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5
Psychological Buying Triggers And How To Use them To Double or Triple
Your eBook Sales And Profits!
1. Give something for free. People
love free stuff and it gets them to buy more, and more often. So
if you had 3 audios that you wanted to sell at 50% off and the price
were
normally $47 each, half off would be $141, and 50% off would be $70.50.
Instead
you might be better off saying “Buy 2, get one FREE!”
You’d actually make more
money per sale ($24.50 more) and even if you don’t get more
buyers, you’ll most
likely make more money! (Of course you should always test to be sure!)
Or
offer
FREE SHIPPING! with a physical product-this also generates more sales.
Again,
people love getting something for free!
2. Use Stories. People
can relate to
stories and stories can be much more powerful than you trying to
“sell” someone
on something, because they illustrate the point in a way that people
can connect
to in an emotional way or understand at a deeper level.
For
instance: if someone says to me “ I’m really busy- I have a
class to teach, I
can’t get my ebook done”. Or “My kids are home
and I can’t get anything
done.” If I say to them “That’s no
excuse,” it’s nowhere near as
powerful as me saying…
“
I had a
woman in my workshop who was a single parent with 6 disabled kids and
she not
only managed to get it done in a weekend, but got a book deal, too,
through my
publisher. “ That says her kids were not only home, they needed
her and there
were a lot of them and she STILL managed to get it done. You can
see how
powerful that is, right? So use stories to make your point whenever
possible!
3.
Tell People the Reason Why You Are Doing What You Are Doing.
Telling
people the reason why you are doing something is very powerful. And
people love
to get a peek into your life outside of business. It helps them bond
with you and
strengthens their connection to you.
Let
people know why you’re doing what you’re doing and be
truthful! For
instance, if you’re dropping the price on a product, let
people know why. Maybe the links are
old now but the
information is still good… Maybe it’s just for the
holidays…..Maybe you’ve got
inventory that’s taking up space that you want to get rid of.
Whatever it is, let
people know.
I’ll
never forget a promotion Yanik Silver did where he had -I
believe- a
garage sale. He said his wife was hopping mad and DEMANDED he get rid
of this
stuff and he had the pictures to prove it. It was hysterical and
very
effective. So don’t be afraid to let people know! And if you can
show them
pictures that’s even better!
4. Tell the Truth. This
goes along with telling people why you are doing what
you're doing. When you lie about why you’re doing
something, first of
all, someone can find out, it can backfire, and turn into a PR
disaster.
Not only that, but once you start lying, then you have to create more
lies to
cover the first set of lies, so it’s really a bad idea. And
people are
smart. They know when you’re lying and then they won’t
trust you, so always tell
the truth! (That doesn’t mean you have to tell everything; just
don’t lie!)
5.
Pique Their Curiosity.
I
keep a swipe file of the subject lines that get me to open them (or
want to
open them, since I don’t have time to open all of the ones I
get). I
find that some of the best ones are the ones that peak my curiosity.
See for yourself….
Subject
Line #1
You Ever Done This Crazy
Thing? Ewan Chia
Want
to know what it is?
You’ll have to open an email I received from Ewen Chia to find
out! No, only
kidding. The answer was: make a fool of yourself in front of the camera!
Or
how about this one….
Subject
Line #2
Can
You Guess My Secret
Sales Weapon? Perry Marshall
It
was a well-placed
teleseminar at the right time in the promotion process
and it was a promotional
email for Alex Mandossian’s Teleseminar Secrets.
I
know for a fact these
are powerful subjects lines, especially the second one, because Perry
was one of
Alex’s top affiliates.
The
truth is that when people
don’t know what you’re offering, you have to get their
attention so you can
tell them about what it is and what the major benefit is of you
getting it BEFORE they are going to want to buy it, in most cases.
Curiosity is the way to do just that. So any time you can introduce
curiosity
into your promo, you’ve got a winner!
There are many psychological
triggers that get people to buy, but these five are very powerful and I
suggest
that you start using them in YOUR marketing whenever possible for more
ebook
sales!
(To get
more fresh content on a regular basis, please subscribe to my
blog at: www.theebookcoach.com/blog)
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