Home | Marketing Blog

Persuasion - Mind Motivators – Part 1

If you're new here, you may want to subscribe to my RSS feed. Thanks for visiting!

persuasion - mind motivators

When it comes to selling, you have to understand that people based largely on emotion. Not logic.

For them to part with their hard-earned money, you have to first discover their innate wants and desires. We call these “mind motivators”. Once you get their sweet spot, keep pressing these emotional hot buttons.

As you slowly begin to understand what gets the buyer’s pulse racing, you can easily incorporate them in your sales presentation and sales copy.

Use it in your sales copy for PPC ad…landing page copy…banner…whatever!

Here are a few mind motivators for starters:

  • Buyers want to avoid pain
  • Buyers want to gain pleasure
  • Buyers want to save time
  • Buyers want to have an easier life
  • Buyers want to feel safe and secure
  • Buyers want to have a peace of mind
  • Buyers love to receive compliments
  • Buyers like to invest in future
  • Buyers also love short term, instant gratification
  • Buyers like experience happiness
  • Buyers are fearful of being disadvantaged
  • Buyers love to dream the dream


Share & Enjoy With Your Friends

del.icio.us Digg Furl Reddit Help



This Feedback Seeker does not exist.

Small Change Big Impact Part 3

image

Here’s another example of how a little tweak can effect a huge change.

In this case, we are going to talk about the power of consensus.
Or the power of the crowd.

How does this fit into the "small change big impact" theme? Let me explain…

There’s this product where buyers can call in to buy.

The product was advertised as an infomercial.
And the call-to-action line was "Call now and our operators will be there to serve you".

Well…the response was okay, but not fantastic.

So the call-to-action line was re-written and tested.

It now read, "Operators are busy. Please call back again later if the line is engaged".

Straight away, orders went through the roof!

Why was there such a big impact when the change to the call-to-action script is so small?

Because of the power of consensus!

In the first case, you get the mental picture that operators are free, and are probably twiddling their thumbs waiting for calls to come in.



Share & Enjoy With Your Friends

del.icio.us Digg Furl Reddit Help



This Feedback Seeker does not exist.

Small Change Big Impact Part 2

image5

In the previous post (part 1), we talk about using the principle of consistency technique that helped a restaurant reduce their cancellation of table reservations by 30%.

This was achieved just by adding 2 “small words” to the call script used by the phone receptionist.

Today, we are going to explore another “Small Change Big Impact” scenario.

I got this from a newsletter issue from John Forde’s Copywriting Roundtable. I thought it’s pretty relevant to today’s theme.

And I think you will like this. It goes like this:

In Italy, and for many countries for that matter (including Singapore where I am based), you get penalized with points if you commit a traffic offence.

Once you accumulated points to a certain level, your driving license get suspended.

Now Italy is well well-known for bad driving on the road. And while this measure probably work to a certain degree, the authorities decided to do a small tweak to the system.

They Flipped It Around!

That means you start of with points on your record. With every violation, you get points taken off. If you hit zero, you are IN LUCK! Say goodbye to your license!



Share & Enjoy With Your Friends

del.icio.us Digg Furl Reddit Help



This Feedback Seeker does not exist.

Small Change Big Impact Part 1

image Do you know that you can have significant increase in revenue just by making seemingly “small changes” to your business?

Most people tend to think that if you want big results…you need big change! You need to spend big money! But that’s not entirely true!

If you know how to make the RIGHT change, you can still achieve great results even if it may just be a small tweak.

Let me tell you a story illustrating this concept.

I read about this story in one of Robert Cialdini’s presentation about how to be more persuasive.

Robert Cialdini is a world-renowned authority in the study of influence. He is also the best-selling author of "The Psychology of Influence".

And it goes like this.

There is a restaurant that takes advanced booking by phone. But there was a problem. There were many customers calling in to cancel at the last minute.

The thing is that the receptionist was trained to say “Thank you for calling our restaurant. Please call if you want to cancel your reservation” to all the customers making their booking.



Share & Enjoy With Your Friends

del.icio.us Digg Furl Reddit Help



This Feedback Seeker does not exist.

How To Write Captivating Headlines With The Help Of A Certain "Social Network"

Are you spending hours mulling over a perfect headline?

Fret not. Here’s an instant headline idea generator…

Go to Digg.com

If you want to write a headline regarding "weight loss",
go to the search bar and key in the keyword accordingly.

image

And there you go.

A full page of "most dugg" (and compelling) headlines you can
immediately swipe for your articles, blog posts and sales letters.

image

image

Pretty neat eh?

All success,
Jag

P.S If you want "proven" and "battle-tested" headline
ideas, go to HardToFindAds.com

In there, you will find hundreds of promotional campaigns
written by legendary copywriters such as Eugene Schwartz,
Gary Halbert and John Carlton.



Share & Enjoy With Your Friends

del.icio.us Digg Furl Reddit Help



This Feedback Seeker does not exist.

The Need For “Proof”

business "proof" Whether you are doing online or offline sales, the main question your prospects will ask is why should they trust you?

Why should they engage your service? Or buy your product?

 

The biggest obstacle to getting the sale is displaying adequate proof.

Proof that you are able to do what you say you can do.

Proof that it is safe to do business with you. Proof that there will little to no risk.

I’ve lost sales before. I’ve made unconvincing presentation too. Because I failed to show enough proof. So don’t repeat the same mistakes I made.

Here are a few good ways to ramp up your “proofs”:

  • Display successful case studies – how, who what, when, why – explain in specific terms how your service/product has helped…
  • Testimonials – better to let a 3rd party brag for you…
  • Show videos/images/pictures (optical proof) of results/products – People are visual creature. They tend to believe more when they see…
  • Show relevant certifications – I’m talking about security certifications… educational certifications…industry accredited certifications and so on…


Share & Enjoy With Your Friends

del.icio.us Digg Furl Reddit Help



This Feedback Seeker does not exist.

Don’t Sell The Steak. Sell The Sizzle.

sell the sizzle. Not steak. Sell the benefits. Not features. This is a great quote from the great copywriter, Elmer Wheeler.

Basically, as humans, we are all emotional creatures. A lot of what we do are driven by emotions. And you will include buying decision in that.

Emotions are what we made us buy. And then we use logic to justify the purchase.

Therefore, if you can appeal successful to your prospect’s emotions…and press his hot buttons repeatedly…you are going to get his business.

So what can spark off his emotions, you may ask?

The short answer is put your focus on “benefits”.

Elmer Wheeler, calls this selling the “sizzle”.

“WHAT WE MEAN by the “sizzle” is the BIGGEST selling point in your proposition – the MAIN reasons why your prospects will want to buy. The sizzling of the steak starts the sale more than the cow ever did, though the cow is, of course, very necessary!

Hidden in everything you sell, whether a tangible or an intangible, are “sizzles.” Find them and use them to start the sale. Then, after desire has been established in the prospect’s thinking, you can bring in the necessary technical points.



Share & Enjoy With Your Friends

del.icio.us Digg Furl Reddit Help



This Feedback Seeker does not exist.

Page 1 of 3123»

← Older Articles