7 Psychological Triggers To Target

Consumer's behavior is often consistent with their previous decisions. Therefore, if a customer says "yes" to an offer, make another offer that relates to the first.

1. Determine the nature of the product so you can relate it to your prospect. Find which characteristics of your product have caught the prospect's interest.
2. If your product has a flaw, don't avoid it. Bring the flaw into the open right away. This will make the negative feature less negative. Then concentrate on the benefits.
3. Tell prospects a story concerning the product you are selling; this establishes a relationship while focusing their attention.
4. Make them feel special. Offer an exclusive product to make your prospective customer feel like they will be the owner of something only a select few can have.
5. Simplicity is key. The easier it is for a potential customer to make a choice, the more likely they are going to make it.
6. Live up to your promises. Be as specific as you can in your copy. Be an authority on your product; this will further establish you as a credible source.
7. Get customers actively involved in the buying process. Talk to them as if they already owned the product.

Following Up On Customers

What is the biggest mistake made in marketing? This mistake is made by 99% of the companies marketing products or services… The biggest mistake in marketing - and not just direct marketing, but any marketing - is made by people who spend a lot of time, energy, and money on an ad or an inquiry-generation program.

When they receive the highly qualified lead it brings in, they send a brochure and a letter. At best, they call about a week later. When a sale is not immediate, they hang up, and they never call back or send another letter. They assume their campaign failed.


What a mistake. A single letter and brochure is not a campaign. A campaign is not a single effort of anything - why do you think they call it a campaign? A campaign is a sustained effort over time…. The biggest mistake made in marketing is not contacting a well-qualified buyer, who has expressed an interest in your product or service after the first mailing, a second time with harder-hitting additional marketing material or letters.




Source : Jeffrey Dobkin