Mind Marketing
Magnify the Pain
Have you ever wondered why people who like your product don’t buy? They seem interested, they see the purpose, but they just don’t make the purchase. By creating urgency, you will greatly increase your conversion rates and decrease the length of your sales cycles.
Instead of making your product a desire, you need to position it as a necessity. Every passing moment that somebody doesn’t buy, they are actually less likely to make the purchase in the end. By making your sales cycle shorter, you’ll also increase your conversion rate. There are a couple ways that you can magnify the pain so that your prospects buy sooner rather than later.
- Grab their attention: Many business try to push themselves on their prospects from the start. Instead of talking about yourself, try applying your product and services to your prospect. Think of the problem that you solve and then apply it in a way that they can feel. Wordplays, stories, and rhetorical questions are all effective ways to make your customers think.
- Images: Sometimes a picture can deliver a message more appropriately than any other medium. Before/after and without/with comparisons can be extremely effective, especially when emphasizing the pain that is felt without your product and the happiness that you can provide. By positioning your product as the solution, your prospects will desire the relief that you offer.
Introduce the Name
People like to do business with those that they know, like, and trust. While this is often a lengthy process, you can greatly accelerate it by proving that other clients know you, like you, and trust you. There are a number of ways that you can accomplish this:
- Testimonials: On a website, testimonials will deliver a trust factor that is otherwise difficult to achieve.
- Information: Don’t be afraid to share your personal information with your customers. Not only will it establish that you are actually real, but they’ll also appreciate knowing that they can get a hold of you if there is ever a problem.
- Photographs: Pictures of yourself, your office, and your staff can deliver a personal touch that is rare to the internet. Try to avoid stock photos, which are easy to catch and hardly develop the level of trust that you should be striving for. Instead, provide your prospects with you, because that’s who they really want to see.
- Multimedia: Audio-visual enhancements will not only make your website look better, but people will be able to see you, hear you, and truly feel like they’re getting to know you.
Novelize the Claim
You claims are the main reasons why your clients should buy, so you need them as clear as possible. Don’t hide them midway through paragraphs or disguise them with fancy lingo. Instead, draw attention to them and make them the focus of everything you do.
Your claims should be unique, concise, and relevant. If you aren’t claiming to offer something that they can get elsewhere, then you need to re-work your claim. Sure, there might be five people selling the exact same product as you…but make it different. Claim to solve a problem that they never even realized existed, but make it real enough for them to feel that it’s urgent.
Most importantly of all, make your claims memorable. Wordsmith your claims so that they are short, simple, and effective. When you’re done working on that, make sure to repeat your claims so that they stick out in your customer’s mind. Remember, these are your selling points…so sell them!
Demonstrate the Gain
Lastly, you need to prove to your customers that you can provide them with incredible results. “Gain” can come in a number of forms: financial, personal, or strategic. If you offer financial services, prove that you can deliver; if you offer time-saving or lifestyle enhancing products, prove that your product does what you’re saying; and if you’re offering strategic improvements, like the others, PROVE IT.
How can you demonstrate the gain?
- Customer stories: Testimonials are not only great for introducing the name, but they can also help you demonstrate the gain. But don’t forget to include testimonials that provide tangible proof. The human mind wants to see evidence of gain. We can hear that “it is a great product,” but we still won’t care. We’d rather hear: “it saved me four hours a week” or “increased my sales 200%.”
- Demonstration: By showing what your product can do, your customer can see firsthand that it works. Online, you could include a video that shows your product in action. You could also resort to photographs to tell the story.
- Statistics: In every business decision, people look for numbers. Do your numbers tell the story? If so, let them. Show them off so that people can see the gain. If you impress them, you’ll practically guarantee yourself a sale.
Are you ready to take control of your prospects’ minds? Contact me today to get started!