19 EXAMPLES OF SALES PSYCHOLOGY AND CONVERSION TECHNIQUES #3 - IMPLIED REWARDS
In this “Insight Series” every day we will be sharing one of these 19 different techniques. If at any time you decide you don’t want to wait and would like to access the entire series all at once you can just click this link
#3 IMPLIED REWARDS
We use this technique multiple times throughout our Perfect-Pitch™ videos because it creates a mental picture of the prospect receiving or participating in a reward or payout. Examples of this technique for a Reality TV campaign we built for a client include a repeated references
to how much networks “pay” to develop pilots and episodes. It would be difficult for a prospect not to imagine themselves sharing in some of that payout in some way.
It may initially sound like you’re being told to misguide them, but that’s not the case at all. You’re stating something that absolutely does exist and can be obtained by them. It gives them the chance to visualize an end goal of success, which will motivate them to work with you. When they hear that there’s a sort of “pot ‘o gold” that may be waiting for them, it’s all they’re going to be able to think about.
Implied rewards can be drastic, such as mentioning the potential for massive payouts, or it can be something as simple as referencing “go to” businesses in their field. They won’t be able to help but imagine a world where they’re the sole provider of their service or product in their immediate area. The power of suggestion can be a powerful thing, even if it’s something fleeting in the conversation. Once it’s out there, they’ll latch right onto it.
It’s no secret that one of the goals in marketing and sales is to help your prospects imagine themselves enjoying the benefits of your product or services. To help them escape everyday life and make their desires seem attainable. This is marketing 101.
But here's where it gets crazy...
What most business owners don't realize is that it's the pleasurable journey
that you have to provide for your customers when they're buying your
products because that’s when they are envisioning all the benefits until they
can buy. This process is what most marketers don’t understand and get
wrong because they are constantly trying to find ways to short cut around it.
However, it’s specifically this part of the buying experience that many people
crave. It’s the anticipation. It’s the thrill of the chase, not the kill. The journey
of pursuit, the longing and anticipation of going after something is
pleasurable in and of itself. Humans enjoy anticipating new experiences.
We love using our imagination, we love it. We love fantasizing. And here's the
epic irony . . . This fantasizing feeds on itself and stirs up a real deep longing
to experience more of these feelings which results in a ceaseless
consumption of goods and services.
This is why we buy yet are never satisfied. Why the internet marketer will
buy every product and do nothing. The fantasy is good enough. The pleasure
they derive from buying (and not using) your product is their personal
pleasure... how dare we decide for them what makes them happy. They don't
want to take action on it? That's fine. You can't make them do anything with
it anyway. You can't make them use their gym membership either.
They can buy it for novelty and to keep the fantasy alive but make no
mistake, either way your product serves a valuable purpose. Your product
becomes a bridge to their ideal self, a self that may never be, yet the pursuit
of that perfection is what can drive them to be better.
CyberFunnel systems create the ideal buying process for each of your
prospects that will feel effortless and models the natural pattern of this
human behavior. We eliminate the typical frustrations in a normal buying
process which results in your prospects staying engaged longer and creating
more opportunity for them to fantasize about the day when they are enjoying
the benefits of your products.
This is a powerful strategy and more importantly it’s the key to building a
strong emotional bond. This type of powerful experience will deliver the
lasting impact that’ll turn your prospect into a high-margin client and then
into an advocate. It’s also during this experience that will help the prospect
create reasons to believe in your company and buy your products. Then
defend their reasons for doing so.
Our CyberFunnels team will go all out creating a looking glass for your
prospects fantasy while sparking their imagination and painting the picture
of the their life when it includes your company’s products and services.
Imagine if you tapped into just this one strategy alone . . . you'd be virtually
unstoppable, you’d inspire virtually all your prospects to take action and your
biggest competitors would have no idea why they were suddenly losing
The purpose of this content is to provide businesses various tools and resources that can help them address challenges that their company may currently be facing. These tools and resources cover many topics related to driving new growth and getting a company to the next level. So if you thought this insight was helpful and would like to learn more about how it can be incorporated and used as part of an overall Done-For-You marketing system called a
CyberFunnel. . . just click here below.