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Member You - Four More Hypnotic Selling Techniques
The message to market to medium match is the most important principle of marketing. If you understand how these three factors interact you will get a much better response from your advertising and marketing. However, if you ignore or de-value the importance of these three factors you will be settling for less money and lower responses. Before I get into how these factors work together I want to take a brief moment to explain what these terms mean.Message. This one is the straightest forward of the three, and it generally refers to your sales message. These are the words you communicate to your prospect that are used to convince him / her to take action and buy your product or services. These are words used to sell, and th
They persuaded 94% of people to allow them to cut into a queue at a photocopier by saying “Excuse me, I have five pages. May I use the Copy machine because I'm in a rush?”. When they made the request only, “Excuse me, I have five pages. May I use the Copy machine?” the rate went down to 60%. At f
After working at 10 different advertising agencies, I was fortunate to work with many smart clients. Along the way, I learned how they got the best out of their creatives. And here is what I’ve found.1. Great clients wanted the best creatives working on their account. Not just any creative team.2. Those clients gave a brief document that was simple and to the point. It had a single message that creatives were to follow to come up with concept ideas. The clients were even open minded if an idea jumped off strategy from the brief. They wanted the best and realized sometimes it came from a new strategy.3. They wanted to be wowed. This enthusiasm from the client to the creative staff motivated them to do more and
Vicky Pollard is making the word “but” celebrated in comedy circles. Yeah, but, no, but yeah, but no….
Surprisingly the word but has enormous powers as it draws your attention. Unfortunately we use the word “but” to draw someone’s attention to a negative.
“The product will work here but the feature set isn’t quite appropriate.” “The benefits are numerous but my fee is ?x”
The trick is to replace the word “but” with “and” to minimise the impact, or turn the sentence around so the word “but” illustrates the positive. For example:
“The feature set isn’t quite appropriate but the product will work here.” “The benefits are numerous and my fee is ?x”
Simple but extremely effective…beware of the word “but”
Because
Let's look at the power of 'because'. This is something that's important to understand because when you do, many things will become clear about why you and other people do what you do.
Research done by Langer, Blank and Chanowitz in 1978 produced some very surprising results. They were testing the theory that if we ask someone to do something, we will be more successful if we supply a reason. Which is true. However, along the way they discovered something even more powerful.
They persuaded 94% of people to allow them to cut into a queue at a photocopier by saying “Excuse me, I have five pages. May I use the Copy machine because I'm in a rush?”. When they made the request only, “Excuse me, I have five pages. May I use the Copy machine?” the rate went down to 60%. At fi
A small business faces one or the other dilemma because of its limited resources and capital. At particular stages of growth, you may require an extra hand but find that your cost factor is restricting. You might think of hiring a contractor instead. Whether to hire a new employee or an independent contractor is an important business decision. Both options have their own separate pros and cons.Hiring an Independent Contractor1. AdvantagesReduced Overhead: This means reduced costs in expenses, payroll, benefits and other overheads. It also reduces stress on covering cost revenue for a new venture.No Health Benefits: It reduces the high costs of employee health benefits that are a huge financial burden on sm
The trick is to replace the word “but” with “and” to minimise the impact, or turn the sentence around so the word “but” illustrates the positive. For example:
“The feature set isn’t quite appropriate but the product will work here.” “The benefits are numerous and my fee is ?x”
Simple but extremely effective…beware of the word “but”
Because
Let's look at the power of 'because'. This is something that's important to understand because when you do, many things will become clear about why you and other people do what you do.
Research done by Langer, Blank and Chanowitz in 1978 produced some very surprising results. They were testing the theory that if we ask someone to do something, we will be more successful if we supply a reason. Which is true. However, along the way they discovered something even more powerful.
