of sales and persuasion in that time.
But more importantly, learning about human nature and why we buy (or don't)
has been the single greatest skill I've used in the last 20 years to do close
to $311 million dollars in sales for myself and clients.
Here, in no particular order, are 6 of the most important sales, psychology,
persuasion, and marketing tips I've learned and used in my 20 years
"in the trenches" online...
1. Give your prospects a sense of hope.
If you want to sell more, focus on the emotional needs of your
Trump did it and won the election.
We all know his facts are a bit, well, off.
But, by targeting peoples' emotional needs and getting
people emotionally invested in a new way of politics,
he was able to skip most of the actual, real concrete
If you go back and notice most of the things he said
in the election, they would cause most people to
scratch their heads and think "WTF?"
But don't kid yourself... he knew what he was doing.
By appealing to emotional needs first, and then walking
back some of the huge claims he made, he got people
to take action.
In your products or services... show prospects how your product or
service can help them get out of their present situation.
Give them hope for a better tomorrow. Do that in your marketing and
you WILL sell more.
2. Everything we do is for some reason. There's a motive behind it.
It's to get a result.
We all have motives. And once you uncover the REAL motives of your
market... you can appeal to those and sell more.
Just because someone SAYS they want a car for "safety of their
family" doesn't mean it's true.
It could be to show off to friends and family. It could be to appear
It could be to pick up women or men.
We often hide our true motives and your market is no different.
Once you find the true intentions of your market... speak directly to
those and you'll find that your sales pick up.
3. Don't appear to be selling
The fastest way to get people clicking away from your
ad, sales page, or other marketing is to APPEAR to be selling
People will resist any unwelcome attempts to sell to them.
If you're walking around a car lot, there's a good chance you're
thinking about buying a car.
Yet what's the first thing you say to a sales person who comes
up to you?
"No thanks... Just looking"
People resist being sold to. So, don't make it look like you're selling.
Make it look like you're helping. Offer something of value.
Help your prospects get a quick win or result.
That way, your prospect will come to the conclusion that they
really need what you have.
Once that happens, you're pretty much all the way to a sale.
4. You MUST stand out and get attention
The ability to catch and keep attention long enough to
get your message across has become what I feel is the #1 skill
that any marketer must have.
In today's hyper-paced world... you've got a second or two
to get your prospects' attention.
One of the best ways to get noticed?
Show something that seems out of place.
Something that when your prospects see it... they stop
and do a double take because it just looks out of place.
When you see or hear something that's NOT normal, your brain
That second or two can be the difference between your prospects
seeing and stopping on your message, or just passing by.
5. Make enemies.
Want to instantly bond with your market and prospects?
Call out a common enemy.
When you do, you immediately become more likable because
now, you're on the inside.
For example, when you see someone wearing a jersey from the
same team you love... you almost always look at that other
person as a "friendly" face.
Trump against Hillary...
Red Sox vs. Yankees.
If you can point out a common enemy in your marketing and
build up a case of "you and your prospect against them"
you'll form a bond.
When that bond is formed with prospects... you become more
persuasive with your marketing message.
6. Focus on building relationships, not making sales.
The biggest problem facing most online businesses
today is that most people can simply go to Amazon to buy
what they want, and probably what YOU sell.
So how do you prevent future customers from going to
Amazon to buy what you sell?
Focus on getting people to like you BEFORE you ask
them to buy from you.
In other words... focus on building real world relationships
with your prospects and customers.
Focus on showing each and every customer and client that
they're important to you, that they matter, and that you care for
When you make them feel wanted and needed, they'll remember
it when it comes time to sell them something.
People buy from those they LIKE. And they'll remember you care.
Focus on building relationships and not sales and you'll actually
end up increasing sales anyways.
I hope these 6 tips helped, they are not all inclusive as to what
I've learned over the last 20 years of sales, copy, marketing,
and persuasion study and use... but they will help you boost
your current sales if you use them.