Wednesday, March 25, 2009
Magic Of Getting People To Buy By Playing With Their Mind
**** Important: If you are republishing this article, you can make money with it by replacing the link in the resource box with your own affiliate link. For affiliate information, goto http://www.mafoor.com/forbidden/affiliates.htm While not required, an email to mafoor@mafoor.com is appreciated if you are publishing this article. What if you can understand and control your customerâs mind? What if you can influence, persuade and motivate your customers to buy from you? Well, Iâm not talking about a magic trick or lay down a lesson of motivation. Itâs about understanding the different reactions made by the human mind in various situations. Iâm going to briefly discuss 3 key aspects of psychological secrets that you can apply in your promotion efforts for a certain increase in customer response. They are, 1. Curiosity 2. Because / Reason Why 3. Greed Curiosity ----------- What is it? Curiosity can be defined as âthe desire to know the unexploredâ in simple terms. People want to know things that many others donât know. They like to discover the âsecretsâ that only some people know. The desire to know is a compelling force in marketing, so we have: * Secrets of the Diet Industry Uncovered * What Time Share Companies Don't Want You To Know * Msteries of A Youthful Appearance Revealed * The Hidden Keys of Car Buying People donât want * How to Diet Successfully or * A Guide to Buying Cars for example. First set of titles surely outshines the second set of titles because the former takes advantage of curiosity. You must design your advertising in a way that arouses curiosity. Getting to see the powerful of curiosity? (When compared the two sets above) Because / Reason Why ---------------------------- Telling people a valid reason for your action is another great influencer in human behavior. People will trust you if you can offer a reason for what you are doing. Say you offer a 50% discount on your digital cameras for the last 10 days in this month. People are too smart today and start to think itâs probably because you want to get rid of your defective products or because its 2 days before the expiry date (in case of food items). Wouldnât you and I think the same way when we see a similar message? Give them a true believable reason. For example, letâs say you have a slow time of the year and you want to increase your business during this period. Make a special, limited time offer. Offer to throw in an extra free bonus or a special discount simply because it's your "slow time" and you need to pay your staff anyway. Donât you think people will believe it? If you can give a solid reason for a particular action, people will have no doubts about what you say - there is simply very little room for doubt. Greed ------- People are greedy. I'm not talking about food but 'greedy' in a marketing perspective. Everybody feels from âwhatâs in it for meâ syndrome. They really want to know how your product can benefit them. Notice that, the "customer's will buy benefits and not products". Confused? You'll see what I mean in a minute. Analyze the following list of benefits written about a digital camera. * Can store over 200 photos * Supports every color you can see * Manual included so you can start even if you have no previous experience This will certainly open the eyes of a person who has an idea of bu'ying a camera one day. This is in complete contrast to the following, where the 'product' is described. * Has a memory of 6000k * Supports 16-bit colors * 60-page manual included Customers don't want a memory of 6000k, but they want to store 200 photos. Get it? You must clearly tell the customer how will they benefit by bu'ying your produc't. You can then describe the prod'uct itself, when they are looking for more information. To make this point clearer, understand that, "Customer's will bu'y benefits and 'not' the features." Okay.. Whats the difference between features and benefits? Features describe the product itself - what it has. Benefits describe the advantages a customer gets by bu'ying the product. The first list above is a benefits list and the second is a features list. Benefits will drive customers to explore more information about the product. This is when you should give them the features and describe the product itself. To summarize, get customers into looking for more info by telling them the benefits and then describe the prod'uct. This will assure the best results. I laid out just 3 powerful tactics here. There are many more 'explored' and 'unexplored' secrets, and hope you can discover a few too. Please let me know if you do. I hope this information was helpful to you and wish you good luck and success in your future mark'eting efforts.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment