With Knowledge of Marketing Psychology, You Can Capture Attention and Sell
0 views
Skip to first unread message
Marcia Yudkin
Apr 22, 2013, 9:50:03 AM4/22/13
to publish-the...@googlegroups.com
*****************************************************************
Message delivered directly to members of the group:
publish-the...@googlegroups.com
*****************************************************************
Please consider this free-reprint article written by:
Marcia Yudkin
*****************************
IMPORTANT - Publication/Reprint Terms
- You have permission to publish this article electronically in free-only publications such as a website or an ezine as long as the bylines are included.
- You are not allowed to use this article for commercial purposes. The article should only be reprinted in a publicly accessible website and not in a members-only commercial site.
- You are not allowed to post/reprint this article in any sites/publications that contains or supports hate, violence, porn and warez or any indecent and illegal sites/publications.
- You are not allowed to use this article in UCE (Unsolicited Commercial Email) or SPAM. This article MUST be distributed in an opt-in email list only.
- If you distribute this article in an ezine or newsletter, we ask that you send a copy of the newsletter or ezine that contains the article to http://www.isnare.com/eta.php?aid=613715
- If you post this article in a website/forum/blog, ALL links MUST be set to hyperlinks and we ask that you send a copy of the URL where the article is posted to http://www.isnare.com/eta.php?aid=613715
- We request that you ask permission from the author if you want to publish this article in print.
The role of iSnare.com is only to distribute this article as part of its Article Distribution feature ( http://www.isnare.com/distribution.php ). iSnare.com does NOT own this article, please respect the author's copyright and this publication/reprint terms. If you do not agree to any of these terms, please do not reprint or publish this article.
*****************************
Article Title: With Knowledge of Marketing Psychology, You Can Capture Attention and Sell
Author: Marcia Yudkin
Word Count: 528
Article URL: http://www.isnare.com/?aid=613715&ca=Marketing
Format: 64cpl
Contact The Author: http://www.isnare.com/eta.php?aid=613715
Easy Publish Tool: http://www.isnare.com/html.php?aid=613715
*********************** ARTICLE START ***********************
With ever shorter attention spans and today�s dizzying pace of change, it�s hard to imagine consumers stopping long enough to make a considered decision to buy. In that frantic selling environment, however, it�s still possible to capture attention and sell. The key is knowing which techniques cut through the clutter, obtain people�s interest and guide that interest to a purchase.
One unintuitive way to heighten people�s interest in becoming your client is the literary agent strategy � telling them you won�t do business with just anyone. For instance, dentists and carpet cleaners may create a �referral only� business where new clients are accepted only with a referral from an existing one. This increases your perceived panache and gets potential clients hankering to be among the chosen ones, even if you sell something quite different from country club memberships.
Psychological research also tells us that people are more likely to buy when you narrow their choices, instead of offering a cornucopia of options. Many marketers have found that the ideal number of options is three. The top option should have a price and value that�s quite a reach for your typical customer. Even if few people buy it, its existence greatly increases the sales of the next most expensive option.
Other powerful ways to lead the right audience for a product or service to a buying decision, using established principles of marketing psychology, include:
* Paint a vivid, truthful picture of the consequences the customer may experience from not buying.
* Make a surprising claim, which arouses curiosity (Just be sure readers won�t feel tricked when you make clear why it�s true).
* Confess a weakness in the seller or the product, which increases credibility as long as the rest of the presentation inspires trust.
* Reduce buyer�s remorse by pointing specific types of customers toward their best option.
* Promote reader involvement through a quiz, a set of questions to answer, a puzzle or checklist you invite them to complete.
* Cut excess verbiage, delete self-indulgent rambles and get quickly to the point.
* Quicken desire by creating timely, relevant, ultra-specific offers with an expiration date.
* Use the power of authenticity by selecting qualities admired by your target market and dramatizing them in your marketing.
* Identify and appeal to emotions such as anger, greed, hope or compassion that resonate with the situations in which potential customers now find themselves.
* Mobilize as many reasons to buy as you can discover or concoct. When Coca-Cola ran an ad campaign around a list of 35 reasons people might want a Coke, sales jumped 50 percent in the next five years.
* Update the buying rationale you appeal to in line with current trends, such as ecological consciousness, the movement for buying local, fear about government changes, rampant unemployment or investment losses.
* Concentrate on selling to those who already understand the kind of value you offer, rather than those who need to be educated on the importance of the needs your wares fulfill.
About The Author: Marcia Yudkin is the author of more than a dozen books, including 6 Steps to Free Publicity and Persuading People to Buy, from which this article is adapted. Learn about her Marketing Insight Guides series on turning strangers into long-time customers: http://www.yudkin.com/guides/index.htm .
