| |
| |
|
Small Business Information |
|
The Power of Why: Your Psychological Ally To Marketing Success!
Here's why 'WHY' is such a profit-making marketing trigger. "Stop taking two and three plates of food," my mother said to me angrily. I was at a wedding and seven years old. Back then, at a lot of the weddings we used to go to, the food would be pre-served on a plate. I could never get enough of those calorie-ridden platters. Waylaying different waiters, (so I would not be recognised), I'd polish 3-4 plates without blinking an eye. =========== "Why?" I'd ask. Her stock reply was always, "It's bad manners to do that." This Dustbin Hoffman act obviously got her goat, but it left me unfazed. It must have bugged her more than I expected though, because in a short while Dad was peering down at my food-stuffed face. =========== "If you invite a hundred people to a wedding, how many would you cater for?" he asked. "A hundred," I answered, proud of my analytical genius. "If you ate four plates," he continued, "how many would remain?" He prompted quickly, "Ninety-six right?" I nodded vigorously. "That means some people don't eat. If you're so hungry, we can go out after the wedding and get something to eat, but don't deprive others." =========== Dad understood psychology. He had to sell my brain an idea that my rumbling stomach didn't want to understand. And he did it by answering the question, 'WHY?' How many of us ignore this powerful trigger in our marketing because it seems too obvious, almost too simple? =========== Let's examine the six honest men. What, How, When, Where, Who and Why. Which one of these is the most powerful psychological movers of them all? This would be better answered with an example. Let's assume you needed to go to the supermarket. All the other triggers (how, when, where, who and what) would make absolutely no difference if you didn't know 'WHY' you were headed there. Everything else would be totally irrelevant. Once you know WHY you're doing something, everything else is just a matter of logistics. =========== Simple. Look for the WHY in advertising and scarcity pops up instantly. All the fancy layouts and the smart headlines can't quite compensate for the niggling question that goes unanswered. All your customers want to know is, Why should I choose you? Why should I take this decision? Why should I spend this money? Why should I look at your website? Why should I read your brochure?' Why should I listen to your speech? 'Why? Why? Why?' Dump the cotton woolly fluff. Get your customer's brain to go scrambling like an over-enthusiastic pup after a Frisbee. Once you have enough WHY factor built into what you're selling, everything else is just clip, clop, fall in place stuff. =========== Look at your communication. Like reeeeeeeaaaaally look at it! What about your website? Does it answer the question WHY straight up? And does it do it on the first page? How about your brochure? Does its headline make it a cinch for dustbin land? What about your speech? Do you have enough beds to compensate for your lack of WHY? =========== Be merciless. If the WHYs don't stack up, dump the communication. Or chop and change it till it does. Finding the Right Level of Why Power If you noticed, Mum actually answered my WHY question. She just didn't answer it to my satisfaction like Dad did. Herein lies a subtle, yet formidable difference. It's not enough to simply have the WHY question answered. It's got to be the most 'Rambo in your face' answer, or it will bounce higher than a defaulting cheque. Let your WHYs loose on each other, and let only the one with the most testosterone come out shining. =========== All communication must lead to change. That's what the old wise man said over 2300 years ago. Not some or most communication. All. Yet we are dealing with customers that inherently detest change. WHY is the only motivator that allows them to make that shift. Change is still a scary word, but at least the justification sits nicely in their cranium. In fact, if you look closely, even a WHAT question like, What's in it for me?, is really a "WHY" issue. All it is saying is 'Why should I pay attention?' Give your customers the WHY factor and their buying sprees will reflect nicely in your growing bank account. This is simple, down to earth advice. Yet it represents one of the most powerful psychological triggers why people buy. WHY on earth would you ignore it? =========== Wouldn't you love to stumble upon a secret library of small business ideas? Find simple, yet electrifying ideas onmarketing strategy,psychological tactics and branding. Head down to http://www.psychotactics.com today and judge for yourself.
