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12 Factors of Impulse ~ Natural Powers to Ignite Sales!
By Richard Brooks of PBCLenders
1. Jones Factor - People follow the Joneses; they want what others have. Show prospects how customers have greatly benefited by using your products - this could make more people want to hop on board! A great way to do this is through Customer Testimonials. 2. Curiosity Factor - People sometimes buy because they're curious. Curiosity can pull the money right out of your prospects pockets. A great way to stir up curiosity is to give them just a tiny 'free' sample of what you have to offer, and use this as bait to make them want to Buy more! 3. Sense of Urgency – It is not good to let your prospects feel like they can get what you have to offer anytime they feel like it. You need to put some heat on their Azz! One way to do this is by posting a DEADLINE to purchase a particular offer – or maybe even mention an up & coming price increase that can take effect Real Soon... 4. Fear of Loss – This goes hand-in-hand with the above example. One of the greatest fears people have is a fear of loss. If you can effectively stir that fear of loss within your prospects, they will be scared stiff of losing out! What a great way to kill procrastination. This is the classic take away close - get your prospect all excited --and then take it away, disqualify them, say anything “ah man! I'm sorry we just checked our inventory and unfortunately we’re out… the best I can do is put you on our waiting list” ;)Watch them Sweat! When you bring up the offer again I'll bet they'll be waiting on standby to BUY! 5. Sympathy Factor - Sometimes people buy simply because they want to help, support a cause, etc. In this case usually the price issue doesn’t really even matter anymore – They just want do their part. It is not good to falsely pull on the heartstrings of others. But if your product or service naturally has the sympathy factor present, this might be the very reason that causes your prospect to buy. One way to instill this is by connecting your product or service with a community cause, or mission you're tying to accomplish. 6. Indifference Factor - Sometimes simply not sweating the sale will land you the $ale! If you act needy people will sniff it out like a hound dog. At times you might try being indifferent - Not Rude - but indifferent about getting the sale. This shows Confidence! And that confidence can translate over to your prospects and win you a new customer:) 7. Greed Factor - Some people are driven by greed. They like to get as much as they can for what they feel is a bargain! And oftentimes they want to buy more than the next person …especially their competition. Therefore, you can use this factor to your advantage by pitting competitors against each other. This can be smoothly done by stating or showing a testimonial of something like this “Company A bought 5 of these for their biggest clients and reported that it landed them 2 new deals as a result!” This might just get the other side to rev-up and buy More -- surely they don’t want to be beat by their competition! 8. Desire to Gain - People want more. More money, More time, More freedom, recognition, success – You name it... Show them how your product can deliver that to them and this could be the very element to win them over. 9. Superiority Factor - If you position yourself as a knowledgeable expert in your field, people will look up to you and buy just about anything you put your hands on. Writing articles, creating a website, blogging and doing seminars - are some proven ways to position yourself as an Authority in your field 10. Obligatory Factor - Many people just buy from people they feel ‘Obligated’ to buy from. You might have the lowest prices and best products around. However, your prospect may have a relative in the same industry, who actually charges more and has an inferior product. Yet & still, the prospect will feel obligated to stay a loyal customer to them. It can be hard to pry a person away like this. This is why it is good to provide your prospects with free and useful information regularly. Now whenever you do launch a product, many of them will feel obliged to buy from you - simply because all the times you helped them so abundantly for Free. 11. The Limiting Factor - "Limit 2 per customer" I'm sure you've heard that saying at least once when you went out shopping. Doesn't it just make you want more! Afterall, no one likes restrictions. People have a natural urge to want what they can't have. Try this technique of limiting your customer, and you just might have them pouting like a baby when they can't have more!!! Ahh let 'em whine, put them on a list, and then come back to them later - And watch them buy like a kid in a candy store;) 12. The NOW Factor – People Hate to wait. In this day & age it’s all about Instant Gratification. If you can somehow deliver your "goods" faster than the rest, this can be the deciding factor that edges out your competition.
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Contributor's Note
I’m not a psychologist, but I've learned & tested these Impulse Factors by working 10+ years in the sales & marketing arena (direct sales… telemarketing… cold calling ~ The Tuff Stuff!) I’ve found that this same psychology works for Internet Marketing as well. Thanks for reading.
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