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Because it is so hard to find buyers that will spend money with you, many companies go out of business before they ever get started.

Especially small businesses.

If you’re going to make money online and build a safe, consistent income, then you must know where to find buyers that will buy from you. A steady stream of buyers will give you the power to overcome mountains of obstacles, give you great staying power in any economy, and drastically improve your quality of life.

There are four aspects of finding buyers that buy that I’d like to focus on. Today, I will cover the first and most important. Today is the “what” … the next three weeks will be the “how.”

At the core of finding buyers that buy is a concept called “Psychographics.”

Psychographics is the study and classification of people according to their attitudes, thoughts, feelings, behaviors, and aptitudes. It’s knowing the words they use, the emotions they have, and the choices they make on a daily basis.

Do not confuse this with “demographics,” which is the study of facts about people. Their age, their gender, where they live, number of children, etc. …

These kinds of facts and figures are important, but they only give you a small insight into the buyer’s life and desires. It’s far too shallow to really bring in consistent, safe, ongoing sales.

You must go deeper. You must understand what makes their heart race, what keeps them up at night, and what drives them to do irrational, spontaneous, totally emotional things.

Michael Masterson (aka Mark Ford), has been teaching the need to dive deep into the thoughts, feelings, and emotions of buyers for many, many years. He calls it the “Core Buying Emotion.”

Many people think that you can sell someone just by appealing to a set of base emotions like greed, fear, anger, sex, etc. And, it is true. Those emotions are very strong. But human beings are much more complicated than that.

Michael puts it like this … and you can substitute “online marketing and sales” for the word “copy” …

“Great copy, ultimately, is an exploration, stimulation, or provocation of the prospect’s greatest and deepest desires, fears, hopes, and dreams.”

Savor that statement because it’s worth millions of dollars once you discover how to explore, stimulate, and provoke the buyer’s Core Buying Emotion. This Core Buying Emotion is uncovered only when you come to understand the psychographics of your target audience.

There are several other powerful advantages to understanding the psychographics of your buyers:

1. First, you know exactly how to talk to them. You understand their Core Buying Emotion.
2. Second, you immediately know where they are. You’ll remember that finding where your buyers are is the first step to discovering your Optimal Selling Strategy. (Another of Michael Masterson’s powerful phrases and concepts; see Ready, Fire, Aim for details.)
3. Third, you know what design, images, colors, and styles will appeal to them and entice them to buy and buy more often. (Yes, the book is judged by its cover … )
4. Fourth, you know how to price your product or service.

In the next three weeks, I’m going to talk about the “how” to uncovering the psychographics of your market. I think you’ll be surprised at the methods I use.

There are several parts of this discussion that I want to spend a little more time on. Because of that, I’ve decided to sit down and record my thoughts in audio format. I suspect this will take me 30-90 minutes.

I’m calling it, “Buyer Psychographics: Strategies for Finding Buyers that Consistently Buy.”

This in-depth discussion is really only for those who are ready to go deeper. Because of this, I’m inviting everyone to get a copy of the audio file, but requiring that you raise your hand and opt-in.

To receive a no-cost copy of my audio discussion, “Buyer Psychographics: Strategies for Finding Buyers that Consistently Buy,” click here now and fill out the simple form that follows.

Click Here to Get “Buyer Psychographics” Now

Please note: During this discussion, nothing will be sold. I’m just interested in helping you understand this crucial part of building a safe, consistent income online, no matter what the economy.

Before I let you go, I want to share a very interesting story with you. I think it will illustrate how weak it is to rely on demographics alone and how powerful psychographical data can be.

A number of years ago, I attended an expensive, private, four-man business-building mastermind session. Before I got there, I had no idea who the other three participants would be. This kind of situation always makes me a bit nervous because you never know who you’re going to get “stuck with.”

At first, I thought my deepest fears had been realized. It appeared that I had nothing in common with the other people in the room.

I was the only one on a first marriage. I was the only one with children still at home. I lived out in the country, while they lived in the suburbs. I drove used cars — actually a minivan and a 15-passenger van. They had a variety of sleek sedans and sports cars.

To me, it seemed like an odd group of people to put in the same room for a mastermind session. We didn’t even have the same kinds of businesses … I was online, another guy was retail with a storefront, another was a stock trader, and yet another was mail order of cosmetics and skin care.

In other words, our demographic footprint was miles apart.

Then, during a break about halfway through the first day, one of the other guys mentioned that he had just bought a “nuke.” He gave no other description. But I laughed, and asked him if he put it in a “super.” He smiled and said he did. Then, another guy asked if he had smoked it first. He had. The conversation sped on from there as we talked about queens, combs, drones, extractors, and dozens of other things.

You see, as it turned out, all of us were beekeepers.

What were the odds of such a diverse group of men all being beekeepers? As we talked about it, we dove into “why” we all had bees.

We discovered that the reasons were all the same: Bees made us unique. It was challenging and difficult. It was hard work. It connected us with nature. It was therapeutic and healthful. Perhaps most of all, our hives were symbolic of our intense drive for independence. This was also at the core of our business ownership.

In other words, at the core, we all shared a unique set of emotions, thoughts, and motivators.

We went one step further and reviewed the materials our host had used to sell us on the four-man mastermind session. We quickly discovered that he had effectively used almost all of those emotional triggers in his materials.

