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Ok, before I give you some selling principles you should always considering when planning your internet marketing strategies and ads, let’s look a little into the matter of persuasion.
How to get your prospect to take some form of action. First, you must have an understanding about why people buy. Knowing why people buy will help you gear your ads towards what is known as “psychological buttons.”
Now, before we go any further, allow me to mention that this is in no way, shape, or form “manipulation.” Common sense would tell you not to approach someone about your product, service, or any decision when they’re angry, right?
Even kids wait until their parents are in a good mood before they tell them about the new toy that they want.
Ok. Having cleared that up a bit, let’s take a look at some important selling principles, 7 selling principles - to be exact.
Most people go after products or services that have limited availability or is only available for a limited time. Therefore, having offers that are only available for a limited time or that you have a limited quantity of, often do good.
Procrastination is a huge part of human nature, so there will always be those who would wait until the last minute to act on something. If the prospect knows that there is only a limited quantity left, there’s no way of determining when that item will be sold out.
Place ads that show your offer is a limited time offer or has a limited quantity and see how it works for you.
Some of your prospect would respond better to your ad if you can show that other people, just like them, are benefiting from your product/service.
This is where the use of testimonials would be useful. Your testimonials would say something like, “See, a lot of people just like you are choosing to make this decision.” Use testimonials as much as you can, when someone purchases a product or service from you, offer them an incentive or a bonus if they provide you with a testimonial.
The more testimonials you get, the better.
If someone feels that you have given to them something of value, they may feel a strong desire to pay you back the favor. Ever notice when a company starts to give away stuff to their prospects? Such as a sample of their product or a trial to their service.
Why do so many companies do this? …
Because it eventually pays them back!
There are so many benefits to doing good deeds and not only in business but in life too.
Good deeds DO pay off.
When preparing your marketing, give something of value FIRST. This will help build your results, not to mention loyalty and trust.
Always show the value of your free product – never just say “FREE.”
Show the value. THEN let them know that its free.
Showing the value first would allow your prospect to place value on your free product.
If people see you have authority in your niche, they will listen.
Even if you think that you don’t have authority in your niche, you can appeal to authority figures such as social media influencers, bloggers, other experts in your niche, .. you get the idea.
But remember what I said in another post, "You Don't Have To Be An Expert At Anything To Be An Expert"… It's true!
if you don’t think you’re an expert in your chosen niche, think again. You'd be surprised at how easy it is for you to become the expert, the authority in your chosen niche. There is always someone out there looking for the answer to something that YOU already know.
When someone makes a public commitment to something, they are more likely to follow through, do you agree?
This is why most motivational trainers, if not all, would tell you that it’s important to write down your goals. Writing down your goals is, sort of like, making a public commitment – whether its on paper, online, on an app or wherever.
Yes, people will respond to your offer if they like you. It’s hard to sell to someone that you do not have a relationship with, even if it’s just a “perceived” relationship.
Likeability is probably one of the most overlooked areas of internet marketing. Don’t overlook it!
Nowadays, the internet is such a great tool to build relationships - it makes it super easy to do. You can build relationships via social media, emails, forums, instant messaging, the ways that are available to you are endless.
It’s pretty well known that someone would buy from you if THEY think that YOU like them.
Give people value, I know I’ve said this plenty of times but it’s so important. I can’t stress enough about providing people with value. In fact… provide them with more than they expect and you may find yourself having a customer for life!
Ah yes, you've probably already seen this one coming.
The eternal “what’s in it for me?” question – as your prospect looks or reads your ad, he or she is looking for the answer to this one question.
Make sure you’re giving them the answer, give them plenty of answers to that one question.
Appeal to their desire for wealth, better health, security, and recognition – yes, all those nice things from Maslow’s Hierarchy of Needs – all the way up to self-actualization (If you are not familiar with this Hierarchy I speak of check out the Wikipedia page here).
But don’t forget to also appeal to their fear, show them what they would lose if they don’t get your product.
Read through your sales letters again, and see if you’ve hit any of these “psychological buttons,” you may find yourself re-writing your sales letter but keep in mind that if it’s been working, don’t change it.
"Don’t fix something that ain’t broke".
Here's an infographic for you, which you can print out or save to help you go over these selling principles when creating your sales pages.
Hope this has been helpful and useful! Till next time.