No one can move forward with an act or message without first thinking or seeing in his mind that it is possible to achieve it. You can mentally engage by helping your audience visualize and see in their mind how your product or service will help them. Real estate agents try to help their clients visualize life with their family in a certain house. By showing the house, the agent wants people to see it as their own.
I remember spending some time in Key West in the Florida Keys. Every night before dark, everyone would gather at Sunset Pier to watch the sunset and enjoy the view. It is a good time of day to relax and enjoy the beauty of nature. It is also the perfect opportunity for vendors and street performers to market their wares. We saw jugglers, swallows swords, magic tricks, the works. One night, as I watched people go by, many wanted to watch, but felt shy unless a crowd had already gathered around the performers. The artists knew that if they didn’t have a crowd, they wouldn’t make money. When someone remains anonymous, they feel little pressure to donate. I saw someone who was doing a magic act call someone who was trying to remain anonymous. Soon, the interpreter involved the man in his act. This attracted more people to watch and also obtained a donation from the gentleman, who was no longer anonymous.
A group of researchers went door-to-door selling cable TV subscriptions. When they included the phrase “imagine how cable television will provide you with more extensive entertainment,” they immediately became more successful. 47 percent of those told to imagine cable television bought a subscription, while only 20 percent of the control group did. The mind kicks in when you help your potential customer visualize your product or service.
In many persuasive situations, your audience may not be interested in your message, service, or product at all. How do you attract passersby? Many times when we see a persuasive situation, we like to remain anonymous. We don’t want to feel any pressure, so we watch from a distance. If someone at the clothing store asks us if we want help, we say “no.” We avoid getting involved because deep down we know that getting involved will decrease our resistance.
If you see someone around you or in your audience who is avoiding or rejecting your message, try to get them involved. You can get a volunteer from your audience, and by getting them to volunteer will completely change your perspective. Pet store owners are famous for this. They see the children come in just to look around. Parents don’t want to have a dog in the house, but their son or daughter still wants to watch. The owner patiently waits for the child’s eyes to light up and instantly falls in love with a new puppy. The boy holds and hugs the cub and the father knows that a fight awaits him. The owner is wise and does not want to fight with the father. He just says, “It seems like you’ve fallen in love with this puppy. I understand your apprehension about having a new puppy, who will be in charge of him? I’ll tell you one thing, just take the puppy home for the weekend and if it doesn’t work out, bring it back. ” Of course, you know the rest is history. Who can’t fall in love with a puppy after a weekend? The owner has gotten a reluctant customer to get involved.
Use “yes” questions. As you create your marketing and persuasive presentations, you need to design the number of times you get your audience to raise their hand, say yes, or nod. How many verbal yeses are you getting? An easy and effective way to get more affirmative answers is to design questions that will receive a positive response. For example, when a word ends in “n’t” it will bring a “yes” answer. Consider the following sentences:
It is not like this?
It is not like this?
It’s not possible?
It is not like this?
It is not like this?
You can not?
It was not so?
Getting your audience moving physically can also affect how your message is received. Participation can be something as simple as making people say “yes”, raise their hands, or even just nod “yes.” The more movement and involvement you can create, the greater your ability to persuade. Great persuaders look for moments when they can get affirmation from their audience. They design their persuasive message to get as many “yes” verbal, mental, or physical as they can throughout their presentation. And there is good evidence to support this practice. One study brought together a large group of students to conduct “high-tech headphone market research.” The students were told that the researchers wanted to test how well the headphones worked while on the move (while the users danced up and down and shook their heads to the beat of Linda Ronstadt and the Eagles). After the songs, the researchers discussed how college tuition should be increased from $ 587 per semester to $ 750 per semester. A group of students had been told to move their heads up and down throughout the music and speech. Another group was told to shake their heads from side to side. One last group was told not to make a move.
After “testing the headphones”, the students were asked to fill out a questionnaire not only about the headphones, but also about the university tuition. Those who nod their heads up and down (yes, movement) generally rated a jump in enrollment as favorable. Those who moved their heads from side to side (no movement) generally wanted the tuition to be reduced. Those who hadn’t moved their heads didn’t seem really persuaded one way or another. In a similar study at the University of Missouri, researchers found that television commercials were most persuasive when the visual screen had repetitive vertical movements – for example, a bouncing ball.
Engaging customers with human contact works well for retail stores too. Human beings are naturally attracted to other human activities. Seeing other humans on the move attracts people and increases sales. Studies show that the more contact employees make with customers, the higher the average sale. In fact, any contact initiated by a store clerk increases the likelihood that a shopper will buy something. A buyer who talks to a seller and tries something on is twice as likely to buy as a buyer who does neither. Talking to an employee has a way of bringing the customer closer and actively involving them.
Everybody persuades for a living. There’s no way to avoid it. Whether you’re a sales professional, an entrepreneur, or even a stay-at-home parent, if you can’t convince others of your way of thinking, you’ll consistently fall behind. Get your free reports at Magnetic Persuasion to make sure you don’t watch others go through your path to success. Donald Trump said it best: “Study the art of persuasion. Practice it. Develop an understanding of its deep value in all aspects of life.”
Persuasion is the missing piece of the puzzle that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want it, and win friends for life. Ask yourself how much money and income you have lost due to your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think about the times you couldn’t. Has there ever been a time when you didn’t understand their point of view? Couldn’t you convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and achieve your goals? And your relationships? Imagine being able to overcome objections before they happen, knowing what your potential customer thinks and feels, feeling more confident in your ability to persuade.
Kurt Mortensen’s trademark is Magnetic Persuasion; Instead of convincing others, it teaches that you should attract them, just as a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical in the last five years. Most persuaders are using only 2-3 persuasion techniques when there are actually 120 available!