Part four of the series on Emotive Marketing deals with the speed of transaction .. don't rush your buyer!
Once you have your prospects thinking about pain or pleasure associated with their current situation let them revel in it for a while. Don't be too quick to move past the emotion. It's the emotion that moves individuals to take action. If you can effectively include emotional stimulation in your marketing messages, you will be moving your prospect to a buying state!
Part three of my tips on emotive marketing focuses on the need to always choose your words carefully. Use the appropriate words to get your prospect in the right psychological state to buy.
Ensure your message uses active language e.g. Tim leaps and not Tim is leaping. Also, use words associated with pleasure and enjoyment e.g. food, babies, pleasure, soft, relaxing, gentle, delicious etc. Or alternatively words associated with pain e.g. operation, dentist, pain, suffering, trauma in a similar way to the way we suggested you tell a story or ask your prospect to imagine situations in previous emotive marketing tips.
Using the right words primes your customer or prospect to buy.
Tapping into your customer or prospects psychological needs is a valid marketing technique … here's part two of my advice on Emotive Marketing
Be confident in your product or service. It is no good when talking about your product or service to say what it might do for them. Telling them what it could do isn’t much help either.
Explain what it will do. Clearly you mustn’t tell lies but being positive about what it will do is a must. Your prospect will prefer a guaranteed solution to vague indications of what might happen if they purchase. In fact they need certainty if they are to part with their cash.
Here are some really simple ideas that will improve your marketing and sales very quickly. It is all about stories ….
When trying to get an idea or message over tell stories. We were all brought up to enjoy the words “Once upon a time” and instinctively respond to a good story.
If your story relates to an experience your listener is familiar with they will immediately be reminded of the feelings experienced and respond emotively. If you product or service removes the pain or heightens the pleasure they recall they are psychologically geared up to buy from you.
Tap into your listener’s imagination. We all know the mind is a very powerful so telling a story or asking your prospect to imagine a situation really works. Tap into past experiences, or create hypothetical ones. When it comes to emotion, your prospect's brain will take over and your sale is much more certain!