Category Archives: Uncategorized

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Eavesdropping on Your Buyers

By Justin Hitt, Industrial Copywriter

The more you understand the deep desires of your potential buyers, the easier it is to write copy that sells. Unfortunately, you just can't ask them. You need to bug their house, literally spying on their every move. Is it worth breaking the law to better understand your buyers?

When you know, in the words of your buyer, what it is they want to purchase, you can more easily position yourself in their path. So why not just ask them?

First, most of your customers truly don't know what it is they want. They either don't know how to convey it in words, or only know it when they see it.

Second, if your customer knows what they want they will lie about it. They lie to save money, to protect themselves, or because want to make themselves look good.

Unfortunately when you don't know what buyers want it is difficult to give it to them. That means fewer sales, poor conversion, or worse. It's not your fault, and here are some tips to help you eavesdrop on your buyers desires:

  • Monitor their complaints,
  • Listen more than you speak,
  • Watch how they use your product,
  • Look at what they buy,
  • Involve them in a conversation,

Of course, you don't have to break the law. Information is available to eavesdrop on the conversation inside the mind of your buyers, if you know where to look.

© 2008-2009 AdBriefing Copywriting Tips, All rights reserved.

Justin Hitt helps business-to-business sales professionals read the mind of buyers, to sell more in less time with fewer headaches. Sell more this year with

Getting into the Mind of Buyers

By Justin Hitt, Professional B2B Copywriter

Truly understanding the needs and desires of your target buyers helps you write copy that sells. You could survey, but buyers lie on surveys. What is a surefire way to get into the mind of your buyer?

Because I want every one of my customer happy to the point they refer others, I start with other peoples unhappy customers. If you really want happy customers, you'll need to undo anything that made them unhappy, then set that expectation in copy.

If you don't have unhappy customers (or at least those who verbalized their complaint), you'll needed to do some research. Fortunately the Internet puts a lot of complainers at your fingertips.

There are a number of interesting resources that provide useful to understand the mindset of buyers. This isn't a complete list, but it will certainly get you started.

First, let's consider a common sales objection, the fear of having this vendor fail to perform, or worse leaving the buyer in an awkward situation. Many don't buy from you because they are afraid you'll make a mistake, that's why copy that addresses this fear is very powerful.

Besides documenting all the fears my prospects have, I use a website called Ripoff Report, and various consumer review sites to discover where other companies have failed.

You can literally search on what you do with the words “complaints”, to find hundreds of sites. If what you do isn't clearly represented on-line (as with many B2B or Industrial firms) then use relevant complaints for other products to pick up on language nuances.

Every mistake your competitor has made slows down a buyers decision to choose you. You can really look into the fears prospects have around specific types of businesses by reading their complaints.

Because those who complain tell specifically what they expected, didn't get, and really wanted, you can address those concerns in copy. Look for objections, failures, and other concerns these buyers have.

Remember, these people bought something then had things not turn out as they desired. They are unhappy, speaking from emotion. This is a great resource to understand what your buyers really want and desire.

You'll find exact language, product characteristics, and emotional desires of your buyers here in these pages. Because they are official complaints, you'll discover mistakes you can avoid in your own process.

This kind of research helps you understand buyers, address their concern in copy, and move more prospects towards purchase by really connecting emotionally. It only costs you a little time, and that is well spent if you want copy that sells.

© 2008-2009 AdBriefing Copywriting Tips, All rights reserved.

Justin Hitt is an industrial copywriter who specializing in copy that sells for B2B technology services firms. Learn more about his services at

Prepackage Lead Generation Followup

For B2B firms lead “standard” lead follow up floats between 25% and 50% of volume within 30 days of capture. This is primarily because marketing professionals aren't prepared for follow up. How can your lead generation can be much more effective?

You can improve sales volume without increasing lead flow by preparing to follow up in advance of the initial contact. Setup a response kit, telephone script, or other quickly implemented tools rather than relying solely on sales people to take action.

By prepackaging your business lead follow up you'll be more responsive to buyers interests closer to their actual request. Target to follow up on ALL leads within 24-hours, if plan ahead, this is possible.

© 2008 Unusual Sales Gimmicks, All rights reserved.

Hitt Publishing Direct helps business-to-business service providers follow up quickly with automated systems and training. For the tools to follow up on more leads faster, visit

Interesting Use of Words Get Attention

How you describe what you do can set you apart and get your buyers attention quickly. This doesn't mean butcher the English language, but instead how to be descriptive.

The simple way of looking at this is how you describe yourself. If your a sales person, what kind of adjectives describe you. Are you a “sales consultant” or an “account representative”?

A more powerful approach is using copy writing to describe a common service in an unusual way, that positions your solutions as the right solution. Change the way you describe your industry, use the words of your customer, and be vivid for your prospects attention.

© 2008 Unusual Sales Gimmicks, All rights reserved.

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