(Please enjoy this guest blog post from VITALY GRINBLAT)
I want to share with you with you one way to INSTANTLY engage the mind of your prospect, bypassing the the conscious critical thinking part and speaking directly with the subconscious… where all real decisions are made.
There are certainly more than one way to do it, but this is a very simple strategy that works every time.
Before I reveal it, let me tell you when I first learned and why I absolutely had to use it, because my ability to stay in business pretty much depended on it.
Way back, the way I would find the best prospects was from referrals.
It took a lot of “kissing the frogs” so to speak (aka cold calls and cold prospecting) to finally land a good appointment with someone… but when you did it was a GOLDEN OPPORTUNITY that you simply couldn’t afford to waste.
An opportunity to get referrals, because referrals truly were the lifeblood our business. Lead generation wasn’t in my vocabulary at the time.
Anyways, if you did a good job, built rapport and all that… most people would gladly give you referrals, problem is you have to know HOW TO ASK FOR THEM.
Most people would simply ask- “who do you know that would benefit from ______?”
This is one of the WORST questions you can ask.
Often, they’ll simply say they’re not sure and will need to think about it and get back to you, which almost never happens.
Sometimes they’ll think of 1 or 2 people and that’s it.
So we used a “memory jogger”, which I’m sure you’ve heard of, to basically jog their memory and probe for names of people.
But it’s HOW you do it and HOW you ask for it that made all the difference.
Now bare with me, because it’s got EVERYTHING to do with your online business as well.
You see, as magnificent as the brain is, it’s a very lazy organ.
If you don’t force it to think, it won’t.
You need to be very specific in your request.
So for example instead of asking “who they knew…”, I’d ask…
– If they had any brothers or sisters in the area… aunts, uncles, cousins?
– Who’s their closest 3 friends are?
– Who are their neighbors on the right, left, across the street?
– Who are their co-workers they go to lunch with?
A few more questions like that… and in a couple of minutes I’d have 20+ people on a sheet of paper.
We went from them not sure WHO they knew to over 20 names.
Simply because I got specific and “forced” their mind to give me specific answers.
It was automatic because they didn’t have to THINK!
And that’s one of the MAJOR keys to success in marketing.
Being SPECIFIC.
A 100 years ago, a company that produced shaving razors came up with an ad that was radically different than their competitors.
Most advertised “quick shaves”, this company advertised a “78-second shave”.
See the difference?
Which sounds more appealing to you?
Now let me tell you WHY.
One reason is, as we already said, the mind accepts and responds to SPECIFICS faster than to generalities.
But another very CRUCIAL reason why… is it’s more believable.
You can’t wrap your mind around the word “Quick”, it’s too vague… quick compared to what… and everyone can make a claim that it’s quick.
But when you give it a specific number… “78 seconds”, all of a sudden it gives it a context… it’s more believable, because it’s specific, there’s gotta be some PROOF that it takes only 78 seconds.
Plus the mind instantly projects an image, that says “Hey, it’ll only take ME 78 seconds to shave”, although the ad didn’t say that, it simply said “78 seconds”.
Do you see how powerful this is?
And it all happens in a matter of seconds, they don’t think about it, it happens unconsciously and automatically.
How can you use this little “mind hack” in your marketing?
Most beginners use very general terms to describe their offer.
Make money quickly… lots of people do this… huge results… etc…
See how you can turn that into some specifics.
How much exactly and how fast?
This is why you see ads and headlines that say things like… “175 leads in 3 days” or something like that.
Doesn’t that sound better than – “Lots of leads quickly”?
Here’s a bonus tip…
Make it even MORE specific – “175 leads in just 72 hours”
And even more… “175 red, hot, laser-targeted leads in just 72 hours.”
We just took a plain, boring and very vague fact and turned into a very specific offer, making it super compelling and virtually irresistible.
Ok, I’ll give you another layer, to make it even… SEXIER.
“A unique, virtually unknown secret strategy to get 175 red, hot, laser-targeted leads in just 72 hours!”
How about that?
Of course, I’m not implying you make things up, but if you have something good… with a little mental effort and understanding the psychology of the human brain, you can take “average” offers and make them irresistible.
Whether you write Facebook Ads, Solo Ads, Blog Posts, Articles, Press Releases, Emails, Banners or any other kind of marketing… having this skill is worth it’s weight in gold.
Being specific is just ONE of the secrets revealed inside Copywriter’s Guild.
This training is loaded with money-making nuggets to help you seriously boost ALL your marketing.
For example you’ll discover…
– 10 “magic bullet” words tested and proven to increase sales in almost every ad they are used in.
– 7 most common “clumsy” auto-responder mistakes even the experts make.
– The 3 “deadly sins” of copywriting that will tank your response in a heartbeat.
(The first sin is “never be boring”. The second sin is “never sound weak.” The third sin is even more common – and even many professional copywriters do it without realizing it.)
– The $2 Billion secret behind the single “most mailed” sales letter in history. (You almost never see this used anymore… especially online.)
– 9 simple ways to use “NLP” to increase the response of ALL your ads.
– A SINGLE, “almost magic” word often used in advanced corporate sales trainings) that keeps people reading your ads and emails top to bottom… even if they hate reading “long copy.”
Plus a TON MORE…
And, if you’d like to turn your emails into serious profits, there’s a very valuable bonus you get with Copywriter’s Guild… an interview with one of the best email copywriters Ben Settle.
Ben will show a secret way of making money when sending emails, even if nobody buys from you… 11 ways to write auto-responder messages that drive in sales and leads… How to write ads that SELL without using hype, lies, or gimmicks… and much, MUCH more!
‘Til next time
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