By reading today’s blog post in it’s entirety, you are going to be ahead of 50% of all your future competition.
I know, very bold statement.
But by learning the simple principles I am about to show you, you will gain the most valuable competive advantage available:
The ability to move people to take action.
The secret is to work them up into a frenzy.
I want your marketing to be so good that people will go through thick and thin just to locate your stuff and do business with you.
Anybody who can instill this feeling in another human being is wielding serious power.
Build a system in place behind this power and have thousands hunting you down?
You’ve become a rain maker.
Peter Drucker once said:
“The goal of marketing is to make selling superfluous”
We don’t want to have to bang guys over the head to get them to buy.
We want them to WANT to do business with us.
When you have this paradigm shift and stop thinking:
“How do I sell?”
And start saying:
“What needs to be done to get this guy to WANT to buy my stuff?”
You can really start your journey.
I’m going to break down what motivates humans to buy.
Next time we talk I’ll show you how to get them to want to hunt you down to buy your stuff…
The Principles of Persuasion from Robert Cialdinis book “Influence”
2. Commitment And Consistency
3. Social Proof
To be completely honest, master all of these and know how to use them in your marketing, and you won’t actually even need my next training. 🙂
People will just buy.
It’s human nature.
Mastery of each one of the principles will help you get your prospects to arrive at this “conclusion” very quickly.
The break down:
1. Reciprocation – People want to do things for people who do for them.
Think about one of my favorite places.
A guy you haven’t seen in a few years buys you a cup of coffee.
You naturally feel you “owe him” and pay for the next round.
2. Commitment And Consistency – People tend to keep their literal “word.”
(Kid saying “daddy you promised”)
What I like to call the “figurative word.”
They are who they are.
People act certain ways and do certain things simply based on the fact they’ve done it like that for a long time.
One of the most powerful elements of a good sales pitch is getting the prospect to agree to purchase if some powerful claim could be reached today.
“Mr. Jones if I could show you how to reduce your blank by blank percent would you be willing to go ahead with me today?”
“Oh absolutely Chuck”
You then simply show him how to do exactly what you said.
He gets “boxed in.”
Mr. Jones is committed.
It was a loaded question.
3. Social Proof – You’ve no doubt seen social proof in action.
As humans we have this notion that if a bunch of other people are doing something, it is easily possible for us to do it.
If we say something is going to happen, it has some inherent power.
When an “unbiased” 3rd party says something, it carries much more weight.
4. Liking – this carries two meanings.
a. people do business with people they like
b. people do business with people who are like them
Think about it.
Would you buy a weight loss product for a morbidly obese person?
Of course not.
What you WOULD buy is a weight loss program from somebody who was just “like you” and then discovered a system to lose that weight.
LOOK AT THEM NOW!
People buy things from people just like them.
5. Authority – The more you are viewed as an expert in your niche, the easier selling becomes.
Think about it.
Doctors, Lawyers, people with letters after their name, Police (uniforms) command a certain level or respect.
Whether they deserve it or not, it’s a fact.
Think about it, how often do you question your doctor?
6. Scarcity – as humans we are conditioned to want what is scarce.
This is one of my favorites.
Our entire economy is based on scarcity.
There is only a certain amount of goods and we are all trying to get our piece.
When you tell somebody there are only 10 or 100 or x amount of units available, the value massively goes up in there eyes.
Couple that with a great reason for the goods being scarce and they won’t be able to help themselves.
There’s a reason all of this stuff works.
It’s the way we are hard wired from birth and childhood.
Most of the time these elements are legitimate, so we program ourselves to think a certain way.
Many of these responses make our lives much easier.
This “natural programming” is what we capitalize on as marketers.
Some may say this is unethical.
I say if you’re really helping people and delivering value…
It’s unethical for you not to get them to buy.
Next time you’re going to learn how get people to actually seek you out and want to do business with you.
Combined with “The Principles Of Persuasion” it’s deadly.
P.S: What if you apply these into your “none-selling” emails?
Structure them into a “mini-course”.
Here’s how to do this, go to: