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 instructor often said that you must understand ‘why people buy’. It has a certain ring to it doesn’t it? If you know why people buy then you can gear your ads towards these ‘psychological buttons’.
Before I go any further, I would just like to mention that this is in no way ‘manipulation’. It’s just common sense that you don’t approach someone about an important decision when they’re angry. Every wise wife knows how to place their husband in that ‘mood’ before they spring their special request on him!
Even kids wait until their parents are in a good mood before they tell them the cost of the special outfit that they MUST have.
Having cleared the air let’s look at these important principles.
1. Scarcity – People go after those opportunities or products that are limited in availability. That’s why you must show in your ad that your offer is for a limited time or in limited quantities. Field tests have shown that...
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