In Parts 1 and 2 of this short course, we’ve been talking about intensifying your potential customers’ built-in desires and directing them towards the thing that you’re selling. There’s a common thread tying together each of the points we’ve covered. Perhaps you’ve noticed.
You use your words to paint vivid, evocative images in the minds of your prospects…their response will correspond directly with their desires, motivations and priorities…
You base your marketing messages or sales pitch on the quest they’re on, the vision they have for their lives and the way they see their place in the world…
You do your best to be convincing…but those who become your customers are those who convince themselves that you can deliver the results they want.
Do you see it? Conversion is essentially a self-initiated change. All persuasion is self-persuasion.
Persuasion’s Passive-Aggressive Nature
“No matter how brilliantly an idea is stated, we will not really be moved unless we have already half thought of it ourselves.” ~ Mignon McLaughlin
If you’re honest, you know deep down that this quote speaks to real experience.
As irresistible your message may seem to you, what really matters is how it matches up with what the hearer thinks–about himself (his quest)… about the problem you’re addressing or promise you’re making… about you.
For example, if he believes he was born to be an entrepreneur and that reading a book can speed up the process and increase his chances of success, he’ll actively search for those kinds of books.
If he believes that “I could never succeed in business” and that starting a business a risk reserved for richer, more educated people, “be your own boss” products won’t appeal to him.
Vision Is the Delivery Mechanism
In order to get someone to buy from you, you need him to be convinced that your product or service will give him what he wants. To do that, you have to give him the materials he needs to convince himself. That brings us back to the concept of building vision.
When you’re helping your prospect imagine all the wonderful tomorrows that are sure to come after he buys your product… when he can see himself enjoying a brighter future because of you, he’s really selling himself on your proposition. Of course you’re doing your part: feeding him the raw materials he needs to see that mental image. This is where copywriting, storytelling, demonstration and testimonials come into play.
You want him to come to a predetermined conclusion: that your product is his best option to achieve the transformation he’s looking for. Rather than stating that too explicitly (which will probably be a turn-off for most potential clients), you want to help him draw that conclusion on his own. As Blaise Pascal said, “People are usually more convinced by reasons they discovered themselves than by those found by others.”
When he decides that you’re the best choice based on his own “reasoning,” you’ve won a firmly-convinced convert.