7 Keys in Getting Your Prospects to Act
7 Keys in Getting Your Prospects to Act
Copyright ? Ray L. Edwards Today I would like to look at the matter of persuasion.How do you get your prospects to take action?I remember as a door-to-door salesman, my instructoroften said that you must understand 'why people buy'.It has a certain ring to it doesn't it? If you knowwhy people buy then you must gear your ads towardsthese 'psychological buttons'.Before I go any further, I would just like to mentionthat this is in no way 'manipulation'. It's justcommon sense that you don't approach someone about animportant decision when they're angry. Every wise wifeknows how to place their husband in that 'mood' beforethey spring their special request on him!Even kids wait until their parents are in a good moodbefore they tell them the cost of the special outfitthat they MUST have.Having cleared the air let's look at these importantprinciples.1. Scarcity - People go after those opportunities orproducts that are limited in availability.
That's whyyou must show in your ad that your offer is for alimited time or in limited quantities. Field testshave shown that limited-quantity ads pull much betterthan limited-time ads. Procrastination is still alarge part of human nature, so there're always thosewho would wait until the last minute to act. If theprospect knows that the item is in limited quantity,there's no way of determining when they'd be all soldout.2. Herding Instinct - Your prospects will betterrespond to your ad if you can show that people JUSTLIKE them are responding.
Just recently a high schoolsenior knocked on my door selling magazine subscriptionfor a college scholarship program. She used thatnumber on me - she was sure to let me know that myneighbors had bought subscriptions! We all just wantto keep up with our neighbors. Needless to say, I fellfor it. Whether I would read the magazine is anotherstory.I often point this out to my wife and you can trylooking for this pattern as well. You would seldomfind a satellite dish on a single home on a block.
Youoften find dish receivers in pairs or more. Oneneighbor gets that service and the other follows. Thesame goes for gardens and lawns. Nobody wants to bethe sore thumb! This is where the use of testimonialscomes in. Your testimonials say "See, a lot of peoplelike you are making this decision".
Use lots oftestimonials.3. The desire to pay back a good deed - If someonethinks that you've given him or her something of valuethen there is a strong desire to pay you back thefavor. One example is that of AOL that marketed theirservice by giving away those floppy disks. Theyliterally blanketed the USA with these floppy disks.They still do but now with CDs and 1000 hrs free etc.Do you think that this is working for AOL?In your marketing efforts you must give something ofvalue FIRST - this builds loyalty and results. Alwaysshow the value of what your 'free' service is - neverjust say 'FREE'.
Show the value of the gift then saythat it is free. This is important because you wantthe person to place value on your bonus.4. Authority - People will listen to you if they seethat you have authority on your subject. There was aTV commercial that used this line - "My son-in-lawrecommended that I take _____ for my heartburn. Whyshould I listen to him you say? He's a doctor".You may think that you do not have authority on whatyou are advertising.
In this case appeal to authorityfigures - quote from a respected journal, expert ...you get the idea.5. Commitment - If someone has made a PUBLIC commitmentto something then they are more likely to followthrough. Find some way of getting someone to make acommitment and he or she's more likely to followthrough than if they did not. That's why anymotivational trainer would tell you that it's importantto WRITE your goals down -you are more likely tocomplete them! Just today I received a sales letter inthe mail for which I had to send for free information.My physical act of commitment was to peel a nice redlabel marked "free" and place it in a designated spoton the mail back card. Now you know why they make youdo this little silly stuff.Only if weddings worked the same way!6.
Your ?likability' - People would respond to youroffer if they like you. It's hard to sell to someoneto whom you have no relationship even if it's just a'perceived' relationship. This is one of the mostoverlooked areas of marketing on the Internet. TheInternet can seem a little cold sometimes.I've found that even after making email contact with myprospect I still have to make voice contact before theysign up for my offers. At the same time the Internetis a wonderful tool to build relationships throughemails, message boards, instant messages ...
the listgoes on.It's a known fact that someone would buy from you ifTHEY think that YOU like them. Give people value, morethan they expect and you have a customer for life!7. The eternal "what's in it for me?" principle - Asyour prospect read your ad this is the question theyare seeking an answer to. Make sure that you give themplenty of answers. Appeal to their desire forrecognition, wealth, better health, and security -yesall those nice things on Maslow's Hierarchy of Needs -all the way up to self-actualization.
