About the Book
Imagine: you’re working away and only your ideal clients come to talk to you and buy from you. Amazing! “Impossible”, you think. But alas, it is not impossible. It is entirely possible and this book can show you just how to use simple marketing ideas to boost your bottom line by focusing your marketing and tailoring your marketing copy to attract only your ideal client to buy from you. AND push away the tire kickers that waste your time.
This book will show you just how to attract more of your ideal clients and deal with those tire kickers and fence sitters for a mere fraction of the cost of a professional marketing firm with the same results.
Chapter Synopsis
Let’s start by defining an ideal client. Most business owners or marketers think they want to sell to everyone, but this book will show you that’s not true. Many already know what they want to sell and have a basic idea of who they want to sell to (their ideal client), but not quite how to attract more ideal clients to buy from them.
They have an idea of what will draw in customers, but they know they want their business and, on some level, are having difficulty attracting ideal clients to speak with them or their staff about their offerings (what they sell).
Part 1 of this book solely focuses on how to identify your ideal client with crystal clarity and precision. Once you know this, you will find it much easier to create marketing messaging focused specifically on your ideal client.
Chapter 1 focuses on something called demographics. Some of you may have heard of demographics. Simply put, demographics is a set of statistics about a group of people. As you progress through the book, you will learn why demographics are important and how to use them to focus your marketing efforts and boost your business’s bottom line.
Chapter 2 explores psychographics. This is a set of data that describes the personality traits, likes, dislikes, problems, and focus points of your ideal client. You will learn how to describe your ideal clients’ personalities in detail and identify the problems they have that your business’s products or services can solve.
Chapter 3 focuses on detailing what you have to sell to your ideal client. What features and benefits do your product or service offer that will solve your ideal client’s problems? This chapter goes into detail about how to determine the characteristics of what you sell and the solutions your products or services provide.
Chapter 4 focuses on defining and creating a competitive analysis. In essence, a competitive analysis is a set of data about business competitors, including (but not limited to) product names and characteristics (or features), the problems their products or services solve (benefits to the customers), price points of each product or service they offer, and any special deals your competitors may currently have.
Part 2 of this book focuses on defining various marketing avenues and how to create examples of your marketing materials or where to find templates that reduce the time spent creating marketing messaging.
Chapter 5 focuses on what is called social marketing (not to be confused with social media marketing, which is covered later). This includes activities such as networking, door-to-door sales, and phone sales. This chapter goes in depth on how to locate networking events near you, what to budget for them, and how to create a sales script for what to say when selling in different scenarios.
Chapter 6 covers trade show marketing; specifically, how to develop a sales script for your trade show (and how it differs from a sales script from Chapter 5), as well as where to find trade shows to attend in your region.
Chapter 7 is all about public relations and how to get noticed by the media. Specifically, how to download a media release template, how to complete it so the copy catches the eye of the media outlet you are submitting it to, how to find media outlets to send your release to, and what to expect after submission.
Chapter 8 explores advertising, which is focused on when and where to promote your products or services (TV, radio, iPad and Android apps, etc.) to get the most bang for your buck. Advertising can be expensive and sometimes yields little return, so careful planning is essential. It can eat up your budget fairly quickly if you do not keep track of it! On the flip side, when done correctly, advertising can be very powerful in convincing your ideal client to contact you for an introductory conversation.
Chapter 9 covers website and email marketing. Everyone has an idea of what to include on their website to do online marketing today, but this chapter explains how to leverage demographics and psychographics to motivate your ideal client to either contact you or purchase directly from you (especially for online stores). For email marketing, this chapter explains how to build your list organically and send targeted marketing messaging to your ideal clients.
Chapter 10 explores social media marketing and the platforms available today, along with which ones work best for your business. Each platform has a different set of users (psychographics), and although often free or inexpensive, social media can be a time-waster if not used effectively. This chapter will show you how to choose the right platforms and manage your time to drive meaningful engagement and conversations.
Chapter 11 covers how to develop print marketing that captures the attention of your ideal client and motivates them to buy more. This includes flyers, brochures, catalogues, and more, with detailed guidance on layout and key messaging.
Chapter 12, “When and How to Use Samples Effectively in Your Marketing Plan,” covers the use of samples in your marketing, whether physical products or service outlines, and how to present them to the ideal client during a sales conversation to highlight value.
Chapter 13 outlines how to use specification sheets and quotes competitively in the marketplace. This tool is especially effective for medium-sized or large equipment or technical items that require detailed specifications to be provided to the client. Quotations may include item codes, simple descriptions of the products or services you are offering, pricing (including discounts), sometimes alongside the regular ‘list price’ you usually charge. Quotes can also include promotions and expiry dates to encourage quicker purchasing decisions. We will outline how to do this in this chapter.
Part 3 focuses on how to recognize tire-kickers and fence-sitters and how to deal with them effectively. It explains how to determine whether your prospect is genuinely interested or simply fishing for information about your business and your offerings.
Chapter 14, “Is He Really Interested, or is He Wasting My Time?”, focuses on identifying tire-kickers and fence-sitters, and how to convert them or move on efficiently. Chapter 15, “How to Close the Sale,” provides practical examples of using psychology in everyday conversations to convert prospects or fence-sitters into buyers. Here, you will learn how to apply psychology principles in everyday business interactions to your advantage and ultimately boost your bottom line.
Author Bio
Author Alison Silbert is a marketing professional with a background in website development, online marketing, and technical writing. She has over a decade of experience managing marketing efforts for her family business and previously ran her own business in marketing and PR. Alison also worked at the University of Toronto, supporting web updates and coursework. Her hands-on, practical approach helps small and medium businesses grow by attracting the right clients.
Press Release
FOR IMMEDIATE RELEASE
New Book Reveals the Hidden Psychology Behind Why Customers Buy
[Mississauga, June 22, 2026] — Businesses spend billions on advertising each year, yet many still struggle to understand a fundamental question: what truly motivates people to buy?
In the newly released book, Boost your Revenues by Turning the Wrong People Away – How to Sell more to your Ideal Clients author Alison Silbert explores the psychological triggers that influence purchasing behavior and shows how organizations can ethically increase customer engagement, trust, and revenue.
Drawing on decades of research in behavioral science, consumer psychology, and marketing, the book teaches you how to grow your ideal client base, gives you pro marketing tips and shows you how to sell to the trickiest of clients and transform them into lifelong clients.
“People rarely buy based on logic alone,” says Alison Silbert. “The most successful brands understand how trust, authority, social proof, and emotion influence decisions. This book explains why these principles work and how businesses can apply them responsibly.”
Key topics include:
• Why consumers make emotional purchasing decisions
• The power of social proof and customer testimonials
• How scarcity and urgency affect buying behavior
• Building trust through authority and credibility
• Ethical persuasion techniques that create long-term customer relationships
As businesses face increasing competition and shorter consumer attention spans, understanding sales psychology has become a critical advantage. The book provides practical strategies for entrepreneurs, marketers, sales professionals, and business leaders seeking to improve customer communication and conversion rates.
Boost your Revenues by Turning People Away – How to Sell More to your Ideal Client is available through major book retailers and online platforms.
For review copies, interview requests, or additional information, contact:
Alison Silbert
alisonsilbert@gmail.com
http://www.boostyourrevenues.com
647 862 1178
About the Author
Alison Silbert is an author, marketer, consultant, and business expert specializing in consumer behavior, persuasion, and marketing strategy. Her work focuses on helping organizations better understand how people think, decide, and act in today’s marketplace.