Triggers That Influence Sales

If I had to pick the single most powerful force in advertising and selling—the most important psychological?trigger—I would pick honesty.?The prospect has basic emotional needs that your product will solve, regardless of how sophisticated or simple your product offering is. Examine those emotional needs.

A professor of psychology and marketing lays out ways you can get people to say yes to what you're asking. Anyone who sells things for a living should know, love, and live these principles.?

Reciprocity is one of these principles. The principle of reciprocity means that when someone gives us something, we feel compelled to give something back in return. How about offering something extra that has little or no cost to you but could mean a lot to the client or prospect??

The principle of commitment and consistency says that people will go to great lengths to appear consistent in their words and actions - even to the extent of doing things that are basically irrational. That’s why if you’re trying to make a change in your life - losing weight, for example - it can be very helpful to state your goal publicly. Once you’ve committed out loud you will have much more incentive to keep up your end of the bargain. As a business, if you can get customers or prospects to make a small commitment to your brand (like signing up for your email newsletter), they are more likely to eventually purchase from you. And if you can actually get products in their hand, even if there is no official commitment to buy them, your chances increase even more.

The principle of liking says that we are more likely to say yes to a request if we feel a connection to the person making it. It’s also why brands hire celebrities to endorse their products - so that people will transfer their love of Tom Selleck to whatever he’s endorsing.

Your story and your brand are paramount. Every element of your business- colors, fonts, photo styles, copy - contributes to your brand personality, and your goal is to create a personality that is cohesive and that your target customer will like. This might be brisk and efficient if you are selling in a business market, warm and playful if you’re selling children’s products, and 'earth-motherly' if you’re selling natural products.

One way to keep your brand and your brand promise is to have a custom On-Hold message. Not only does it keep your brand promise alive it continues your marketing story all the while engaging the caller.?

Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom-and-pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly.

Let HoldMasters help you when your business is on the line.