How to Make Your Offer IRRESISTABLE?
http://TheBestTrafficofYourllife.com
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Since you’re selling to human beings wouldn’t it be great to know the five
secrets that have the greatest influence on your customers? What I’m about to
share with you will make you the Svengali of Sales in your niche. I’m going to
put them in the order of use in the marketing process, but they can overlap or
be switched around to fit your situation.
Be sure to include all five of these tips in all of your offers (ads, sales
letters, presentations, etc.) and you’ll see dramatic results and an increase in
your business.
1. Filling the void – When someone does a person a favor or gives them something
of value for free, this act provides an imbalance in the relationship. This
creates a subconscious pressure on the recipient to give back in some way. This
is what’s known in marketing as filling the void.
2. Reciprocation – In marketing the word “FREE” has the most response of any
word in the English language. That’s why marketers use it over, and over again.
Everybody likes something for free, don’t you? Even though “free” means there is
no obligation or cost, the recipient does feel obligated. If something of real
value is given to the person, an imbalance is created – a void in nature – that
needs to be filled. Maybe not immediately, but if that person has gotten great
value and use from the gift, there will be a nagging sub-conscious motivation to
reciprocate in some manner.
You’ll find that some people just don’t seem to reciprocate, and it could be
that they didn’t appreciate the full value of your offer. This is why it’s so
important to make sure when you are offering a free gift with a promotion, that
your customers are made aware of the full value of what they’re receiving.
What really makes this work in marketing, though, is that you make your “free”
offer available when your customer takes action. Now it can be a very small one
like filling out a customer card for you (which gives you their name, address,
and email address), or accepting your product on a 30-day trial.
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3. Getting your customer to like you - Have you heard the phrase,
“if a customer knows, likes and trusts you then they’ll buy from you”. Well,
you’ve gotten them to know you with your “free” offer, the next step is to get
them to “like” you. The quickest way I know to get someone to like you is for
you to let them know that you like them (reciprocation, again).
Now, not ALL people are going to “like” you and you’re not going to like all
your customers, but if you take this approach you’ve a lot better odds of
finding customers.
When you’re writing your ads and marketing letters always write as if they are a
personal note to a real, live, breathing friend. Use plain talk as if you’re
talking to your best friend, and not “hi-tech technobabble”. Keep it simple!
4. Trust – I don’t know about you, but when I hear someone say “TRUST ME” it
reminds me of a snake oil salesman and makes me do anything but trust them. So
how do you get your customers to trust you? Take a leadership role with them and
tell them what they should do to take action and buy. You must be or present
yourself as an “Authority” figure. An expert in your field and the only one they
should buy from as proven by the endorsements of your other customers, their
friends and neighbors.
If your offer is made in a letter, than include some endorsements from others,
mention articles written about you, books, articles, newsletters that you’ve
written, etc. It is interesting that most people don’t want to make a decision,
and it’s better that you give them an action plan to say “yes”.
5. Scarcity – This is one persuader that really motivates humans to action, and
you must create and manage this to your advantage in every offer you make.
People want things that solve their problems or make them feel good about
themselves that are of good quality. They want it even more – if the quantity is
limited in some way. Remember the law of supply and demand? If the demand for a
product is high and the supply is low, then the price that’s charged will be
accepted readily be it high or low. (Sounds like buying gas for your car, doesn’t
it?)
Even if you create the “perception” that there is a limited quantity available,
a limited time frame for availability, or whatever you conceive to use, you’ll
find this a catalyst to action for your customer.
Of course, it goes without saying that you always include a guarantee of some
kind in your offers. I always like the “no questions asked” type of guarantee
for 30, 60, 90 days or even a full year if it fits for you.
With this you’re emphasizing your credibility (trust) by saying you’re going to
be around for a while. I’ve found that most times there are very few takers to
the guarantee policy you offer, and if there is – you don’t want to keep an
unhappy customer anyway.
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