell, or whatever… look for what writers call the “story beats.”

These are the spots where you plot twists and turns, the angles on which you frame an outline.

Once you have those beats, read through and see if you can put the phrase “and then” between each beat.

If you can… that’s a problem. Every “and then” is a moment where you could lose your reader (or viewer) to some distraction.

Better is writing that turns on the phrases “therefore” or “but.” That is, every moment in the story either forces the next one, creating continuity, or flips away from the last “beat” in a way that creates tension.

In selling, the stories you’re telling are usually short, just long enough to illustrate an idea or sneak in a proof or promise.

But this is a good way to think about your copy throughout, too. That is, is your sales letter just one long string of disconnected sales points? Or does it follow a flow that your reader can’t swim against?

And just when they think they know where you’re headed, are you waking them back up with a rhetorical explosion or “twist” of their expectations?

Something worth thinking about.

©2012 "Learn to Sell or Else...". All Rights Reserved.

“It’s a Wonderful Life”

“A Very Monty Christmas…”

Something to Dance To…

Enjoy!

©2012 "Learn to Sell or Else...". All Rights Reserved.

And yet, like a plump uncle, the customers sidle up to the table for more. Should we give it to ‘em?

Sure, why not.

Without further ado — and all the microwaved gravy you can stand — please enjoy the second half of our “14 Ways to Thank Your Customers Like You Mean It” article from last week.

(And numbered accordingly…)

8 ) THANK-YOU “COUPONS” FOR THE NEXT PURCHASE – Okay, this one is a little self-serving, you might say. Your customer places and order and what’s his prize? Other than your excellent product, he also gets an offer for the next great deal.

Maybe it’s a half-off future purchases, maybe a break for his friends and family, maybe an invitation to get a free “refill” of some kind or some kind of free servicing agreement.

This, of course, encourages them to come back to you again. But it could also help them feel good — justifiably so — about being loyal to a company that believes in its own product (and why wouldn’t you?)

9) THROW IN FREE SHIPPING - Awhile back, my wife signed up for “Amazon Prime,” the club-like service from Amazon.com that gets you free shipping.

It’s a great deal if you shop a lot online (we do). And it always feels like a “thank you” reward, even though we pay to have that perk.

But even more importantly, guess where she goes first now for most of our online shopping? Testing by other businesses too also show that “free shipping” is a powerful addition to offers.

Even better, try a phrase like, “As my way of saying thank you, I’ll even cover your shipping costs. You’ll pay nothing.”

10) MAKE IT PERSONAL – If you’re open to giving a big discount anyway, why not ‘translate’ the savings into a thoughtful thank you gift?

That is, instead of mentioning the discounted sales price, offer the lower price plus a gift of equal value. Depending on what you’re selling, that could be anything.

A small gift basket with a thank you note, a bag of gourmet coffee, a corkscrew in a fancy case, or something else that matters to your prospect.

If it’s a really big-ticket item or you have a small but big-spendin’ client base, you could make the gift even nicer or more personal.

I recently read a note about a real estate broker who gave a house buyer some fine wine glasses. He says the realtors name comes up — and gets praised — every time he and his wife have friends over for dinner.

(For an even more complete example of this idea at work, see today’s “Second CR” article later in this issue.)

11) THANK THEM PUBLICLY – I don’t know what it is about the human animal, but we do crave our fame.

So why not give weight to a thank you by doing it publicly? Honor loyal customers on your website, honor success stories that feature your product, and just brag generally about your customers like you like them (as you should).

Try posting video interviews of customers on your website, feature them in ads, and just generally be proud like a parent, hanging their proverbial ‘work’ on your public refrigerator.

12) SURVEY WITH CARE – If you’ve read past CR issues, you know I’m not crazy about customer surveys.

They have their uses, for sure. But they’re often as confusing as they are useful, especially when the questions are written poorly.

However, there IS a way to send your customer base a survey that can make them better customers.

How? Simply by making it clear the survey is not about how to make them buy better, but how to give them a better product or service to enjoy.

In short, show you care. And follow up on that display, when you can, by finding the prospects that reply with unsolved problems… and solve them.

13) INVITE THEM OVER – Here’s an interesting way to “thank” loyal customers. Find out who they are and invite some of them over, specifically to celebrate their loyalty. Done right, there’s a good chance they’ll buy from you again. But the pictures you take at the event and post online could help show other prospects what a friendly business you are.

14) GET THEIR BACKS – In times of urgency that relates to your product, like say a financial meltdown or anything else newsy, put together a timely “summit” of your house experts.

Then record what they talk about and give it to customers out of the blue. Make it a surprise, to show you’re looking out for them and anticipating their questions and concerns.

You could tailor this idea for just about any kind of information product and plenty that aren’t.

And one more…

Bonus Idea – GIVE THEM WHAT THEY PAID FOR+ – What business would purposely deliver less than they sold? Sadly, plenty. And that’s partly why new customers are often a tough sell… because they’ve been jaded before.

But what better way to thank your customers for doing business with you… than by insisting on doing business with them at the highest quality level?

It’s the deal we make when offer something to somebody and ask for money in return. Better still if you can over-deliver.

So there you go.

Do these things or even some of them, and you could end up with some seriously grateful customers.

And isn’t that where you want to be?

©2012 "Learn to Sell or Else...". All Rights Reserved.

Yes, it’s Thanksgiving week, where my American compatriots are prepping to stuff turkeys, stuff themselves, and welcome family and friends into their homes.

And while we’re at it, why not take the opportunity to talk about another kind of ‘thanks giving’ in this week’s CR — the thanks you should be giving your customers for, well, being your customers.

Why thank customers?

The short answer, of course, is “why not?” Unless you were raised by wolverines, it’s a common courtesy you’re proud to offer… am I right?

The longer answer is that it’s practically money in the bank for future business, because customers that feel warm and fuzzy come back tenfold for more (give or take a fold or three).

So, in the spirit of the season, let me give you at 14 ways to make your customers feel appreciated.

We’ll start with these seven…

1) SEND A NOTE – I once dated a girl who sent thank you cards almost as automatically as breathing. I swear to you, the girl would pen notes of gratitude in the car, as we pulled out of driveways from dinner parties. “Because that’s what you’re supposed to do,” she would explain.

Why not do the same for your customers? Not in the perfunctory, here’s an auto-reply “thanks for your order” email (which you should also probably do) but an actual note that gets mailed as a stand alone message. “I just wanted to thank you personally,” says the owner of the business in the card, “for giving our [specific product name] a try. Welcome on board and please enjoy.”

2) MAKE IT A B-DAY CARD – There’s a story I’ve heard floating around, about the world’s best car salesman. Seems he took the time to note the birthdays of all his past customers. And every year, he would send a birthday card.

No cloaked sales messages, no ‘special inventory’ hype… just the birthday greeting. And he personally signed each card.

Result? He had a referral business like you wouldn’t believe. Not to mention customers that came back to him over and over again when it was time to buy a newer model.

These days, I get lots of automated B-Day wishes from online sources. And admittedly, it loses it’s specialness when it’s a computer sending it automatically. But even then, I admit, it feels at least a little flattering to be remembered.

3) GIVE A JUMPSTART - When your customer comes on board, what’s the first thing he gets? If it’s the product, that might be fine. But consider, you’ll have an even happier customer if he knows how to use what you’ve just sold him.

What more considerate way to make sure he can do that than by ‘thanking’ him with a simple well-guided tour around what he just purchased?

Maybe it’s a ‘user’s manual’ or maybe it’s an online video that walks through the steps. Maybe it’s just a brainstormed presentation on ways to use the product he might not be aware of.

Bottom line is, this kind of thorough start-up advice not only helps but back on early cancellations, but it also gives prospects that warm and welcoming feeling you’re hoping for.

4) GO “GINSU” AND GIVE MORE – I’m sure you know the “but wait there’s more” line from the “Ginsu Knife” commercials. To thank you for buying the knives, the sellers kept throwing in gifts.

If you weren’t spurred to action early, the extra bonuses would help seal the deal. Or so was the intent.

But imagine how grateful the buyer was every time he used one of those extra gadgets (I’m assuming they worked). “And,” he reminds himself, “I got this thing for free!”

5) SURPRISE ‘EM - What’s better than the gift that comes with your order? How about the gift you weren’t expecting.

If you bank on repeat business, thank a customer with a little extra, unannounced somethin’-somethin’ that shows up not too long after the actual product gets delivered or starts arriving (if, say, it’s a subscription product).

By the way, gifts to subscribers don’t HAVE to be high end. In the days of easy info delivery, a helpful e-book or the like can be a great way to deliver value on their end while keeping costs low on yours.

Along these same lines…

6) DELIVER 11th HOUR “TWIST” ON THE DEAL - Try making a customer feel appreciated by coming in, after the deal is almost done, with a last-minute deal, as in “Just to thank you for considering this offer, let’s do this…”

And then you can follow with a special break on the price you just used to close the sale, put a buy- one-get-one-free deal on the reply card, or throw in a donation to a popular charity.

All will seem like more sweetener for the offer, but these too will increase the warm and fuzzy factor, helping your prospects to feel appreciated.

And here’s one more…

7) HONOR LOYALTY – Ever since credit cards, airlines, and donut shops started rewarding repeat customers with visit stamps and reward points, the customer loyalty program has become ubiquitous. And this is a good thing.

But there are lots of other ways you can also thank customers for coming back. For instance, my main client once invited long-time customers to a gala party. Out of this came special “reserve” and “alliance” clubs, with other perks for long-time members only.

If you can, put your long time customers on a special list and send them occasional notes. Create special services, either free or a good but paid deal, that come with special “club level” designations and VIP treatment. Give them a special hotline number for customer service, no waiting.

The point is, they’re family. Make them feel it.

I’ve got more of these ideas, which I’ll share with you in the next issue.

Meanwhile, let’s close with this: If you set out to try any of these, do it with the right mindset. And that mindset is, of course, gratitude.

Nothing sells better than sincerity. A “thanks” that’s delivered with only manipulation in mind is no “thanks” at all.

Okay, more coming in a week.

Until then, best wishes to you and yours for Thanksgiving if you celebrate it… and hey, the same wishes even if you don’t.

©2012 "Learn to Sell or Else...". All Rights Reserved.

©2012 "Learn to Sell or Else...". All Rights Reserved.

“So there I was reading my favorite newsletter writer and I come across, ‘For career success: lather, rinse, repeat.’ A cliche!

“Say it ain’t so. You’re beyond trite phrases and careless writing. So please don’t do it again. I can’t stand to be disillusioned.”

In my defense, this was my reply…

“Me, beyond trite phrases? Never!

“I admit that I agree — we need yet another hackneyed piece of writing like we need a hole in the head. There’s nothing worse, after all, than phrases as worn out as an old shoe. As writer and grammarian extraordinaire, William Safire, once said, ‘last, but not least, avoid cliches like the plague.’

“But please, when it comes to the ‘rules’ on using cliches, let’s not throw out the baby with the bathwater, shall we? That is to say, with this knee-jerk critique, I fear you might be barking up the wrong tree.

“After all, while I know it’s never too late to learn something new about writing (better late than never, I always say) the tradition of using cliches in copy is about as old as dirt and not always the refuge of the village idiot, as you make it seem.

“In short, never say never.

“Because sometimes, frankly, a well-worn cliche can actually be just what the doctor ordered, especially when you’re caught between a rock and a hard place at the end of a piece and you want to convey an idea both quickly and maybe with a little irony.

“To put it simply, the point of the article is to look at new challenges with innocence and new ideas, rather than falling back on the tried and true… and shopworn.  With the irony here being, that’s a piece of advice we’ll have to return to over a lifetime of writing, much in the same way a dog returns to his own vomit. It is an  insight that can only come from, well, experience.

“It is what it is.”

To which my reader wisely replied, “Brevity is the soul of wit.” And so it is. Except when it isn’t. But that’s for another time.

©2012 "Learn to Sell or Else...". All Rights Reserved.