La Scrittura Persuasiva di Jordan Belfort – The Wolf Of Wall Street: Un Esempio di Copywriting

3 Mesi fa ho concluso la stesura di un testo di script telefonici per un mio cliente nel settore dei preventivi online.

Sarà in vendita più o meno a fine anno come upselling per tutte le aziende ed i liberi professionisti iscritti al servizio.

Avevo scritto qualche script telefonico in passato ma per costruire un supporto di alto livello ho dovuto studiare i migliori script telefonici in commercio ed adattarli al mercato Italiano.

Nel farlo mi sono imbattuto in Jordan Belfort e non appena ho cominciato a leggere i suoi script mi sono detto – “Cavolo ma questo si mangia a colazione tutti i migliori direct response copywriter che io abbia mai studiato!“.

Per chi non lo conoscesse,  Jordan Belfort è il famoso “Wolf of Wall Street“, il broker la cui incredibile storia è stata raccontata da Scorsese nell’omonimo film.

Il film ha sicuramente attirato la mia attenzione ma niente in confronto al suo modo di scrivere.

Tutta la sua scrittura è un infinito script di vendita che miscela i principi del direct response copy ad uno stile unico e personale.

Non esiste una pagina vuota di idee e tutto concorre a creare un ambiente di persuasiva rapida ma autorevole.

Di tutto quello che ho letto, l’elemento che più ha saputo entusiasmarmi è stato sicuramente il suo modo di prevenire le obiezioni.

Dovete sapere infatti che la Stratton Oakmont, la brokerage house fondata da Belfort riuscì a diventare grande nonostante non avesse la storia e l’esperienza di altre house più famose e accreditate.

Molto dipese dagli script di Belfort.

Quello che vi presento è uno degli script originali usati dai telemarketer dell’azienda. Ho ritoccato solo alcuni elementi per donargli la stessa efficacia della versione originale.

Voglio che vi concentriate sullo stile persuasivo usato da Belfort per giustificare il fatto di:

1. Non essere famosi come altri broker come la Merrill Lynch o la Shearson Lehman

2. Non fare spot in TV

Voglio poi che poniate la vostra attenzione:

1. Sulle metafore che usa
2. Sul principio dei piccoli passi (la famosa tecnica del piede nella porta).

Ecco il testo:

——————————————————————————————-
Noi non siamo la Merrill Lynch o la Shearson Lehman. Abbiamo deciso noi di non esserlo.

Se volessimo fare spot in TV lo faremmo ma qui alla Stratton la nostra reputazione è il passaparola e questo significa che non vi chiederemo mai di comprare subito 2 o 3.000 azioni come fanno tutti gli altri grandi broker.

Noi non abbiamo bisogno di lavorare sui grandi numeri e preferiamo sempre partire piano perché questo è il modo giusto di lavorare.

La mia filosofia è lavorare a piccoli passi e come in un campionato di calcio fare un goal dopo l’altro, una partita dopo l’altra. [La metafora originale parlava di valide nel baseball ma sono sicuro che pochi di voi sappiano di che cosa sto parlando].

E dopo che vi avremo mostrato come vincere, goal dopo goal, partita dopo partita, arriverà il giorno della finale di Champions League e vi assicuro che insieme la vinceremo. Ci potete contare. Quando arriverà quella grande occasione la sapremo cogliere.

Per questo le chiedo di darci la possibilità di iniziare con il primo goal. Bastano 100 azioni e poche informazioni di base.

——————————————————————————————-

Bene, ti piacerebbe saper vendere in questo modo?

Allora Contattami Qui.

Alessandro Banchelli, web marketer, direct response copywriter, è curatore editoriale della collana "Esperto Web Marketing".

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