In direct response marketing, it's quite important to understand persuasion and influence. Your ability to compel people to buy from you in a niche market is paramount, and for YOU, getting good at this is critical to your success.
Most miss these incredible steps because they are too busy chasing magic buttons and gizmos and schemes and loopholes in a vicious cycle that never ends until they SNAP out of it and finally "get this"
Maybe this post sparks something for you.
(1) People buy reputation.
We all do it. I mean, before I buy a book on Amazon, I still read the reviews, even if it's a cheap $7 book. I read the reviews not because of the seven dollars. I read it because of my time. I do not want to waste my precious time reading some crappy book.
Well, it's the same for your products, offers, emails, posts, videos, audios, software, etc.
People buy reputation and we are in the reputation business. Go turn a market on to you and watch the money fly in. I could talk about just this one point for hours and even days! It's that critical. Go build your reputation.
(2) People buy quick hits of hope
This is the lottery ticket mindset and this is a huge reason why people buy in any worthy niche. They want a quick hit of hope. If you want to lose weight and are stressing about it, or motivated about it, you might buy a book or program on weight loss.
The sheer act of buying is like "doing something". Buying is like "taking action" and we quickly feel better about our situation because we just "did something" about it.
When you sell products, many buy them and never use them. Why? Well, because just buying from you was action on their end. They did something.
You have to provide hope and pitch them on quick results. Would anyone buy my wight loss offer if I said this will take you 2.6 years to lose that beer belly?
Give hope. Money flows.
(3) People buy because they are friggen lazy slobs of goo who lay on couches and eat buckets of ice cream and Doritos. They should make Dorito flavor ice cream. lol
Funny, but true. This is why "done for you" offers do so well. Most people are just coasting and drifting around not doing anything. They are out there looking for an outlet to plug into and feel better. They are lost, dabbling, distracted and all over the place.
Here you come with a solution that is served up on a silver platter and presto! They come flocking to your offer. Sell Done For You offers and watch your life change. Think about your niche and ask yourself... what can I do for them because they "Aint" doing a thing themselves.
(4) People buy Celebrity And Story
Authority can squeeze in here too, or credibility or legend even, but the fact of the matter here is humans are drawn to "celebrity" and "story".
For example, you can be a talented, amazing speaker on stage, who dazzles the crowd with stories and laughter... charming the audience... but have ZERO SUBSTANCE to what you are teaching or speaking about... and people will rush the back of the room to buy your home study course or program.
People (humans) are drawn to "star appeal" and celebrity. This matches-up with "reputation" above but it can also be manufactured through story telling and self promotion. Money gravitates to self promotion regardless if we like it or not.
(5) People buy PROOF factors
This is why the WSO section is a big buyer section and works so well. The responses to the offers in the thread is what can create buying frenzies. One crazy, awesome post or testimonial by a buyer can provoke a buying frenzy.
Testimonials, stats, endorsements, "as seen on", titles, monikers, awards, etc you name it, all that stuff helps boost proof factors to your offer.
(6) People buy because they are uncomfortable or in trouble or desperate or emotional
Many people buy because something is severely motivating them behind the scenes. They are about to get fired, divorced, be put in jail, lose a house or car, have to move in with mom, unemployment benefits are about to run out, about to retire, etc.
Something is causing them to get off the couch and get their butts moving. Pressure has set in, stress, motivation, a spark, something!
They are now uncomfortable and need to do something. So, the easiest thing to do is... "buy something". Or depending on their financial situation... "get someone else to buy something for them".
Again, most take "buying something" as a form of "taking action to solve a problem" even though the sheer act of buying that thing is not true action.
Listen, you can tap into this #6 technique here by just being someone who actually "sells something". Be a "seller" not primarily a "buyer". Go sell something instead of being the one who is trying to buy your way to success like 95% of the others out there do. You cannot learn your way to success, you can only "SELL" your way to success.
(7) To not miss out
People will buy just because something is about to be taken away from them if they do not buy. In other words, humans hate to lose something. This is why in sales, we use "take aways" all the time. You can give someone a warning that it's about to be sold out or there are only 4 left, and people will buy JUST because of that.
This is scarcity, lack, urgency and it works.
I could try and sell 100 units of something and it might take me all year to sell 100 units. However, if I say, only 100 people will EVER get this and the first 100 are the only 100 and it will close right when the 100th person buys it... and 44 of them are gone already... POOF! all 100 sell out in a day versus a YEAR!
That's the power of lack and scarcity.
Ever see people fighting over those $100 TV's on Black Friday?
Those are some of the reasons people buy and how you can tap into that stuff and earn yourself much more money in direct response marketing. And after 10 or 11 years of doing this to the tune of millions, I can tell you that one of the biggest keys to getting people to buy from you is:
Getting them to know, like and trust you! K, L and T. There are 1,000 different things you can do to get people to know you better, like have a story... or reveal personal stuff... or speak to them on video so they can see your personality... etc.
There are also 1000+ different things you can do to get them to like you and trust you, etc.
So, don't hide behind the Internet or your computer.
Go help your brothers and sisters solve a problem and provide value to them. Share, teach, help, assist, give... go throw yourself out there to the market and watch what happens.
The Million Dollar Marketer
PS - One more thing as I'm reminded just before I hit the "submit new thread" button on this post... you also want haters. Haters are everywhere and they are part of the fabric of this business. Any time you stick your head out of the sand, you're going to get whacked. It's like "Whack A Mole". I often get a little disappointed when I don't get haters (there's a ton of them here on the WF). Heck, half the reason I scooted on over here was to try and wrangle up me some haters since I've been a little light on getting haters lately. lololol