Tip Thursday - Influence

Researchers have found that using information and logic to persuade someone to engage in a specific
action is not as likely to influence their future choices as is getting them to 'imagine' certain actions.

For example, researchers that asked participants to read a report highlighting the benefits of purchasing a product were far less likely to sell that product to the group than they were with participants instructed to simply 'imagine' the benefits of using the product.

In fact, more than twice as many purchases were made by those imagining the benefits than by those reviewing factual reports. Consider then the use of this when selling your products and services to your customers. How might you shift your language and ad copy to strengthen your sales?

Tip Thursday - Sales

When selling it is easy to get caught up in hyping the 'what' of your product or service by outlining all of its features.  However, you need to speak to customers about the 'why' of what you do, of what you offer, of what your product can help them with.

The language you use is critical.

Instead of speaking using a lot of nouns, describing what your product or service is, shift to more verb-based descriptions of how people use your product (or you)! Talk about 'why' they need it (or you), 'what' it does for them, 'how' they can use it (you).

Verbs, not nouns, to increase sales.