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As a business owner, you already know that
people buy for emotional reasons. No matter
how great your product or service is,
apathetic consumers will simply dismiss it.
You need to tap into their emotions if
you're going to convince them that they need
your product.
By manipulating the pleasure and pain
triggers in your prospect, you will be
catching their attention, and encouraging
them to act (either to rid themselves of the
pain, or to retain feelings of pleasure.)
Here are some tips for injecting pain and
pleasure into your marketing messages:
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Tell stories- people
immediately connect with stories. If
your story relates to an experience your
prospect has had, they will immediately
be reminded of the feelings they are
fighting to avoid, or the feelings
they'd love to feel again.
-
Make your prospect imagine-
the mind is a powerful tool.
Asking your prospect to visualize sets a
stage for you to present painful /
pleasurable situations. Tap into past
experiences, or create hypothetical
ones. When it comes to emotion, your
prospect's brain will not make a
distinction between fact and fiction.
-
Be confident in your product-
when talking about your product
or service, don't say what it might or
could do for them. Explain what it will
do. (Remember, your prospect needs to
get rid of their pain or acquire
pleasure as soon as possible. They need
a guaranteed solution!)
-
Use the right words-
make your message vibrant by using
active verbs (example: Jane runs instead
of Jane is running.) Also, use words
associated with pleasure (babies, soft,
relaxing etc.) or pain (dentist,
suffering, trauma).
One last point: once you draw out the pain
or pleasure, let your audience revel in it.
Don't be too quick to move past the emotion.
It's the emotion that moves people to
action. If you can successfully incorporate
emotional stimulation in your marketing
messages, you will be transporting your
prospect to a buying state!
If you
want to grow your business instead of just manage it, then
you need Automated Follow-up Marketing software. Discover
the difference.
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