But do not forgetto appeal to their FEAR of pain and loss. Fieldresearch has shown that people are more responsive toloss than gain. Be sure to show them what they wouldLOSE if they don't get your product.Read through your ads again and see if these buttonsare pressed!This article may be reprinted with permission byincluding the resource box in its entirety at thebottom of the article.------------------------------------------------------Ray L. Edwards is publisher of 'Inbization', a weeklynewsletter providing motivation, inspiration and hotmarketing tips. He is also the author of "The No-ClickTraffic Secret" and "77 Ways to Skyrocket YourWebsite's Conversion Rate".
To subscribe to hisnewsletter, subscribe@dalice.com?subject=subscribeor visit: http://www.raydal.com.
New Auto Loan Service Offers Fast Online Car Financing
Torrance, CA (ContentDesk via ContentDesk Direct) May 23, 2006 -- Car Loan Genie (http://www.carloangenie.com), a new one-minute auto loan service, has turned car financing from a paperwork nightmare into an online snap.
Consumers can simply fill out a Web-based application that takes seconds and receive quotes from lenders in less time than it takes to kick the tires on a new car.
There is nothing to buy and no obligation to accept any financing offered through the site.Consumers with good to excellent credit will find that rate quotes obtained through Car Loan Genie are very competitive.
Those with less-than-perfect credit or even bankruptcies may be able to obtain car financing unavailable through...
Atv tires > New Auto Loan Service Offers Fast Online Car Financing
New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
You've got a small red ink stain on the seat of your brand new car that won't come out.
Now what, replace the whole seat cover for hundreds of dollars?
The answer is a new auto site, CarCareValues.com, (CCV).
CCV has a search feature that will lead you to answers and local auto companies that have amazing services you didn't even know existed; such as, carpet and seat stain removal, alloy wheel repair, burn, rip, and tear repair, deep scratch removal, paintless dent repair, etc.
CCV also has listings for the more mundane; but necessary tire, exhaust, brake work, etc.
"I have several thrilled customers every week tell me they didn't know a service like mine existed," said Jim Lofton, creator of CarCareValues.com and owner of a paintless dent removal company in Northern Virginia.
"There is a multi-million dollar subculture of specialty auto reconditioning experts that service car dealers on a regular basis that the general public doesn't...
New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
Atv tires > New Automotive Portal Helps Car Owners Find Auto Reconditioning Services They Did Not Know Existed
Tough and Durable Auto Parts To Increase Your Safety Available at Auto Parts Corner
Safety is among the most important things you must keep in mind while driving. It is not enough that you are able to go to your destination as soon as possible; it is more important that you are able to go there with peace of mind and literally, with your car and your body in tact.
An accident can be the most devastating thing to happen to us. It's not only financially burdensome but it can also ruin lives of many, so as much as possible we avoid it. Although we can never really tell when it will come, preparing our vehicle is the best that we can do to reduce its damaging effects.
Auto Parts Corner values your safety by providing you tough and durable replacements for parts such as the Chevy bumpers, Ford...
Atv tires > Tough and Durable Auto Parts To Increase Your Safety Available at Auto Parts Corner
Rhino Off-Road?s RTV Maximum Safety and Unparallel Performance.
Rhino Off-Road Industries makers of the Rhino RTV in response to the growing numbers of
Off-Road injuries has incorporated a never before seen number of safety feature into it's RTV. According to The Consumer Product Safety Commission nearly 114,000 people were treated for ATV injuries two in 2002 with increases expected in 2003. In many
cases these injuries could have been prevented in an RTV, as every Rhino RTV comes with a full racing compliant roll cage made from 1.5" street tubing, emission and noise standards designed to meet or exceed California Green Sticker requirements, as well as a National Forestry Service approved spark arrester.
"Safety was a major consideration for us when designing the RTV," said Howard Pearl President of Rhino Off-Road "and we were determined to design the safest and best performing Off-Road vehicles that provide the best possible ride combined with the ability to go almost anywhere you want to go? and back safely."The Rhino...
Atv tires > Rhino Off-Road?s RTV Maximum Safety and Unparallel Performance.
