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Article Title:
What You Need To Do To Avoid Burning Money On Advertising

Article Description:
Advertising. Curse? Money hole? Or powerful venue? It seems so 
obvious: where else, for a few hundred dollars, could you get 
in front of thousands of people? And it's true that many of 
them are really wanting what you're offering. Unfortunately, 
the vast majority of advertising ends up being good to wrap 
fish in, and not much else.

Additional Article Information:
809 Words; formatted to 65 Characters per Line
Distribution Date and Time: Wed Apr  5 02:52:35 EDT 2006

Written By:     Mark Silver
Copyright:      2006
Contact Email:  mailto:[EMAIL PROTECTED]

Article URL:

For more free-reprint articles by this Author, please visit:


What You Need To Do To Avoid Burning Money On Advertising
Copyright © 2006 Mark Silver
Heart of Business

Advertising. Curse? Money hole? Or powerful venue?

It seems so obvious: where else, for a few hundred dollars, could 
you get in front of thousands of people? And it's true that many 
of them are really wanting what you're offering.

Unfortunately, the vast majority of advertising ends up being 
good to wrap fish in, and not much else. People cry up "But it's 
getting me exposure," and that's true, to a point. However, is it 
really increasing sales? Is it really getting people the help 
they need?

Every time I look through a newspaper, especially the alternative 
papers, I see so many ads, and my heart feels a little sad. 
Because I know behind most of those ads there is a jewel of a 
human being, really wanting to help. But the ad isn't making the 
connection at all.

Let's think about it for a minute before you rush to get your 
hard-earned money in before the publication deadline. What's 
going on for the person reading the newspaper?

First: they've seen it all before. Second: your offer is probably 
between the 100th and 1000th (literally) that they've seen today. 
Third: even if they are an ideal prospect for you, they are 
probably thinking about something other than your business.

Because of this overwhelm, most advertisers try to keep turning 
the volume up higher and higher. I just opened up an alternative 
magazine randomly to a two page spread of ads. Out of 16 ads, 
12 of them have some "special offer" of one sort or another. And 
14 of them are making a direct pitch to have you "schedule an 
appointment" or otherwise buy something now. Of the other two, 
one is a restaurant, and the other doesn't make any kind of offer 
at all.

Does it work? No, it doesn't work. I've called people to find out 
how their ads were working for them, and they told me: "I get a 
couple of calls from it, maybe."

Remember that people only buy when they feel safe enough- when 
the relationship has built to the point where they can trust 
their initial attraction.

Here's The Foundation You Need To Make Your Ad Effective:

* Know the Three Journeys.

The First Journey is when a stranger becomes interested in your 
business, and chooses to become a prospect. A prospect who is 
looking for gold in your business.

The Second Journey is when that prospect spends time in direct 
relationship with your business, and when they see enough gold, 
they become a customer.

The Third Journey is when they've had an ecstatic experience as a 
customer, and want to help other people find the gold, so they 
become a raving fan.

Advertising is First Journey marketing. Your only goal in 
advertising should be to show enough gold to get them to 
want to be a prospect. Forget about selling them anything.

How do you show them the gold?

Keys to Effective Advertising

* Talk to one person, and call their name.

On a crowded Manhattan street, elbow-to-elbow with a sea of 
people, I still heard someone speak in a conversational voice-
"Mark." I turned my head around. Of course they were talking to 
someone else, but it still caught my attention.

Your ad needs to speak to one person, and call their name. In 
marketing, the next best thing to a personal name is your Who and 
What. "Golfers"=who "is knee pain affecting your swing?"= what.

* Educate them in a helpful way.

If you have room, take the time to maybe explain one point that 
will be helpful for them in the problem they are facing. For 
smaller ads you can just point them towards a web page where you 
want to educate them about something helpful.

For instance: "Most pain is actually caused by stress. Stopping 
the stress means decreasing or stopping the pain. Right now, just 
notice your knee pain. See if you can notice where your legs and 
hips feel tense, and breathe into the tension. As it relaxes, see 
how the pain feels." If you have more space, you can go into more 

* Offer a trade: their contact information for something 

"Of course, your knee pain isn't gone completely. This is just a 
clue. If you'd like a free article, with illustrations, on how to 
decrease knee pain and help your swing, just go to And, we'll give you an additional golf 
swing tip every week."

* Finally, don't ignore design.

Keep it simple. In a loud, overcrowded world, simplicity and 
straightforwardness have the best chance of being noticed. Use 
plenty of white space. Easy-to-read fonts, avoid cursive or fancy 
fonts, and avoid complicated patterns.

Try Robin Williams (not THAT Robin Williams) book, The Non-
Designer's Design Book.

Have fun with your advertising.

My very best to you and your business,

Mark Silver

Mark Silver is the author of Unveiling the Heart of Your 
Business: How Money, Marketing and Sales can Deepen Your Heart, 
Heal the World, and Still Add to Your Bottom Line. He has helped 
hundreds of small business owners around the globe achieve 
success without losing their hearts, through integrating 1500 
years of spiritual tradition with down-to-earth business 
practices. Get three free chapters of the book online:



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