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4. Demonstrate very strong credibility in your copy.
By showing all
years of experience you have under your belt and many authority figures that recommend your products, you can bully customer into submission. The customer feels that it will be very foolish not to trust you when all these other top authorities do. Having someone whom potential customer admires and respects endorse your product can create magic here.
5. Show that you are not desperate for sale.
This is another technique that can place customer at ease or on defensive. Here you want to indicate that you’re already doing so well (mostly from benefits you’ve derived from product) that small investment they are making will make no big difference to you. This may seem at first to be counterproductive but it works! Again if prospect ever senses that you’re just dying to get that sale you can scare them away.
Another way of stating this is to show that you’re actually creating competition for yourself by sharing this product with them.
6. Tell them what will happen if they don’t get your product.
Most likely your product is satisfying a need or solving a problem otherwise you’ll not be selling it. So you can heighten prospect’s awareness of problems that they’ll continue to have if they choose not to purchase your product or service. Here is where you really want to ‘rub their faces in mud’. Spell out, in no uncertain words, pain they’ll endure and loss they will suffer.
These six approaches are all based on a deep psychological principle that controls us all - Our desire heightens for whatever is denied us or just appears to be denied us.
This reminds me of story I read some time ago of a small hotel that had problems with guests fishing from balcony despite clear warning signs to contrary placed in all rooms. In a simple experiment, hotel management removed “no fishing” signs and problem practically disappeared overnight! I guess that thrill of fishing from balcony vaporized with signs—fishing was no longer denied.
Try making your product or service appear ‘denied’ to casual prospect and see what happens to dollars ‘fished’ out of your advertisement account.
It’s about time to go out there and be a respectable “bully”!
Chris Coffman is the publisher of Net Marketing Daily. Visit http://www.netmarketingdaily.com for internet marketing news, tips, articles, and much more!