They persuaded 94% of people to allow them to cut into a queue at a photocopier by saying “Excuse me, I have five pages. May I use the Copy machine because I'm in a rush?”. When they made the request only, “Excuse me, I have five pages. May I use the Copy machine?” the rate went down to 60%. At f
The onset of modern technology has finally given way to document scanning. Images, text files, old documents and the likes are recovered, retrieved and archived --once deemed impossible. The days of yore proved to be very slow-paced. But document scanning has changed the way offices are run.By definition, document scanning is the process of transferring one document or text from its paper form onto a computer screen. More specifically, document scanning is the method of converting an analog fact or record into a digital data. Meaning, it becomes data that the computer system can read.Document scanning makes things easier -- an old document that has become yellowish in form, crumpled and stained, but it can be recovered a
Simple but extremely effective…beware of the word “but”
Because
Let's look at the power of 'because'. This is something that's important to understand because when you do, many things will become clear about why you and other people do what you do.
Research done by Langer, Blank and Chanowitz in 1978 produced some very surprising results. They were testing the theory that if we ask someone to do something, we will be more successful if we supply a reason. Which is true. However, along the way they discovered something even more powerful.
They persuaded 94% of people to allow them to cut into a queue at a photocopier by saying “Excuse me, I have five pages. May I use the Copy machine because I'm in a rush?”. When they made the request only, “Excuse me, I have five pages. May I use the Copy machine?” the rate went down to 60%. At f
If you are in the material handling business you will likely be looking for pallet racks to organize your warehouse. You can find used pallet racks at significantly reduced prices from most material handling equipment distributors. However if shiny new equipment is important to you then you may want to get new pallet racks for your warehouse. Pricing on this type of industrial equipment can vary based on steel prices. That is why it is usually cheaper to buy used racks instead of new ones. If you buy used you may be able to get them re powder coated. Industrial equipment of this type comes in several varieties.Tear Drop Pallet Racks is the most widely used type of used today. This design allows you to sli
Research done by Langer, Blank and Chanowitz in 1978 produced some very surprising results. They were testing the theory that if we ask someone to do something, we will be more successful if we supply a reason. Which is true. However, along the way they discovered something even more powerful.
They persuaded 94% of people to allow them to cut into a queue at a photocopier by saying “Excuse me, I have five pages. May I use the Copy machine because I'm in a rush?”. When they made the request only, “Excuse me, I have five pages. May I use the Copy machine?” the rate went down to 60%. At f
Packaging labels are used on each and every product - both retail and wholesale. The importance of the right kind of packaging labels for retail products is evident from the fact that it is the packaging label that catches the consumer's eye. The packaging label can actually make or break a sale.Most manufacturers who deal in packaging labels carry a ready stock of various sizes of blank labels, adhesive and any other required paraphernalia. Product manufacturers usually get their product labels designed by specialists in the advertising field. A template is prepared and handed over to a packaging label manufacturer who then does the needful. Some packaging label companies offer innovative labels. By choosing such labels produc
They persuaded 94% of people to allow them to cut into a queue at a photocopier by saying “Excuse me, I have five pages. May I use the Copy machine because I'm in a rush?”. When they made the request only, “Excuse me, I have five pages. May I use the Copy machine?” the rate went down to 60%. At first they thought that the difference was down to giving people a good reason, that they were in a rush. Not so.
They continued the experiment by now asking “Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies?” 93% complied, even though there was no real reason stated! No rush, no emergency, just the word because.
But “why” I hear you all asking. My daughter Bethan is going through the “why” stage where every other word she uses is why. After a while we as parents, look to an easy answer and quickly get into the habit of using “because”.
So how can we use this in selling? Simply use the word “because” whenever you ask them to do something.
“Mr Smith, would you allow me to ask you a few questions about your current situation because I would like to find out which of our products would be most suitable for you.”
Physical Anchoring
Anchoring is a term used to relate something to something else. Our world is full of anchors or reminders. The smell of fresh cut grass, the sound of church bells ringing, the voice of a loved one. These things trigger a memory and that memory floods back into our minds and we can enjoy those same wonderful feelings we had before.<
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