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Please, please, can I buy your product?

I've mentioned before that I buy a lot of software online. Recently I undertook an extensive search for software I could use to efficiently build outlines for books and other large, complex documents,...

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Finding you versus buying from you

A lot of entrepreneurs obsess over their search engine marketing and Adwords campaigns, to make sure that they get a high listing when someone goes searching for their type of product. Nothing wrong...

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Staying in their comfort zone

People buy when they're comfortable that they're making the right decision. If they're uncomfortable, they don't buy. This is especially true when money is tight or people are fearful. Their comfort...

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Serious business versus the "BS Quotient"

My husband was watching an "instructional" video, online, showing a sales guy for a marine rope company. The sales guy was supposedly showing how to make a particular splice in one of the ropes that...

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Assume they want it!

People who run companies tend to obsess about getting leads in the door. They are petrified that they won't be able to keep the pipeline full of leads. Before the web, their efforts were focused on PR,...

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Clueless AT&T versus clued-in MobilityPass

Here I am again, a buyer. Money in hand. Ready. Eager. Wanting to get what I need, fast, and go back to work. What do I want to buy? International wireless broadband, using a data SIM card that I can...

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Has a Monster entered your market? Don't let yourself be marginalized

This pattern is so common it should get special attention in all MBA classes.A smart technologist creates a great product and builds a company around it. He and his team continue to improve the product...

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Is Your Website Hot?

When you were a kid, did you ever play a game where one person was blindfolded, and was supposed to find something, with hints from the other people in the room: "You're getting warmer…nope, you just...

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Two Secrets to writing copy for today's customers

Marketing copy really is dead. There, I've said it.That stiff, professional, say-nothing copy used to be all customers had to choose from when they were trying to get answers about a product they were...

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Yes, but WHO ARE YOU?

I'm thinking of buying your product or service. It's a fairly serious decision, and I'm weighing a bunch of tradeoffs. One of my questions, given that I will be trusting you with parts of my life that...

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