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2 Persuasion Forces That Compel Fence-Sitters To Buy Now
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Let’s say you’re sending targeted traffic to a knockout sales
letter with an irresistible offer. And yet, your sales conversion
is still low. What’s going wrong? Your site visitors may be
experiencing buying anxiety. And backing out of the buying
decision at the last minute. So how do you remedy buying anxiety?
You have two powerful options you can deploy to remedy this
problem. I call these two options, persuasion forces. They are
Scarcity and Urgency. Chances are, you may have heard of them
before. And maybe you already employ them to a certain degree.
But before I show you a few clever tricks to amplify these two
persuasion forces let’s define both of them first.
Urgency -create an offer where if someone buys they’ll get a free
bonus, lower price, or special service with purchase of your
product.
Example: "If you order within the next ten days you’ll get $550
worth of bonuses absolutely free!"
Scarcity - create an offer where only a certain quantity of
product or variations of a product will be sold.
Example: "I strongly urge you to take advantage of this offer as
we’ll only allow 15 lucky people membership into our inner
circle."
Ways to amplify urgency:
- Make the timeline 7 days or less. Depending upon your
situation you should experiment with giving them only 2-3 days to
act.
- Tell them how you’re experiencing hardship by giving them a
great deal and that you’ll pull the offer immediately once the
deadline expires.
- Tell them if too many people order, you may decide to end the
offer before the deadline expires.
- Tell them you’re making an offer with such a short deadline
because you need to pay your taxes, fund some kind of expansion
project, make up for an accounting mistake, or cover some kind of
misfortune you’ve experienced.
Ways to amplify scarcity:
- Tell your prospects that you’re only allowing X amount of your
product to be sold in this special offer and tell them how big
your mailing list is.
- Tell your prospects that you have an outrageously small
quantity of product that you’re making available in your offer.
And then, three months down the road make the same offer again in
order to meet your sales quotas.
- Tell your prospects that in the past, when you’ve made offers
like this, your product sells out within 24-48 hours of making
your offer public.
- Tell your prospects that certain people or companies on your
list have a history of buying large quantities of your product
and that if they don’t act immediately, everything may be bought
up because they waited to long.
. . .
Mike Jezek, The Psychological Sales Letter Specialist is a
Houston, TX based copywriter and author of several copywriting
books. You can get a free copy of his "Sales Letter Super Weapons" ebook by emailing mike@worldresponders.com You can also
learn how to wield compelling psychological copywriting tactics
by reviewing his treasury of articles at
http://www.irresistiblecopywriting.com
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