7 Marketing Techniques
to Get the Fence Sitter
Off the Fence
by Kevin Hogan
9. The "Reverse Psychology" Strategy
When I was a kid, I was the oldest of a slew of other kids in the
"Fred, don't you dare turn off the light," was what I said when I
was tired and wanted to go to bed.
I always heard click seconds later. I'd then "grrrrrr" and I thought
it was great.
The "if you want to buy this product because it (your product's
benefits/features), don't..." strategy tells your prospects one
of your benefits but with a little dose of child psychology. It
gives you a chance to repeat one of your stronger product
benefits and makes them want to buy it because you told them not
to. People don't like to be told what they can and cannot do.
In fact, I confess, I've utilized this approach with a lot more people
than Fred...there is a little kid left in all of us....isn't there?
10. The "Click It Again" Tactic
This is so smart. I've never used it, but I saw it last week and it works.
Truly brilliant. I do wish I would have thought of it.
The "if it doesn't work, please click on the order button
again..." strategy tells your prospects that phone lines are busy. Please try again. You can tell
them just to be patient. They will assume tons of people desire your widget and they won't want to miss out either.
11. The "Take One Path" Approach
With information overload and tons of choices in everything,
people MUST do SOMETHING. Your job in part is to get them
to MOVE, because nothing happens until they do.
The "are you confused?..." strategy tells your prospects that
the reason they may not have improved their life yet is because
all your competition keep confusing them with tons of different
ways or choices of how to gain their desired benefit.
If accurate, you can tell them your product will give them one
simple plan to follow without all the indecisiveness.
If not accurate, fix your product!
12. The "Remember The Special" Strategy
I don't do this, but a lot of my colleagues do
and I think it is an example of very smart marketing. Smart
The "Remember, there is a special offer on my thank you
page...." strategy tells your prospects to be on the lookout for
the upsell offer after they order. You could give them a hint
about your upsell offer so it sparks a lot of interest and
anticipation. It will be one of the first things they look for
after they order.
The "I'll Do It Tomorrow" Technique when you turn the page...