Please use the HTML version of this article at:
http://www.isnare.com/html.php?aid=613715
*********************** ARTICLE END ***********************
- To distribute your articles go to http://www.isnare.com/distribution.php
- For more free-reprint articles go to http://www.isnare.com
Message delivered directly to members of the group:
publish-the...@googlegroups.com
*****************************************************************
Please consider this free-reprint article written by:
Marcia Yudkin
*****************************
IMPORTANT - Publication/Reprint Terms
- You have permission to publish this article electronically in free-only publications such as a website or an ezine as long as the bylines are included.
- You are not allowed to use this article for commercial purposes. The article should only be reprinted in a publicly accessible website and not in a members-only commercial site.
- You are not allowed to post/reprint this article in any sites/publications that contains or supports hate, violence, porn and warez or any indecent and illegal sites/publications.
- You are not allowed to use this article in UCE (Unsolicited Commercial Email) or SPAM. This article MUST be distributed in an opt-in email list only.
- If you distribute this article in an ezine or newsletter, we ask that you send a copy of the newsletter or ezine that contains the article to http://www.isnare.com/eta.php?aid=613715
- If you post this article in a website/forum/blog, ALL links MUST be set to hyperlinks and we ask that you send a copy of the URL where the article is posted to http://www.isnare.com/eta.php?aid=613715
- We request that you ask permission from the author if you want to publish this article in print.
The role of iSnare.com is only to distribute this article as part of its Article Distribution feature ( http://www.isnare.com/distribution.php ). iSnare.com does NOT own this article, please respect the author's copyright and this publication/reprint terms. If you do not agree to any of these terms, please do not reprint or publish this article.
*****************************
Article Title: With Knowledge of Marketing Psychology, You Can Capture Attention and Sell
Author: Marcia Yudkin
Word Count: 528
Article URL: http://www.isnare.com/?aid=613715&ca=Marketing
Format: 64cpl
Contact The Author: http://www.isnare.com/eta.php?aid=613715
Easy Publish Tool: http://www.isnare.com/html.php?aid=613715
*********************** ARTICLE START ***********************
With ever shorter attention spans and today�s dizzying pace of change, it�s hard to imagine consumers stopping long enough to make a considered decision to buy. In that frantic selling environment, however, it�s still possible to capture attention and sell. The key is knowing which techniques cut through the clutter, obtain people�s interest and guide that interest to a purchase.
One unintuitive way to heighten people�s interest in becoming your client is the literary agent strategy � telling them you won�t do business with just anyone. For instance, dentists and carpet cleaners may create a �referral only� business where new clients are accepted only with a referral from an existing one. This increases your perceived panache and gets potential clients hankering to be among the chosen ones, even if you sell something quite different from country club memberships.
Psychological research also tells us that people are more likely to buy when you narrow their choices, instead of offering a cornucopia of options. Many marketers have found that the ideal number of options is three. The top option should have a price and value that�s quite a reach for your typical customer. Even if few people buy it, its existence greatly increases the sales of the next most expensive option.
Other powerful ways to lead the right audience for a product or service to a buying decision, using established principles of marketing psychology, include:
* Paint a vivid, truthful picture of the consequences the customer may experience from not buying.
* Make a surprising claim, which arouses curiosity (Just be sure readers won�t feel tricked when you make clear why it�s true).
* Confess a weakness in the seller or the product, which increases credibility as long as the rest of the presentation inspires trust.
* Reduce buyer�s remorse by pointing specific types of customers toward their best option.
* Promote reader involvement through a quiz, a set of questions to answer, a puzzle or checklist you invite them to complete.
* Cut excess verbiage, delete self-indulgent rambles and get quickly to the point.
* Quicken desire by creating timely, relevant, ultra-specific offers with an expiration date.
* Use the power of authenticity by selecting qualities admired by your target market and dramatizing them in your marketing.
* Identify and appeal to emotions such as anger, greed, hope or compassion that resonate with the situations in which potential customers now find themselves.
* Mobilize as many reasons to buy as you can discover or concoct. When Coca-Cola ran an ad campaign around a list of 35 reasons people might want a Coke, sales jumped 50 percent in the next five years.
* Update the buying rationale you appeal to in line with current trends, such as ecological consciousness, the movement for buying local, fear about government changes, rampant unemployment or investment losses.
* Concentrate on selling to those who already understand the kind of value you offer, rather than those who need to be educated on the importance of the needs your wares fulfill.
About The Author: Marcia Yudkin is the author of more than a dozen books, including 6 Steps to Free Publicity and Persuading People to Buy, from which this article is adapted. Learn about her Marketing Insight Guides series on turning strangers into long-time customers: http://www.yudkin.com/guides/index.htm .
Please use the HTML version of this article at:
http://www.isnare.com/html.php?aid=613715
*********************** ARTICLE END ***********************
- To distribute your articles go to http://www.isnare.com/distribution.php
- For more free-reprint articles go to http://www.isnare.com
Reply all
Reply to author
Forward
0 new messages