Sell more by knowing your prospects deepest thoughts, desires and fears.

By: Nick Loise on: January 14th, 2015 3 Comments

“Find out all you can about your prospects before you call on them: their general living conditions, wealth, profession, hobbies, friends, and so on. Every hour spent in this kind of research will help you impress your prospect.” –David Ogilvy

Because getting to know your prospect is a critical part of your marketing.

In fact, I’d go so far as to say that it is the number one secret to writing a successful promotion.

When you know who you are selling to, you can create a specific marketing campaign that gets past your prospects’ natural resistance to selling. It allows you to match what you are selling to what they want.

You can increase sales and give your promotion an edge over competitors who don’t take the time to know and understand your prospect.

Plus you’ll be able to connect with your prospects and customers on a deeper level –which means not only will you be able to sell to them, you’ll be able to turn them into loyal customers in the long-run.

The tricky part is that when you are selling online or through direct mail, you can’t see who you are talking to. You can’t see their age or gender or what car they are driving like you would if you were selling to them face to face.

So what do you need to understand and look for? There are multiple layers to your prospect…

  • •     This covers things such as your prospect’s age, gender, income, and education. For instance, you might uncover that your ideal prospect is male, aged 40-50 years old, earns $100,000, and has a 4-year college degree.
  • •     This digs into where your prospects live such as the city, state, and country. This can be broken down even further to specific neighborhoods or types of areas, for instance, rural vs. city.
  • •     Here’s where you dig into your target market’s attitudes, values, beliefs, and lifestyles. What they desire and what keeps them up at night. What their religious, political and other beliefs are and so forth.

Learn all you can about the people you are selling to. Find out what makes them tick. Because if you want people to buy your products and services, you have to know what makes them motivated and what will make them take action.

P.S. We have something very exciting that will be launching at SuperConference and you won’t want to miss it…

And since you’re a valued member of our community I want to give you an IRRESISTIBLE offer to attend.

You may have recently seen that we’ve added a brand new event The Entrepreneurs Pep Rally and Tailgate Party…we even hired the Dallas Cowboy Cheerleaders to crank up the FUN factor!  There will also be food, tailgate games, and music!

You won’t want to miss that on Wednesday night.

More abut the Jam-Packed Schedule At SuperConference 2020:
  • •     Starting on Thursday we have a jam-packed line up of speakers that will help you grow your business in 2020 and beyond.
  • •     Dallas Cowboys Hall Of Fame Quarterback Roger Staubach will be a keynote speaker and talk about no only his success as an NFL QB, Hall Of Fame & Heisman Trophy Winner…but how he built a fortune with his real estate company.
  • •     Carey Smith of Big Ass Fans will share how he built a massive company using outrageous marketing to sell huge industrial fans and how he exited the company a few years ago selling for nearly 600 million!
  • •     Adam Witty and Lee Milteer will be presenting how to Become a Renegade Millionaire: How to Implement Dan Kennedy’s 6-Pillar Renegade Millionaire System into Your Business and Life to Create Freedom, Autonomy, and the Business and Life of Your Dream.
  • •     We also have our first ever Professional Practices Pre-Day event where we have separate tracks for Dentists, Financial Services, Orthodontics, and Lawyers.  These presentations will be by some of our most successful members including David Phelps, Jamie Reynolds, Ron Robins, Curt Whipple, and Robert Sofia.
  • •     We’ll also have the Diamond Members event and so much more.


You can check it all out at

P.P.S. Don’t forget to join the Magnetic Marketing conversation on Facebook!


Nick Loise, President, comes to Magnetic Marketing|No B.S. Inner Circle after being a successful entrepreneur, marketing and sales executive, info-marketer and lifelong student of Dan Kennedy and Magnetic Marketing|No B.S. Inner Circle . He originally saw Dan Kennedy in 1994 at a Success International event in Arizona, and he’s been hooked every since. He has owned and operated two separate businesses, one that is still in operation today. Nick has implemented the keys principles of Magnetic Marketing and Direct Response Marketing into all of his business and professional endeavors. He has served as a top marketing executive at companies ranging in revenue size from $1 million to $1 billion.

3 Responses

  1. Hi Dave,

    Great post!

    This is something that I always do when speaking to a new client, or where I begin with every new copywriting project. I always start by asking all the factors that you have mentioned in this article such as age, gender, financial status, hobbies, religious beliefs, and so on because it is the best way to get in the prospects mind.

    In fact, in my Marketing course in college (I am currently working towards my BS degree in Business Management) we were just talking about something along these lines.

    We have been covering what the steps are for going from business idea to success in the market place, and what I have found is the great importance of research (market research and customer research). You see, you can’t have business success without consumer confidence and trust in your business and service, and the only way to achieve that level of confidence and trust is twofold:

    1) It requires effective communication and a message that is consistent from the marketing to the actual customer to business interactions.
    2) And it requires high standards of integrity and ethics.

    In short, honesty and transparency is what develops trust and confidence and having those two components in your favor make you unstoppable. But it all starts with research. Research is what conceives powerful influence.

  2. terry says:

    Hi, Great article, thanks.

    Disappointed to find out you are no longer offering the promised, free, article :your customer-getting, sales-boosting tactics.

    Any chance to still get this essential, important report ?



  3. Tony Hilsden says:

    Yes, I agree with Terry, What happened to the FREE article?

    It seems that these short blogs are just a means to push another barrow, the Superconference in this case….

    The blog content is light on and really has no groundbreaking substance.

    I guess that is ” marketing”


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