By deeply understanding our psychographics and using them effectively, our host had persuaded four totally demographically-different beekeeping business owners to gather from the four corners of the United States and pay him over $20,000 for the privilege of doing so.

Understanding our Core Buying Emotion allowed him to gather customers and charge prices that otherwise would have been outside of his reach.

That is the profit-creating power I want to give you.

I hope you will carefully read the next three segments of this series to find out how to do just that. I also hope you’ll register for my new, free audio presentation, “Buyer Psychographics: Strategies for Finding Buyers that Consistently Buy.”

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Brought to you by: Wes Waddell – Small and Home Business Best Friend.

Today I want to follow up on a topic that paralyzes many entrepreneurs.
One that can stop your progress in its tracks. Freeze you when you need to make a decision. Ultimately lead you down a path that takes you where you never intended to go.

It’s something we all have to face. Everyone of us.
And if we don’t have a clear understanding of it, it can lead to disaster in anything you do.

I’m talking about risk.

There’s no getting around it, risk is present in everything we do.
But if you clearly understand what the payoffs of the risks you are taking are, then you have a much greater chance of overcoming those risks and achieving the exact goals you are after.

Today I want to share a few thoughts on risk and how to overcome any reluctance you may have to face it. It will not only make you a better entrepreneur, it will improve your life on every level.
So let’s get going.

To higher profits and beyond,
Rich

Getting Clear On Risk

By Rich Schefren

Today I want to talk a little bit about "why?" About why you’re looking to build the business you want to build.
You should be building a business because of what it allows you to do on a daily basis.
If what you have to do on a daily basis, is not what you want to do, then you’re trading your life away. You sacrifice your present for some possibility in the future which, more often than not, never materializes. When you work this way, things don’t change. Only you do.
That’s why I think that so many entrepreneurs get it all wrong in the beginning. Because they’re trying to build something that doesn’t excite them; that doesn’t get their juices flowing. And because of that, they suffer from a couple of negative effects.
They’re slow to move into action. They don’t constantly think about their business and faster ways to get the outcome they’re after. And most important, they’re not willing to risk for that dream.

That Idea of Risk Is An Important One

When I’m talking about risk, I’m not talking about "risking" for an outcome. I’m talking about a risk that will allow you to live your dream on a daily basis.
There’s always going to be risk in anything you undertake. The overwhelmingly majority of entrepreneurs who succeed the have tasted failure. They’ve had major setbacks. But they persist in their dreams, because they understand what the payoff of their risk is.
I believe too many people try to make the entrepreneurial journey risk-free. And that’s just not possible.
I think most, if not all of you who are reading this realize that. You realize that nobody can hand you a business on a silver platter. That a successful business is something you have to build. And ideally, it should be something that you enjoy building. And ideally, as you’re building it, you should also be richly rewarded while you provide value to the world.
I’m bringing all of this up for anyone who is not making the progress that they’d like. If you’re not, it’s time to take a step back and look at where you might be falling down.
Specifically, where does your fear of risk come from? Is it from a lack of clarity of your outcome? Maybe you haven’t thought through all of the shortcuts? Are you just not getting into action?
Ultimately, once you know what it is, you have to work through what it’s going to take for it to change?

Facing Risk On Your Own Terms

You see, these are the kinds of things I do on a very frequent basis in my journal. My fear is that for many of you listening, you don’t take the time to really think things through to figure out where your sticking point is right now and what you need to do to change it.
I’ve been going through a bunch of papers, kind of cleaning out my home office, and I came across an index card where I wrote down a note. It doesn’t really mean much in the grand scheme of things, but I think it very much applies to kind of what we’re talking about here. Here’s what I wrote on the note:
It says, "what do I want?" The next question is "how do I need to be perceived to get what a want?" And finally, "how do I create that perception?"
Now I have no idea if I was helping someone think through their positioning or what this note was dealing with. But what I can tell you is that these would be questions that I would be considering if I was going into a new niche; if I was releasing a new product, etc.
And they are the questions you should be asking and answering on a continual basis.
My fear is that each of you discounts your own experience and your own ability to think in an effort to learn from others. Of course, learning from others is a great thing. But if you’re not learning from yourself through the thinking process, then ultimately you’re not growing. If you’re not growing that’s obviously problematic.

I’ll Leave You With One Last Thought

There’s a lot of talking about living in the moment; about being present. You could also say that another way of saying that is living consciously – the ability to be aware of your environment, yourself, your thoughts, your feelings, etc. And as a marketer and as an entrepreneur, the more that you can live in the moment, the more that you can be conscious, the more that you can focus your attention on others, then focus internally, then on others, then internally – the greater your ability is to affect change not only in yourself but in others around you as well.
Ultimately you have to embrace the risk of reality. You have to embrace responsibility and you have to embrace living consciously if you’re going to be a successful entrepreneur.

Questions or Comments on this issue?
Click here to send them to Rich!

————————————————————————-

In today’s World of Technology, Small business absolutely has to have a web presence! Without it, you lose more than half the business you could have.

But, just having a website doesn’t mean that the customers are going to be able to find you when they look for businesses of your kind on the net. Unless they know your name and domain address already, you need to be on the first couple of pages in the search engines (First page is best) and business listings.

So, if you want to learn how to get your business found, call or eMail me now.

I have just a few openings for new trainee’s.

Let me show you how to be the one they find and the one they come to for local expertise in your field.

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www.SpidersMarketingWeb.com

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