MORE RESOURCES: Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting |
|
|
|
RELATED ARTICLES
Procrastinate Your Way To A Successful Small Business What will your business look like a year from today?If you're like most small business owners, you have many things to do and not enough time to do them. Can't you just ignore them and procrastinate your way to success?Not likely. How to Find Success in the Import Export Business Take advantage of world politics today and start your own import export business. Are you organized, efficient, and ready to make your future in an opportunity all your own? Import Export Business Opportunities are expanding and there is room for you!In the early nineteen eighties, one of the most popular things in Soviet Russia was American made blue jeans. What Your Small Business Can Learn From The Doctor Most doctors never distinguish the difference between customers and patients. That's why they have waiting rooms instead of reception areas. Passion Is Key To A Successful Business Passion. Passion alone can make your business successful. Reclaim Equipment Detailing Industry and NPDES, EPA, Storm Water Rules It behooves every professional mobile auto detailer to stay up with the reclaim equipment necessary to comply with the NPDES, EPA and storm water rules. Every company has a responsibility to not pollute the water supplies. Carwash Manual Sample Outline Car wash businesses are unique to other businesses. In fact they are about as unique as the many different type of vehicles one is asked to wash. Small Businesses - Big Obstacles Everyone is talking about small businesses. In 1993, when it was allowed, more than 90,000 new firms were registered by individuals. Making a Donation to Bring MORE Business How a donation is different from a sponsorship and what is the advantage to you?Donations are different from sponsorships, as a sponsorship is more likely to headline you for an event whereas a donation will let you be listed as one of the many donors. You do not need to headline every event to get business attention; you can simply donate an amount of funds and be listed. Successful Small Businesses Use PR It's obvious when a small business has accepted the fact that its most important outside audiences need lots of care and feeding. They do something about it. 10 Cardinal Rules for Business Growth After over 30 years of participating in hundreds of businesses,competing in at least as many different industries, withcompanies marketing both products and services, you begin todevelop and accumulate some fundamental businesses axioms or"rules of thumb" that seem to make more sense everyday and gainmore value in business practice as your career continues toadvance and evolve.You like to think what you have learned and the businessknowledge you have retained along your long and varied careerpath is unique, proprietary, or even "original", but somewheredeep inside you know that most of the things you hold near anddear to your own business self identity probably were alreadydeveloped, practiced, and taught way before you ever enteredyour first business conference room. Virtual Assistance for Healthcare Professionals Administrative and clerical tasks are the bane of every industry. No matter how small or large your business is, you will eventually find yourself with stacks of paperwork that need your attention and phone calls that need to be made. Family Business and Conflicts What is a Family Business?A family business is basically any business in which the majority of the ownership or control lies within a family. Involvement of members of family in a business can bring with it its own complexities because the line between the business system is sometimes separated by a thin line from the family system. How To Build Business Credit Having their own business is something many millions of people dream of doing. Many do, of course, but so many others never quite get around to it. We Know Who THEY Are Am I the only one that does not have an "A" button on my computer? I have looked on the keyboard, monitor and hard drive I can not find that darn thing anywhere. Nobody will tell me where it is. Looking for a New Office Chair? Perhaps you are building a new home office or you are redoing the one you have. Or, maybe you are looking for an office chair to replace that broken down model sitting in your office. Why Internet Shopping is the New Mall of the Future Last year, trillions of dollars transferred hands on the internet with regard to sales, or as the internet wishes to call it, eCommerce. The internet is becoming an increasingly complex manipulation of do's and don'ts. How Most Business Owners Sabotage Their Success Owning a business is a challenging endeavor. If you're like many novice small business owners, you've taken numerous risks with your time and your money, only to see all of your efforts producing little or no result. To Buy A Fat Pig What does buying a fat pig have to do with your business? Stick with me and all will be revealed.Does your business have a tactical and a strategic way to go to market? Let's go down to Mr. Selling Your Business, Entrepreneurs Role $elling $elling $ellingWhat makes a great sales person? Well, the natural ability to sell defnitely could not hurt. Sales people are a passionate, obviously people oriented, motivated and energetic bunch. Small Business Survival Tips No matter what kind of small business you have, you need read these "small business survival tips" which will help you to succeed. You may be in Internet business, traditional business, or you may be a local merchant with 150 employees; whichever, however or whatever--you've got to know how to keep your business alive during economic recessions.
|
| home | site map | contact us |