I read an article on mind cafe that was so great that I wanted to share this with you. Within each and every one of us are psychological devises that trigger specific reactions.
Actually what they are,are motivations of the the mind that are within a persons brain,and all they need is to be triggered to set off a certain responsone action. For the purpose of this article it is the action of placing an order or demand for more information about your service or product.
The atricle goes on to list 7 tool's that are staring you right in the face. The first of which as a marketer you may already know, is to tell a story.
When you tell a good story your listener or reader cant help but become a participant in the story, in order to understand it fully. And this is where you will get them to feel in their imaginations what you are telling them. Unconsciously this creates a memory that will be very hard to overlook. Plus it will also help to create a bond between you and your prospect.
(in using this remember you have to know your audience know who you are selling to)
The second tool in the atricle is Time distortion. "make them believe they already are"
This is the set " you already have or wish you had this product and here is what it's like. what you are doing is pacing the thinking of your prospect as if they are already in possession of your product.
Use simple detailed phrases that enlighten a sense or touch response,and it will put in the mind of your prospect that they already have your product. And they will begin to see the benefits of having the very product you are selling them.
Third is Credibility- You must project value.
Make sure you can back up what you say. If you have happy buyers of your product what do they say about your product or service? Who is actually endorsing your product or service? Show the leaders in your field that are using your product or service. being reliable will prove that what you say is true. The bottom line is provide proof.
Fourth on the list is Urgency- get em' to act now.
Even if your message is strong and and driving you want to make them feel as though the time is now ie; Limited time offers, discounts your special offer wont last long. No matter what your message is if they move on for awhile the feelings you have brought up will erode and their desire to buy will be gone.
"Bring forth a reason for your prospect to feel compelled to buy your product now. maybe even employ "fear of loss"
Five is to create the return effect.
What this is, is giving something away for free. Giving something to someone free will produce guilt,and a feeling to return. For example someone buy's you diner you may feel inclined to buy diner the next time. This is a natural instinct within each of us that when something is given the desire to give back is produced.
Give something away for free ;A newsletter ,video,anything for free but it has got to offer value.
Six is to commit and remain consistant- build the relationship.
If your buying from me then we are friends, and chances are good that you will buy from me again. You see you have created a trusted bond. You have all seen this before once you have a relationship with a customer they feel that they can trust your opinion and advice.
Seven is Curiosity-Keep em' tuned in.
Early on in you sales presentation make a promise of what will happen when they buy from you. Curiosity is one of the strongest tools you have in your tool box to keep your prospect in suspense and to look for the the answers to fill in the missing information. Leave out certain information in your benefits that will trigger the thought "what would happen if" To put this to use. Arouse curiousity early in your presentation to make them want to complete your presentation.Tell them that they will find the answers as they continue to read or pay attention to your presentation.
The Original article is very much more in depth if you wouldlike toread it you can find it at mindcafe.org 7 steps to sell anything to anyone. This article has opened a whole new set of tools for me and I hope it does for you as well.
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