We human beings are just skin-bags of emotion.
It doesn’t matter who you are, or your station in life.
You could be Donald Trump, the Dalai Lama, or a bum on the street.
We thrive, react, and exist due to our emotions. We make decisions based on how we FEEL. This is key whether you’re selling face to face or online.
People buy emotionally, and justify with logic.
Did you get that?
People will buy more from you when you can trigger their emotions.
(WARNING: This is not a post about morals. There is a difference between Persuasion and Manipulation, which we’ll get into in another post.
For now, please just understand that these are Persuasion techniques that have worked in direct response marketing for over 100 years. And they will work for you online.
They are being shared for you to use ethically and morally.)
Here are 3 of the 5 emotions you can immediately tap into, to boost your sales:
- Anger - What makes your prospects angry?
Are they angry because the 900 pound gorillas of the Internet Marketing space keep putting out hugely expensive coaching products and services?
Are they angry because they’re tired of getting ripped off at the auto body shop?
Are they angry because they’re being overworked and underpaid at their job? You can use this theme throughout your marketing to incite your prospects to take action.
- Curiosity - You can use this emotion most effectively in your headlines, email subject lines, and in stories to introduce your product or service. That’s where it works best.
The objective here is to create an incomplete, cliffhanger feeling that leaves the reader seeking closure. And they won’t get satisfaction unless they take the action you want them to. Like clicking on a link, opening your email, reading through your sales page, giving their name and email address, etc…
For example, take the headline, “How to legally, ethically, and morally wipe out all your debt, in 5-7 years, using the money you already make, without credit counseling, debt negotiation, or bankruptcy” -
What’s that all about? How are they doing that?
(Although this headline ties into fear and guilt as well. Remember, if you can use more than one emotion at a time, you’re multiplying the effectiveness of your sales message)
How about the headline/email subject line, “Thousands now have successful internet businesses who never thought they could”
Really? How? Tell me!
- Greed - Ah, this is particularly effective for entrepreneurs. We all want to be more successful, make more money, feel more powerful.
We are entrepreneurs and online business owners for the very fact that we want the freedom to spend time with our families, the passive income to live life as we choose, and the ego to be able to nonchalantly tell a skeptical friend, “Yeah, I make X figures online every month…”
That’s why income claims (whether from the person selling the product or through testimonials), dramatic traffic increase figures, and rags to riches stories work so well. They get our internal greed glands salivating.
WE want to be the next success story, watch our bank accounts swell, and have people KNOW about it.
We’ll get into the final two emotions tomorrow.
For now, figure out how you can weave the previous 3 into your sales copy.
-James D. Lee
Popularity: 2% [?]
Post a Comment