Category: Sales Techniques
-
How to Overcome Lack of Motivation in Prospective Customers
Here’s a language pattern that covertly introduces your desired outcome favorably to the reader or listener. It usually gets them to agree with what you want, whether it’s a belief you want them to take on, an action you want them to take, or an idea you want to plant in their minds. THIS IS…
-
The Hidden Costs of “Free”: Understanding the Consequences of Choosing a Competitor’s Free Offer
As a business owner, you’re likely no stranger to the allure of “free” offers from competitors. It’s tempting to consider switching to a service or product that promises to save you money upfront. However, it’s essential to look beyond the initial cost savings and consider the potential long-term consequences of choosing a competitor’s free offer….
-
Why Are Advertisers Raving About This Language Pattern?
If you’ve studied copywriting and marketing, you’ve probably come across the advice of getting a prospect´s emotions involved. Unfortunately, many of these instructors don´t tell you how to do it. There are several ways to get prospects’ emotions stirred. One way is to pile on benefit after benefit of your product, so your readers-listeners’ mouths…
-
Strengthen Your Copy with Weasel Words
In successful advertising, where every word is chosen for its ability to persuade and influence, there’s a certain class of words and phrases that can be immensely powerful when used wisely: weasel words. These often criticized terms are frequently labeled as vague or misleading, but when skillfully employed, they can make your copy stronger, more…
-
Use Questions to Guide Thought: The Subtle Power of Persuasion
Questions are more than just tools for gathering information—they are a potent means of guiding thought, shaping perceptions, and influencing decisions. Master copywriters understand that the right question at the right time can subtly nudge a reader toward a desired conclusion without appearing forceful or direct. By embedding questions strategically within your copy, you invite…
-
Persuasion techniques: How to Shape People
How to use shaping to change motivations Have you ever wondered how to change someone on a deep level, maybe getting them to try new behaviors or even breaking their own rules? Well, there is a psychological technique that can get people to believe they are a certain type of person. It’s called “Shaping”. With…
-
How to write an Elevator Pitch using NLP Language Patterns
What do you do when someone asks you what you do for a living? Do you—like most people—just tell them your job title or what you sell? I used to do this. Years ago, when I was taking my Master Practitioner’s course in Colorado, fellow course participants asked me what I did. I just said,…
-
Sales Technique – Wrapping a Sales Message Up
One nice way of finishing your sales letter or website copy is to offer readers a choice. Either they can continue with their old, unpleasant way of doing things, go with your competitors and suffer the consequences; OR they can achieve the results they want by buying your product or service. The beauty of this…
-
Hierarchy of Criteria: In Which Your Prospects Value Their Money More Than Your Product (and what you can do about it)
Let’s say that your prospects have an urgent problem your product can solve. They believe the claims you’re making about your product. Let’s also say that they have the money to buy your product. And that your product is sufficiently different enough (your USP) to separate it from your competitors. After all of that, they’re…
-
The Power of Nostalgia: How to Tap into the Past to Drive Sales and Engagement
Nostalgia can be a powerful tool in copywriting, as it allows you to tap into the emotions and memories of your audience in a way that can be compelling and persuasive. Here are some tips for using nostalgia effectively in your copy: 1. Identify your target audience and the cultural touchstones that will resonate with…