How to put someone in a 'buyer's trance' to sell them anything from a retail item up to a mansion
Ninja tricks on persuasion after selling millions through online stores and brick-and-mortar
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T#32
Ninja tricks on persuasion after selling millions through online stores and brick-and-mortar
🧵
T#32
2/
A colleague recently read a 'cart abandon email' I wrote. (cart abandon is when you receive an email/FB ad about a product you looked but didn't buy)
He said "why do have all this fluff in here pitching again... they already read the sales pitch, just tell them to buy"
A colleague recently read a 'cart abandon email' I wrote. (cart abandon is when you receive an email/FB ad about a product you looked but didn't buy)
He said "why do have all this fluff in here pitching again... they already read the sales pitch, just tell them to buy"
3/
First... that's not fluff
Second... when you step outside a 'sales environment' you have to be re-sold everything all over again esp for big decisions
Joe Vitale calls it a 'trance' in his book.
First... that's not fluff
Second... when you step outside a 'sales environment' you have to be re-sold everything all over again esp for big decisions
Joe Vitale calls it a 'trance' in his book.
4/
Ever walk through a store... maybe through an abandoned JC Penney on way to the mall... you weren't expecting to buy something.
But then a watch catches your eye.
...It's beautiful, shiny, looks expensive.
"Oh, it fits great too."
The price? 50% off!
It's a steal!
Ever walk through a store... maybe through an abandoned JC Penney on way to the mall... you weren't expecting to buy something.
But then a watch catches your eye.
...It's beautiful, shiny, looks expensive.
"Oh, it fits great too."
The price? 50% off!
It's a steal!
5/
Suddenly, you feel a pull.
Subconsciously, tons of images flood your brain.
"I won't BE happy until that watch is safely in a beat up JC Penney bag and home on my dresser"
Suddenly, you feel a pull.
Subconsciously, tons of images flood your brain.
"I won't BE happy until that watch is safely in a beat up JC Penney bag and home on my dresser"
6/
Here are 2 things that will 100% happen
1) You buy the watch
2) You put down the watch and WILL NEVER buy that watch again (even you say you will)
The reason... that buyer's environment will not be recreated again unless JCP pursues it (and they won't, bc they suck).
Here are 2 things that will 100% happen
1) You buy the watch
2) You put down the watch and WILL NEVER buy that watch again (even you say you will)
The reason... that buyer's environment will not be recreated again unless JCP pursues it (and they won't, bc they suck).
7/
With whatever you sell, you have to create a buyer's environment. And one that makes sure they buy now, then come back and buy again.
Here are the pillars to creating this 'buyer's environment' or 'buyer's trance.'
With whatever you sell, you have to create a buyer's environment. And one that makes sure they buy now, then come back and buy again.
Here are the pillars to creating this 'buyer's environment' or 'buyer's trance.'
8/
#1. Emphasize laziness ---> When I pitch a seller of a house, I push "if you want, you can spend the time calling more buyers, wait for them to show. OR, you can save time now."
People pay exorbitant fees to contractors because they're too lazy to get multiple bids
#1. Emphasize laziness ---> When I pitch a seller of a house, I push "if you want, you can spend the time calling more buyers, wait for them to show. OR, you can save time now."
People pay exorbitant fees to contractors because they're too lazy to get multiple bids
9/
#2. Emphasize uniqueness ---> In our retail store, we stress that our clothes we sell aren't found hanging at a Target somewhere. They're only here and once they're sold, we may not have them again until next year.
#2. Emphasize uniqueness ---> In our retail store, we stress that our clothes we sell aren't found hanging at a Target somewhere. They're only here and once they're sold, we may not have them again until next year.
10/
Something rare = something valuable.
If a homebuyer walks into @Levijameshere house and sees a pool and a putting green in the backyard, will they find that anywhere else?
Something rare = something valuable.
If a homebuyer walks into @Levijameshere house and sees a pool and a putting green in the backyard, will they find that anywhere else?
11/
#3. (Cliche) Emphasize URGENCY --> We are sofa buying, we went to some fancy-schmancy place. They give us a crazy price and pushed "this $500 off expires in 4 days."
I doubt it bc Labor Day's coming up, but it was at least an attempt at urgency.
#3. (Cliche) Emphasize URGENCY --> We are sofa buying, we went to some fancy-schmancy place. They give us a crazy price and pushed "this $500 off expires in 4 days."
I doubt it bc Labor Day's coming up, but it was at least an attempt at urgency.
12/
Urgency doesn't have to be a 'deadline'... some people's urgency is "I just don't want to think about this problem anymore." So, it's a mental deadline.
Your job is to ask questions until you figure out "What is the deadline this prospect is trying to hit."
Urgency doesn't have to be a 'deadline'... some people's urgency is "I just don't want to think about this problem anymore." So, it's a mental deadline.
Your job is to ask questions until you figure out "What is the deadline this prospect is trying to hit."
13/
Online, you can use "100 spots only." Some pages even have a countdown clock which inherently makes you stress even if you know it's a marketing gimmick, you're still internally rushing.
Online, you can use "100 spots only." Some pages even have a countdown clock which inherently makes you stress even if you know it's a marketing gimmick, you're still internally rushing.
14/
#4. The last wraps all together
Emphasize FUTURE -->"Buy this 50% off watch now, deal ends 2day & we don't plan to buy this brand of watch anymore. It's perfect for any biz meeting or just going out w friends. Does both jobs well. You can't buy that color for that price"
#4. The last wraps all together
Emphasize FUTURE -->"Buy this 50% off watch now, deal ends 2day & we don't plan to buy this brand of watch anymore. It's perfect for any biz meeting or just going out w friends. Does both jobs well. You can't buy that color for that price"
15/
Future-pacing is the most underrated sales tactic out there. What will the buyer's life be like after this?
The problem is once the buyer is OUT of the trance, it's hard to get back in.
A shopper leaving empty-handed is one of the hardest sales you make to get back in
Future-pacing is the most underrated sales tactic out there. What will the buyer's life be like after this?
The problem is once the buyer is OUT of the trance, it's hard to get back in.
A shopper leaving empty-handed is one of the hardest sales you make to get back in
16/
Online is better at pulling prospects back in
Offline, you have to do heavy marketing to put back into a 'buying trance' feeling (even if irrational) "If I don't buy this (watch, house) now, I may never be able to again & I think it'll make me feel good abt myself today"
Online is better at pulling prospects back in
Offline, you have to do heavy marketing to put back into a 'buying trance' feeling (even if irrational) "If I don't buy this (watch, house) now, I may never be able to again & I think it'll make me feel good abt myself today"
17/
Summary:
Get buyer into trance so they'll buy now
Emphasize
1)Laziness
2) Uniqueness
3) Urgency
4) The Future
If you like this, I write more about selling, closing deals, and growing online and offline SMB
Do me a favor --> Retweet the first post to help others learn
Summary:
Get buyer into trance so they'll buy now
Emphasize
1)Laziness
2) Uniqueness
3) Urgency
4) The Future
If you like this, I write more about selling, closing deals, and growing online and offline SMB
Do me a favor --> Retweet the first post to help others learn
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