Posted on: 04 September, 2004
Author: Fahad Hassen
**** Important: If you are republishing this article, youcan make money with it by replacing the link in theresource box with your own affiliate link. For affiliateinformation, gotohttp://www.mafoor.... **** Important: If you are republishing this article, youcan make money with it by replacing the link in theresource box with your own affiliate link. For affiliateinformation, gotohttp://www.mafoor.com/forbidden/affiliates.htm While notrequired, an email to [email protected] is appreciated ifyou are publishing this article.What if you can understand and control your customersmind? What if you can influence, persuade and motivate yourcustomers to buy from you? Well, Im not talking about amagic trick or lay down a lesson of motivation. Its aboutunderstanding the different reactions made by the humanmind in various situations. Im going to briefly discuss 3key aspects of psychological secrets that you can apply inyour promotion efforts for a certain increase in customerresponse. They are,1. Curiosity2. Because / Reason Why3. GreedCuriosity-----------What is it? Curiosity can be defined as the desire to knowthe unexplored in simple terms. People want to know thingsthat many others dont know. They like to discover thesecrets that only some people know. The desire to know isa compelling force in marketing, so we have:* Secrets of the Diet Industry Uncovered* What Time Share Companies Don't Want You To Know* Msteries of A Youthful Appearance Revealed* The Hidden Keys of Car BuyingPeople dont want* How to Diet Successfully or* A Guide to Buying Carsfor example. First set of titles surely outshines thesecond set of titles because the former takes advantage ofcuriosity. You must design your advertising in a way thatarouses curiosity. Getting to see the powerful ofcuriosity? (When compared the two sets above)Because / Reason Why----------------------------Telling people a valid reason for your action is anothergreat influencer in human behavior. People will trust youif you can offer a reason for what you are doing. Say youoffer a 50% discount on your digital cameras for the last10 days in this month. People are too smart today and startto think its probably because you want to get rid of yourdefective products or because its 2 days before the expirydate (in case of food items). Wouldnt you and I think thesame way when we see a similar message?Give them a true believable reason. For example, lets sayyou have a slow time of the year and you want to increaseyour business during this period. Make a special, limitedtime offer. Offer to throw in an extra free bonus or aspecial discount simply because it's your "slow time" andyou need to pay your staff anyway.Dont you think people will believe it? If you can give asolid reason for a particular action, people will have nodoubts about what you say - there is simply very littleroom for doubt.Greed-------People are greedy. I'm not talking about food but 'greedy'in a marketing perspective. Everybody feels from whats init for me syndrome. They really want to know how yourproduct can benefit them. Notice that, the "customer's willbuy benefits and not products". Confused? You'll see what Imean in a minute.Analyze the following list of benefits written about adigital camera.* Can store over 200 photos* Supports every color you can see* Manual included so you can start even if you have noprevious experienceThis will certainly open the eyes of a person who has anidea of bu'ying a camera one day. This is in completecontrast to the following, where the 'product' isdescribed.* Has a memory of 6000k* Supports 16-bit colors* 60-page manual includedCustomers don't want a memory of 6000k, but they want tostore 200 photos. Get it? You must clearly tell thecustomer how will they benefit by bu'ying your produc't.You can then describe the prod'uct itself, when they arelooking for more information.To make this point clearer, understand that,"Customer's will bu'y benefits and 'not' the features."Okay.. Whats the difference between features and benefits?Features describe the product itself - what it has.Benefits describe the advantages a customer gets by bu'yingthe product. The first list above is a benefits list andthe second is a features list.Benefits will drive customers to explore more informationabout the product. This is when you should give them thefeatures and describe the product itself. To summarize, getcustomers into looking for more info by telling them thebenefits and then describe the prod'uct. This will assurethe best results.I laid out just 3 powerful tactics here. There are manymore 'explored' and 'unexplored' secrets, and hope you candiscover a few too. Please let me know if you do. I hopethis information was helpful to you and wish you good luckand success in your future mark'eting efforts. Source: Free Articles from ArticlesFactory.com