Those who are influencers know how to persuade. They know how to get people, their prospects to take action. We all remember the door-to-door salesman. The successful one’s understood how to feed the need, they understood the triggers on why people react. Their life depended on knowing how to push the “buy” buttons.
Know that this isn’t about manipulation, deceit, or taking advantage of someone in despair. It’s about persuasion. Children have perfected it, this to push all the right “hot” buttons when they want something. Spouses will approach their significant other, pounce when they’re in a good mood.
The key is presenting or offering something to someone to take action, pushing them to the brink, this to the point that they believe it was their own idea to buy something. There’s a distinct skill set to this, important principles which influences someone to react.
Most will seek out opportunities or products that are rare, exclusive, that are limited in availability. This is why shrewd marketers will put a time limit or offer limited quantities on their products. What’s proven is scarcity sells.
Procrastination remains one of the biggest reasons why people don’t react, as most will wait until the very last second to act. So planting that the item is in limited quantity, what that creates is an urgency to react sooner than later.
Most will respond to a product or service once knowing that “others” who are similar to them, are responding and taking action.
This remains the tactic of the savvy door-to-door salesman, as they’ll mention that Sally Jones who lives two houses down, just purchased a magazine subscription.
All we want is to be connected, to keep relevant, to be part of the crowd. Monkey say, monkey do. All we want is to be liked by our peers. Whether you really needed that magazine, becomes irrelevant.
You walk down any residential street, what you won’t see is just one house that has Christmas lights. They all do, because everyone wants to fit in.
They all have similar picket fences, and all their gardens are meticulously manicured. This is why most will make their purchasing decisions, based on reviews or testimonials, which influences their buying.
Wanting To Return The Favor
Once someone feels that you’ve given them something of value, what that creates is the obligation for them to return the favor. You went out of your way, so they want to give something back.
Smart marketers know that they need to give something of value first, this to capture attention, while building trust and loyalty. Always display the benefits of what the offer is, while avoid using “Free.”
You want them to realize the value of what you’re offering, this with no obligation or strings attached. What you’re wanting is them to put value on your promotion, or the bonuses that you’re offering, for trying out your product.
Become An Authority Figure
Most sitting on the fence, will listen to those who they think are authority figures, this in their industry or subject.
So use convincing headlines such as. “My son-in-law recommended I take _____ for my diabetes. You’re wondering why I should listen to him? Well, he’s a doctor.”
If you’re not an authority on what you’re marketing, then appeal to the authority figures in the industry, by “quoting” from a respected journal, or from a well known expert.
Going All In
Once someone publicly commits to something, then the odds increases that they’ll follow through. So find ways to get them to make a commitment, either verbally or written, and they’ll more than likely go through with it.
This is the same mindset that any motivational teacher will tell you, and that’s once you write down your goals, then there’s a better chance that you’ll follow through and complete them.
This can be done in a variety of ways, such as someone entering their email for more information, or they signing up for a webinar. They’re making the mental commitment to do something. Then they become more obligated to follow through, and take action.
Brand Yourself, Be Likable
The conversions on your offer will increase, if they like you. It becomes more difficult to sell something to someone who you don’t have a relationship with, even if it’s just a “perceived” relationship. So it becomes important to build your personal brand, this especially online.
The Internet can be a cold dark void, where trust needs to be earned. It usually needs to go beyond just making contact, as they also need to hear your voice. This is why video marketing is so effective.
The Internet and especially social media, is an excellent way of building relationships, resulting in massive amounts of targeted prospects. You can do so through email, webinars, videos, etc.
What’s known is that someone will buy from you, this because they think they know you, virtual or not.
“What’s In It For Me?”
Ultimately, they don’t care about you. What they want is to know how your offer can help them. How it can solve their problem, their hurts, resolve their pain somehow. What you need is to answer these questions.
Make sure that you give them the right answers. Hit their emotional panic buttons hard, on the core basic needs of their human existence.
Plea to their desire to be wealthy, skinny, pretty, to feel more secure. Address all the issues on Maslow’s Hierarchy of Needs.
The key is to appeal to their fear of loss or pain. What’s found is that people will respond more to losing something, than gaining something. So make sure you tell them what they’d lose, if they don’t get your product.