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Branding Your Business
Branding Your Business © 2002 Elena Fawkner If you think only big corporate names need to think about things like brand names, think again. Your brand says a lot about you and your business, and that's as true for a one person home- based...
Has Your Design Firm Run Amuck With Your Web Site?
What's happening to good web site design? Somehow we creative types at interactive and traditional ad agencies have run amuck - we're building web sites that may dazzle the senses, but don't really communicate much about our...
In The Beginning
The greatest occupational high that financial services Marketing Directors experience is bringing a vision to market through a financial product or service innovation. Seeking to experience the same euphoria that great inventors like Benjamin...
Industry Pro Interview: Branding – Turning Your Customers Into Evangelists
by Karon Thackston © 2001 http://www.ktamarketing.com When you say the word “branding”, most people think USP (unique selling proposition). However a USP is far from the equivalent of a brand as we’re about to find out. What is branding? Is it just...
Learn how to make money with reprint rights marketing
Reprint/Resale rights give you the opportunity to sell someone else's product & you keep 100% of the profits. This of course is done for a once off fee. This is a great way to get started when building a web site or starting a mail order business...
Loosing my virginity
"Loosing My virginity" is an autobiography by Richard Branson, chairman of 'virgin group'. This title was choosen over other title like 'Virgin Group' or something similar to that would have bring a boring & very sober review and attention of...
Real Estate Post Card Marketing; Million Dollar Mailings
Real Estate Post Card Marketing is an underutilized real estate
marketing strategy known by many, but used by few. The test? How
many agents do you know market real estate with postcards. Not
many - that's what I thought!
Yet, those that do...
Start doing online business using B2B Portals in Six Steps
I registered with a B2B site but what’s next? This is a question many first time users of B2B marketplaces ask themselves. A few expect that the registration itself will bring them a number of new customers. In some cases this might by true!...
The Advantages Of RSS Websites
RSS - or what is now known as "Really Simple Syndication" - is a
file format that is incorporated by Internet users in their
websites to allow for 'web syndication', making their web
content available in a format that can be universally...
When Do You Stop Marketing To Customers?
Are you afraid of alienating your customer with your marketing? Do you always feel like a stranger in their inbox? Do you have marketing strategies specifically designed to tell you when to keep marketing, and when to stop? Well, stop looking so...
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The Choice between Yes and Yes: A Psychological Revelation
Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain.
"Do you want to brush with the red or blue toothpaste?" her dad asked gently.
"Blue," she says, glad to be given the opportunity to make a decision.
Ten minutes later, Kara was well tucked up, wondering when she'd agreed to go to bed in the first place.
You laugh at the story, don't you?
The method used to get Kara into bed seems a bit like trickery. And who am I to say that it's not? Yet I want you to pay
attention to one thing. Kara was glad to be given a choice between yes and yes.
Your clients are not much different
Clients come to you every single day asking you to give them a choice. A choice between yes and yes. Instead all you're giving them is a choice between yes and no.
Mah friend, your bank account will see far better days if only you'd step back, and use the immense power of the choice between yes and yes.
Of course, you don't have to believe that this choice factor works. You don't have to believe your sales will go up. All you have to see is proof. So in the article below I'll demonstrate the psychological factor of choice.How it can work for you and how it can turn against you and bite you in the you-know-where.
It all started on one stupid loss-making November's day...
We were doing fine with the sales on our website when we made one change. I'm going to demonstrate the change in the article below so it would help for you to have the page opena
so you can see what I'm talking about.
If you look at this page at
http://www.psychotactics.com/hiddenlink.php
you'll find that you get the choice to buy two packages. One is the copy of the Brain Audit and the other choice is a copy of the
Brain Audit + the Brain Audit Rip.
Till the middle of November, we had both the offers up. Then one ego-driven morning we decided to pull the plug on one choice.
We gave customers the choice between a yes and um..NO!
Almost within 24 hours, our sales started going south for no reason at all. We ignored this sickening slack for about a week. Then we looked back at what was working. And we put back the choice between yes and yes.
The customer was back in choice-ville and the sales soared.
But here's the curious part
Among the two packages, one has a much higher price. Yet over 97.5% of customers, when given the choice between the two packages, chose the higher priced
package.
The customer is no dumbo
No siree. The customer knows exactly what she wants. And when given the choice between yes and yes, she takes a decision to buy that which creates most value for her. Of course, if there's an enticement to buy, as was in this case, then
there's a far greater likelihood of her buying the more expensive product.
The customer is no dumbo...but I sure am
Think about it. If your revenue shot up. If customers were buying higher-priced products what would you logically do? Wouldn't you take the same concept and use it everywhere you could?
You'd think a smart person would do that, wouldn't you? (Which is why I qualified myself at the start of this paragraph). But no! As we speak, the only product that has a choice of YES and YES is the page I've already mentioned above.
Don't stop at one point. Take the concept through it's paces
If you're in consulting, look at the choice between yes and yes. Are you giving the customer a choice between package A and package B. Or do you offer just one package? If you're selling products, the concept of yes and yes choice stays put.
And once you've found that the concept works, puh-lease don't
do the dumbo bit. Audit every possible thing you sell. And put in a yes and yes factor. Not only will this bring you higher quantity of sales, but also an a much better price on every product/consulting assignment you do.
I said yes and yes...NOT yes and yes and yes and yes
You, me, we all crave for choice. But give us too much and we go a little waka-waka in our brains. Because choice is based on rejection. To choose the strawberry flavour ice-cream, you must mentally refuse all the other flavours.
(Read article on: The Curse of Choice)
http://www.psychotactics.com/artchoice.htm
If you give a client too much to choose from, they will end up rolling their eyes, doing a RAM check and shut down their brains before you have time to do anything at all.
Keep your options simple. Keep the choice between yes and yes.
So that even a three-year old has no trouble choosing!
About the author:
Wouldn't you love to stumble upon a secret library of small business ideas? Find simple, yet electrifying ideas, on copywriting, public speaking, sales conversion, marketing strategy,psychological tactics and branding. Head down to http://www.psychotactics.comtoday and judge for yourself.
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