16 Marketing Techniques
to Get the Fence Sitter
Off the Fence
by Kevin Hogan
Page 4
13. The "I'll Do It Tomorrow" Technique
The "to be (a positive emotion) tomorrow, take action today
..." technique tells your prospects that if they purchase your
product today they will feel better tomorrow. Some positive
emotions you could use are: happy, excited, relaxed, relieved,
pain-free, etc. Most people buy products to change their
emotions and feelings.
I rarely utilize this process, but if I did, I would also contrast the far
more powerful negative emotions with the positive to increase
compliance.
14. The "One Won't Do It" Strategy
I probably should take advantage of this approach a lot of good
marketers use.
The "quit searching for that one product you think will solve
everything..." strategy tells your prospects that no one product
will totally give them their desired benefit. You can tell them
a persuasive reason why and that you offer a combination of
products so they will fully benefit. You can compare your
product package to your competition's inflexible, single product.
Smart, very smart.
15. The "Lucky Order Button" Strategy
As I look around at websites that have high traffic and sales,
every now and then you see something really cool and creative.
I like this and someday will probably put this in the store,
SOMEWHERE.
The "if the order button doesn't work then we've reached our
sales goal..." strategy tells your prospects that you are only
selling a certain number of products. They will be curious to
see if your order button does work. If it works for them, they
will feel like they are one of the lucky few, even if they
aren't that interested in your product. Clicking onto your order
page will seem like scratching off a lottery ticket and may be
enough action to get them in a buying mood.
16. The "Know Everything Yet?" Strategy
Money back guarantees breed sales but low loyalty levels, so
you won't want to use this all the time, but it is cool for when
you are debuting something and people feel uncomfortable
in the decision-making process.
The "you'll learn something new, I'll guarantee it..." strategy
tells your prospects that if they don't learn anything new and
beneficial from your information product, you'll refund their
money. Most of the people that buy your product have
likely bought many items on the same subject in the past.
Sometimes people think that they have run out of new things to
learn. Your special guarantee will eliminate their buying
defenses.
So....pick a strategy any strategy....
....but I suggest you optimize your integrity over the B.S. of 'The Secret'.
Where can you get more of the most innovative and cutting-edge influence and persuasion strategies and tactics?
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Creating Irresistible Impulse. The button is there (for everyone); it just needs to be pushed. What are some of the irresistible impulses marketers are using on you? How can you take advantage of these tactics yourself? It’s all here in this section. Kevin details the marketing phenomenon that pushes the buttons...all the way to irresistible.
Tapping into Human Desires & Emotions. With just ONE change in strategy, a non-profit organization can get 5 times the donations. What can this strategy do for you? You can’t afford NOT to implement this tactic now.
Desires and Emotions… That Influence. You’ve heard some rumors, I’m sure about negative emotions and positive emotions in the influence process. But do you know what actually works, and what to emphasize in the process, and when? Find out once and for all!
Tribes. You’ve heard the term. What does it describe? How does it come into play in the influence process? Most important, how do you utilize the concept of the Tribe in order to make more sales? It’s all here… Kevin explains about subgroups and how to make appeals based on whether a group is “in” or “out”. This is cutting edge research that benefits you.
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The "if the order button doesn't work then we've reached our
sales goal..." strategy tells your prospects that you are only
selling a certain number of products. They will be curious to
see if your order button does work. If it works for them, they
will feel like they are one of the lucky few, even if they
aren't that interested in your product. Clicking onto your order
page will seem like scratching off a lottery ticket and may be
enough action to get them in a buying mood.