New Auto Loan Service Offers Fast Online Car Financing
Torrance, CA (ContentDesk via ContentDesk Direct) May 23, 2006 -- Car Loan Genie (http://www.carloangenie.com), a new one-minute auto loan service, has turned car financing from a paperwork nightmare into an online snap.
Consumers can simply fill out a Web-based application that takes seconds and receive quotes from lenders in less time than it takes to kick the tires on a new car.
There is nothing to buy and no obligation to accept any financing offered through the site.Consumers with good to excellent credit will find that rate quotes obtained through Car Loan Genie are very competitive.
Those with less-than-perfect credit or even bankruptcies may be able to obtain car financing unavailable through...
Atv tires > New Auto Loan Service Offers Fast Online Car Financing
Vascent Teams Up With Non-Profit Dedicated to Developing Young Leaders in Underserved Communities of Atlanta
(ContentDesk) November 9, 2005 -- Vascent, a leading Atlanta-based interactive solutions firm, is teaming up with Moving In The Spirit (MITS), a nationally ranked non-profit dance-based organization serving young people in underserved communities of Atlanta. MITS will now be able to tap Vascent's creative and strategic talent in interactive marketing services to improve their online strategy, IT services, and better compete for grants/awards such as the distinguished Metro Atlanta Corporate Volunteer Council Grant. MITS co-founder Dana Lupton first approached Vascent co-founder David Felfoldi after stumbling upon an "Executive Spotlight" article in the Atlanta Business Chronicle. The article highlighted Mr. Felfoldi's "extreme hobby" of salsa dancing.
A fellow alumnus of the University of Georgia (UGA), Mrs. Lupton quickly made the decision to contact Mr. Felfoldi to discuss possible partnership opportunities. "I was impressed by the absolute passion Dana shared about dance and...
Vascent Teams Up With Non-Profit Dedicated to Developing Young Leaders in Underserved Communities of Atlanta
Atv tires > Vascent Teams Up With Non-Profit Dedicated to Developing Young Leaders in Underserved Communities of Atlanta
It’s the dawn of the Personal Electric Transport era. A new line of electric scooters is set to take the 100% fun, 0% pollution market by storm.
Atlanta, GA (ContentDesk) February 26, 2006 -- Electric-Scooters-Galore.com, a leading internet based retailer providing innovative, fun, and environmentally friendly transportation for customers, announces North American availability of the Joust line of electric powered personal transportation.
Electric-Scooters-Galore.com will serve as the exclusive North American distributor for Joust. We are excited to introduce the Joust line of personal electric vehicles to North America.
Joust transportation is fun, affordable, functional, and environmentally friendly - great for kids, students, and urban commuters, explains Electric Scooter Galores Commerce Manager, Jerry Young. With increased family fuel costs, Joust represents a great opportunity for families to manage their daily transportation budget and time.
The initial Joust product offering is a personal transport unit that bridges the current gap between electric powered childrens toys and electric transportation.
Atv tires > It’s the dawn of the Personal Electric Transport era. A new line of electric scooters is set to take the 100% fun, 0% pollution market by storm.
More than 100 People are Expected at the Startline of the Budapest-Bamako, Trans-Sahara Rally
Budapest, Hungary (ContentDesk) December 13, 2005 -- There are only two weeks left for the participating teams of the Budapest-Bamako 2005 to get ready for this extraordinary trans-Sahara rally. The race will set off from Heros Square in Budapest on December 26 at 8 AM. Forty two teams are expected to line up, including two motorcycle riders and an ATV rider. The B2 was created for those who have always dreamt of joining a more prestigious trans-Sahara rally, but never had the proper funding. The Budapest-Bamako (B2) promises the thrills and spills of a true African driving adventure.
"This is a race for fearless adventurers and enthusiastic amateurs ", said Zoltan Dulai co-organizer of the race. We're a cross between the Cannonball Run and the Dakar, added Mr. Dulai. In fact none of the participants have ever competed in an event similar to this one.The caravan will travel 7623 kilometers (4,770 miles) through Hungary, Austria, Slovenia, Italy, France, Spain, Morocco, Mauritania...
More than 100 People are Expected at the Startline of the Budapest-Bamako, Trans-Sahara Rally
Atv tires > More than 100 People are Expected at the Startline of the Budapest-Bamako, Trans-Sahara Rally