7 Keys in Getting Your Prospects to Act

Written by Ray L. Edwards


Today I would like to look atrepparttar 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 must 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 know how to place their husband in that 'mood' before they sprin their special request on him! Even kids wait until their parents are in a good mood before they tell themrepparttar 117322 cost ofrepparttar 117323 special outfit that they MUST have. Having clearedrepparttar 117324 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 limited-quantity ads pull much better than limited-time ads. Procrastination is still a large part of human nature, so there're always those who would wait untilrepparttar 117325 last minute to act. Ifrepparttar 117326 prospect knows thatrepparttar 117327 item is in limited quantity, there's no way of determining when they'd be all sold out. 2. Herding Instinct - Your prospects will better respond to your ad if you can show that people JUST LIKE them are responding. Just recently a high school senior knocked on my door selling magazine subscription for a college scholarship program. She used that number on me - she was sure to let me know that my neighbors had bought subscriptions! We all just want to keep up with our neighbors. Needless to say, I fell for it. Whether I would readrepparttar 117328 magazine is another story. I often point this out to my wife and you can try looking for this pattern as well. You would seldom find a satellite dish on a single home on a block. You often find dish receivers in pairs or more. One neighbor gets that service andrepparttar 117329 other follows. The same goes for gardens and lawns. Nobody wants to berepparttar 117330 sore thumb! This is whererepparttar 117331 use of testimonials comes in. Your testimonials say "See, a lot of people like you are making this decision". Use lots of testimonials. 3. The desire to pay back a good deed - If someone thinks that you've given him or her something of value then there is a strong desire to pay you backrepparttar 117332 favor. One example is that of AOL that marketed their service by giving away those floppy disks. They literally blanketedrepparttar 117333 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 of value FIRST - this builds loyalty and results. Always showrepparttar 117334 value of what your 'free' service is - never just say 'FREE'. Showrepparttar 117335 value ofrepparttar 117336 gift then say

What Baby Chicks Can Teach You About Handling Your Prospects.

Written by Ray L. Edwards


The best way to chase your prospects away is to show them that you really need them! This may appear strange at first but truth is sometimes stranger than fiction.

I've seen this repeatedly in cases where my website visitors would sometimes ask for some clarification on my offers. I noticed after a while that 99% of those who inquired by email or phone never maderepparttar purchase. Frankly, this was quite puzzling to me.

First I thought that maybe my heavy Caribbean accent drove them away. But then again what of my emails? I doubt that you can hear an accent throughrepparttar 117321 written word.

Then I recalledrepparttar 117322 saying:

"Follow love and it will flee, Flee from love and it will follow thee."

You see, sometimes you can appear so desperate to makerepparttar 117323 sale that you driverepparttar 117324 customer away. The prospect senses this in your voice and `persuasive' emails and they shy away. It's a strange human phenomenon that people like to buy but they don't like to be `sold'. The customer frequently wants to feel as though he is in control ofrepparttar 117325 buying process.

Nobody wants to know that they were pressured into making any decision and this includes buying. This is whererepparttar 117326 whole psychology of offering your products in different colors and versions comes in you are givingrepparttar 117327 customer a choice.

So here is a typical email that I would get from a prospect:

Hi Ray,

I was just at your website and think that I like your ebook. I've been burnt before by some useless junk that I've bought onrepparttar 117328 web. So I have some questions that I hope you don't mind answering. (Questions aboutrepparttar 117329 product follow ...)

You seem to be an honest person but I just want to know if you'll really refund my money if I didn't like your ebook. If I don't hear from you then I would just go and purchase another product. No hard feelings.

Signed,

Prospect.

Now, originally an email like this would get me into high gear in `defending' my product and listing allrepparttar 117330 virtues that were already stated onrepparttar 117331 sales site. As I mentioned before I often never heard from these customers anymore and so I had wasted my time trying to closerepparttar 117332 sale.

Sometimes I would just ignore these letters as I had labeled these people as just `doubters' or `freebie seekers' who would not have made a purchase anyway. This was until I got a really harsh anonymous email that blatantly accused me of just trying to trick people out of their money. Me? I takerepparttar 117333 time to return shopping carts to their storage area inrepparttar 117334 parking lot you can't get any more honest than that!

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