Double your sales. Make them FEEL the heat and they’ll relax & buy

by 3in1income 9 replies
Imagine reading the following (5 minutes of your time and it's free) and doubling your sales.

Here's a neat trick for doubling your web/email sales copy that works like crazy.

20 years ago I sold holiday homes on an exclusive luxury trailer park. The usual "sales pitch" would last 2 - 3 hours, walking around showing them the gym & sauna etc. One weekend after a local TV promotion we had hoards of people turn up and there was only 4 of us sales reps to handle them all, so we had to rush each "sales tour" ASAP within 30 mins to get back to rush the next prospects around.

Before we opened the doors, I decided to cut out everything except 2 main, very powerful steps (which until then I didn't realize just how powerful they were).

Step 1: Get them to stick their hands into the outdoor heated swimming pool. Crazy I know, but just telling them that the pool was heated while we were stood 2 foot away just didn't do anything for them. You could see them shrug their shoulders as if to say "so what".

But actually getting them on their hands and knees in most cases, to feel the heat, you could see a transformation in them, they really would get "somewhat" excited and shout to their spouse/partner to do the same. (you need to IMAGINE that this is in the UK where if it's not raining, it's probably cold & you'll see more solar eclipses than outdoor swimming pools).

They would then seem to relax, open up more and didn't feel as if they were being sold to. I know, this sounds daft, it's just warm water - but it got them "sold" on not only the pool, but the park and all it's other facilities.

(and yes, after that "sales" experiment I was a total pain in the behind and wouldn't let anyone leave the pool area until they had their hands in the water). If that failed, I'd try the same in the Jacuzzi later on)!

Step 2: Near the end of the tour of the park, we would end up in the exclusive owners only lounge, I'd get them sitting on an old luxurious "Chesterfield" couch on a balcony overlooking the bay with sailing boats etc. Buy them a drink and simply ask them this: "Can you IMAGINE yourself sitting here on the balcony, AS AN OWNER, overlooking the bay, sipping on a nice cool drink and watching the boats sail by this time next week?"

It was almost impossible for them not to imagine it because they were actually doing everything I'd just asked them to imagine apart from being an owner. Around 75% of them would say the magic word "yes". It was then just simply rushing back to the sales office (while the feelings of the warm water and pictures of the boats sailing by were fresh on their minds) and sign-up around 90% of everyone who had said yes back in the owners lounge.

I was selling 2 out of 3 "sales pitches" after that and was nicknamed "twin deal Steve" because I'd get whoever was with the main prospects, their friends or family members who had accompanied them sold at the same time.

So, how does this relate to converting twice as many of your prospects/subscribers into buyers? Place a heated swimming pool on your web site and get them to stick their hand in No, seriously;

The more you can make them FEEL as if they've already got your product/service, they're already half way there to actually being a buyer/subscriber. The more you can make them IMAGINE already having your product/service by painting pictures in their minds, making them imagine using, feeling the BENEFITS of the product as if they've already got it/using it the better.

Don't just tell them about the benefits of your product. Make them imagine benefiting from it. Involve them, get them to imagine using the product, get them involved in your product on your sales copy and "ask questions" straight after, (and because they can't answer because they're just reading your web site) then answer the question for them. Basically say "yes" for them on your page/email.

Example:
Imagine making HUGE Profits Providing Something 15+Million Online Business Owners Are In Desperate Need Of... And Earn A Very REAL $5,000 to $10,000 A WEEK Making Them An Offer They Would Be CRAZY To Refuse!

(got them imagining providing something, owning/running the business, making good money)

Do you think… they'll see the VALUE of what would normally cost up to $46,000+ if they were to source the individual items in these packages separately at a greatly reduced price? Yes, of course they will. This huge, expanding market of 15+Million online business owners are crying out for marketing information to drive traffic and sales to their businesses.

(asking them to think, imagining if their customers will see the value as if they are already in and running the business and thinking about who their customers are, it's also a question directed to them, but quickly followed up with the answer you would want to hear from them if they were with you in the same room, and give a REASON why "they" answered yes).

Use "their" imagination as your strongest selling tool.

To your success!

Steve Gilruth
Amazing3in1income.com
#main internet marketing discussion forum #buy #double #feel #heat #make #relax #sales #they’ll
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  • Profile picture of the author Corwinnx
    Hi Steve,
    This was a great post. My copywriter taught me exactly what you are talking about when she DESTROYED my first attempt at writing a sales letter. You have to paint a picture of how much better their life will be with your product while making it contingent upon having your product. Good stuff man!

    -Marcus
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  • Profile picture of the author Floyd Fisher
    Originally Posted by 3in1income View Post

    Imagine reading the following (5 minutes of your time and it's free) and doubling your sales.

    Here's a neat trick for doubling your web/email sales copy that works like crazy.

    20 years ago I sold holiday homes on an exclusive luxury trailer park. The usual "sales pitch" would last 2 - 3 hours, walking around showing them the gym & sauna etc. One weekend after a local TV promotion we had hoards of people turn up and there was only 4 of us sales reps to handle them all, so we had to rush each "sales tour" ASAP within 30 mins to get back to rush the next prospects around.

    Before we opened the doors, I decided to cut out everything except 2 main, very powerful steps (which until then I didn't realize just how powerful they were).

    Step 1: Get them to stick their hands into the outdoor heated swimming pool. Crazy I know, but just telling them that the pool was heated while we were stood 2 foot away just didn't do anything for them. You could see them shrug their shoulders as if to say "so what".

    But actually getting them on their hands and knees in most cases, to feel the heat, you could see a transformation in them, they really would get "somewhat" excited and shout to their spouse/partner to do the same. (you need to IMAGINE that this is in the UK where if it's not raining, it's probably cold & you'll see more solar eclipses than outdoor swimming pools).

    They would then seem to relax, open up more and didn't feel as if they were being sold to. I know, this sounds daft, it's just warm water - but it got them "sold" on not only the pool, but the park and all it's other facilities.

    (and yes, after that "sales" experiment I was a total pain in the behind and wouldn't let anyone leave the pool area until they had their hands in the water). If that failed, I'd try the same in the Jacuzzi later on)!

    Step 2: Near the end of the tour of the park, we would end up in the exclusive owners only lounge, I'd get them sitting on an old luxurious "Chesterfield" couch on a balcony overlooking the bay with sailing boats etc. Buy them a drink and simply ask them this: "Can you IMAGINE yourself sitting here on the balcony, AS AN OWNER, overlooking the bay, sipping on a nice cool drink and watching the boats sail by this time next week?"

    It was almost impossible for them not to imagine it because they were actually doing everything I'd just asked them to imagine apart from being an owner. Around 75% of them would say the magic word "yes". It was then just simply rushing back to the sales office (while the feelings of the warm water and pictures of the boats sailing by were fresh on their minds) and sign-up around 90% of everyone who had said yes back in the owners lounge.

    I was selling 2 out of 3 "sales pitches" after that and was nicknamed "twin deal Steve" because I'd get whoever was with the main prospects, their friends or family members who had accompanied them sold at the same time.

    So, how does this relate to converting twice as many of your prospects/subscribers into buyers? Place a heated swimming pool on your web site and get them to stick their hand in No, seriously;

    The more you can make them FEEL as if they've already got your product/service, they're already half way there to actually being a buyer/subscriber. The more you can make them IMAGINE already having your product/service by painting pictures in their minds, making them imagine using, feeling the BENEFITS of the product as if they've already got it/using it the better.

    Don't just tell them about the benefits of your product. Make them imagine benefiting from it. Involve them, get them to imagine using the product, get them involved in your product on your sales copy and "ask questions" straight after, (and because they can't answer because they're just reading your web site) then answer the question for them. Basically say "yes" for them on your page/email.

    Example:
    Imagine making HUGE Profits Providing Something 15+Million Online Business Owners Are In Desperate Need Of... And Earn A Very REAL $5,000 to $10,000 A WEEK Making Them An Offer They Would Be CRAZY To Refuse!

    (got them imagining providing something, owning/running the business, making good money)

    Do you think… they'll see the VALUE of what would normally cost up to $46,000+ if they were to source the individual items in these packages separately at a greatly reduced price? Yes, of course they will. This huge, expanding market of 15+Million online business owners are crying out for marketing information to drive traffic and sales to their businesses.

    (asking them to think, imagining if their customers will see the value as if they are already in and running the business and thinking about who their customers are, it's also a question directed to them, but quickly followed up with the answer you would want to hear from them if they were with you in the same room, and give a REASON why "they" answered yes).

    Use "their" imagination as your strongest selling tool.

    To your success!

    Steve Gilruth
    Amazing3in1income.com
    What a great idea! I could probably close more sales that way.
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    • Profile picture of the author biziboy
      this is incredible stuff... thanks steve!
      {{ DiscussionBoard.errors[19781].message }}
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