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Marketing is not just about selling on your website or churning out advertisements.
It is also about going out to meet REAL people to clinch REAL deals.
When it comes to negotiating a deal, your persuasive powers will determine whether you will be successful or tank big time.
Persuasion and salesmanship is really about copywriting - acted out in real life.
Admittingly, I don't consider myself an expert on persuasion. But I'm learning all the time. Practicing all the time. And I know I'm getting there. It's a matter of time...
Okay, lets cut to the chase.
Here are some useful persuasion techniques YOU can use right NOW to your advantage:
1. Compliment him
Talk about his achievements. Ask him how he did it. Tell him how much you value him. And basically stroke his ego.
2. Structure the sales pitch according to his values
He prefers talking about how to save cost. Then talk to him about that. Engage him in his own language. Explain to him how you can help him save cost - even though you are really going to persuade him on something else.
3. Paint a vivid picture in his mind
Let him imagine. Make him think about how he is going to win big time. And make him see, feel, taste, hear and smell it. Yea, push all his sensory buttons!
4. Use the principle of consistency
Say you want him to sign an insurance deal with you.
Ask him, does he love his family? He probably reply yes.
Ask again, does he want to protect his family from risk. He probably reply yes one more time.
Ask him yet again, will he put in a small miserly investment for the sake of his family? He will probably reply yes - for another time!!
Now, land the final blow. Tell him THAT is precisely the reason why he has got to listen to YOU! And no one else!
You get the picture.
5. Don't make him feel stupid
Even if he is, don't disagree with him. Tell him that you see his point. And you have more to add on to that. Just don't make him feel you are going against him. You want to be with him.
Also, avoid the word 'but' - at all cost! Use more of the word 'and'.
6. Utilize the principle of scarcity
By scarcity, I mean a certain quantity will have to be limited.
Most often, it is time based. For example, you can tell him that if he doesn't sign the contract, the price of the shipment is going to go up by 50% next Saturday. He can lock in the special price now - while it is still LOW!
Using another example, let say you want to sell a seminar, you can state that there are only seats for 50 participants. When they are snapped up, that's it! They are all gone. So grab the remaining seats NOW!
7. Unleash the power of silence
Sometimes the best way to convince is just not to talk at all.
Put forth a proposition. And keep quiet. Watch how he react. Make him think about it. The silence will make him uncomfortable and he will start replying. Now is your chance to build on that reply.
8. Empathize with him
Tell him that you get what he means. You feel him. Let him understand that you are on his side. When he start relating to you, your chances of clinching the deal will go up several notches in your favor.
9. Use the power of comparison
Compare several alternatives and scenarios. And explain to him why yours is the best. When he has something to compare against, it is easier for him to see the value that you are trying to bring forth.
10. Social proofing
Humans are followers of the herd. When many get on to something, they will just follow - sometimes even blindly!
Now use that to your advantage.
Tell him the people that are endorsing you or your products. And about those that already signed up. Show him the facts and statistics. Show him the case studies. Show him the testimonials.
Show him that's why he must work with you - or he is going to LOSE out - unlike the rest who are already on board. Yes, play on his fear for good measure.
I hope you found these techniques useful. If you have any persuasion techniques you like to add on, feel free.
tag:Business, deal making, E MoneyMarketing, Marketing, Personal Development, persuasion, power of comparison, power of consistency, power of silence, salesmanship, social proof Tips and TricksLike my post? Show your appreciation by buying me a beer then... =)
Yes. I've never seen a case of up-sell gone this crazy. Literally.
We know that if we want to maximize our sales process, we have to up-sell or cross-sell a product.
Most sellers stop at the first or second up-sell. At most the 3rd.
This company does it differently. It implemented a total of 7 up-sells before I finally got to process my initial order. Damn!
If you are thinking who this company is? It's GoDaddy - the popular domain name registrar.
Here are some screen shots:
The step. Innocent looking enough..
The up-sell begins...
More up-sell...
There are even more down the road. Just that I didn't bother anymore.
Okay. Actually there really isn't anything wrong with that. I'm sure that they have made a lot more money this way than just simply stopping at the first initial order.
But I think it is WAY overdone.
Up-sell is essential. They add on to your bottom line and if done tastefully, it can dramatically boost your profits.
But if it gets annoying, you will risk losing your customers. Sometimes even for LIFE!
Speaking of up-sell, Amazon does it well. MacDonalds too.
Do you have any annoying up-sell stories that pisses the hell out of you to share?
Or compelling ones that immediately had you by the hook?
Do share...
tag:Amazon, Business, E MoneyMarketing, GoDaddy, Internet Marketing, Marketing, online marketing up sellLike my post? Show your appreciation by buying me a beer then... =)
