6 Ways to Involve Your Readers and Rocket Your Sales.

by jimmywrex

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Making a purchase is an emotional act. Don’t let anyone tell you otherwise. In order to sell your products you must engage and persuade your readers. It’s that simple.

So here are 6 ways to involve your readers. Apply these tactics in your writing and you’ll sell more, and who wouldn’t love that?

1. Questions

Asking questions in your writing is a great way to involve your readers, but stick to mostly asking questions where you’ll always get a mental “yes” from your readers.

By doing this throughout your writing you’re psychologically training your readers to say “yes” and with any luck they’ll say a big fat “YES” when you make them a paid offer. Does that make sense?

2. Stats

Did you know that 87% of all statistics are made up? Well, maybe they are or maybe they’re not, but either way people love stats. Especially if they’re conclusive about how effective something is.

A large portion of my income comes from websites in various health niches. Conversions have been staggeringly higher when a statistic like this has been included on the site:

“Clinically proven to be 83% effective . . . ”

I love it when stuff is “clinically proven” or “FDA tested” because it gives peace of mind to those searching for the solution. Plus, you can’t argue with stats, they take an opinion and make it a fact. Just make sure your stats are right or you’ll lose credibility very quickly.

3. Jedi Mind Tricks

Force your prospects to picture, imagine or feel a specific thing. Just include a sentence opener like:

“Just imagine when . . . ”

“Visualise yourself . . . ”

“Picture this . . . ”

“You know that feeling when . . . ”

Doing this will engage your readers and play on their emotions, and as we said earlier, making a purchase is an emotional act. Just imagine those extra sales flying into your paypal account after implementing this technique.

4. Reason Why

Robert Cialdini (the Godfather of persuasion science) says that people are more likely to comply with your requests if you give a reason why they should. This often works even if your reason why is obvious or nonsensical.

A social psychologist called Ellen Langer put this to the test on 3 separate occasions when she attempted to cut the queue for a Xerox machine. Here are her results:

Test 1:

“Excuse me, I have five pages. May I use the Xerox machine“?

60% said yes.

Test 2:

“Excuse me, I have five pages. May I use the Xerox machine because I’m in a rush?”

94% said yes.

So the reason why had a dramatic effect on her end result. But wait there’s more.

Test 3:

“Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies“? (well, duh)

93% said yes.

So don’t underestimate the power of the word “because” as it’ll rocket your conversions if used in the correct way. And I know you’re convinced because those statistics couldn’t lie, right?

5. Overcome objections

Try to think of what objections people might have to your arguments, highlight them and then give a reason as to why this isn’t a valid objection. For example:

“Some people have said that backlinking tools of this kind wont be effective in the post panda SEO world, but my tests have proved that to be baloney and here‘s why . . . ”

Doing this will inevitably lead to more sales because you’ll catch the folks who were almost ready to buy, but just had that 1 issue holding them back.

6. Likeability

Infuse your own personality into your writing. Don’t be afraid to make jokes and tell personal stories. People don’t like to be sold to, but they’re more than happy to have a friend recommend a product or service. Try to be that friend, it’ll serve you well in future.

Jump to it!

Add these tactics into your current campaigns and you’ll see a big improvement. I’ve turned many failed campaigns into winners by just rearranging a few words here and there, so don’t be afraid to test and tweak.

About Jimmy Wrex . . .

Jimmy Wrex is a Niche Experimenter. You can find more traffic and conversions tactics over at his blog, NicheExperiments.com, where he and his buddy Pete blog about their niche marketing experiences and generally lark about.

{ 9 comments… read them below or add one }

John@ Ezine Traffic Formula November 3, 2011 at 2:43 pm

Most people buy on emotion and justify with logic. Great tip on using statistic. A statistic will help people justify their purchase.

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jimmywrex November 3, 2011 at 3:42 pm

Hey John, yeh stats work a treat, especially in the IM niche like you’re in. Would you rather get “lots more traffic” or “83% more traffic?”
Thanks for the comment.

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mark November 3, 2011 at 6:58 pm

Great article! I found stats and jedi mind tricks work better for my site. I’m in the music industry and most musicians are crazy cynics about marketing.

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jimmywrex November 5, 2011 at 4:25 pm

Hey Mark, my first website was a music site, because I’m also a DJ. Yeh, that’s definitely a very sensitive crowd when it comes to marketing. If it doesn’t feel authentic then it’ll be an epic fail. Thanks for the comment!

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Duane November 5, 2011 at 7:41 pm

Thanks for the reminder/s.
I’ve been involved in sales and marketing for most of my adult life (I’m now 64) and have learned over the years that the best selling doesn’t feel like selling at all. The most successful salespeople in any field are those who come across as an adviser, not a salesperson.
This is an excellent summary of the right way to sell whether online or off.

Duane

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Jimmy Wrex November 7, 2011 at 12:17 pm

Hey Duane, thanks for the kind comment and you’re bang on the money. Let the sales page do the hard sell, the affiliate can do the honest review and recommendation.

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Find Freedom November 5, 2011 at 10:25 pm

I thought this was a good post and some great points to remember when trying to keep your readers engaged and interested in your content. Great job, I have passed this post along to my followers.

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Joshua Zamora November 7, 2011 at 3:09 pm

Hey Jimmy! Wow truly amazing article.

I have been looking into improving my copy writing skills and this post came at a perfect time.

I will be putting your tips into action immediately.

I can use them to test different headlines as well. Thanks man

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Shae (aka Miss Sassy) November 11, 2011 at 12:11 am

Love, love, love this article. You’ve definitely provided me with some tips I can share with my readers. I enjoy the copywriting process too and I’ve also read Robert Cialdini’s book. It’s a must for anyone who offers a product/service in exchange for someone’s hard-earned cash. Knowing what makes people tick and why they do the things they do cannot never be undervalued.

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