Marketing psychology visited

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There's an old saying. "You catch more flies with honey than you do with vinegar" Nowhere is that more true than in your personal relationships and in the world of business.

There are some great tips in marketing psychology here that are worth your attention.

  • Use a decoy in your offers. This is a variation of the "shell game" to bring a focus field of choice into a pitch presentation. Make a prospect feel they are getting a bargain.
  • Chose a setting for making an offer or negotiation which is more neutral to the subjects' preferences. This tends to dampen emotional attachments.
  • Look for a quid pro quo opportunity. This requires studying your prospect to see the motivational "hot buttons in their lives. You then find the opportunity to construct a 'favor offer" which resonates.
  • Mimic the subjects' behavior. There are many ways to do this beside body language. Control the lighting in the subject room, arrange the furniture, especially chairs and tables a certain way. Even study their dress patterns and subtly imitate their styles and color preferences.
  • Control the pace and inflections of your conversation. Use the emotions of your subject in the driving force of your conversational direction.
  • Vary the method of quantifying pricing such as an=mount and payment terms to find a common ground.
  • Use mental and emotional energy to turn the tide at a critical omen of negotiation.
  • Subliminal use of eyes or mirrors. The eyes are the windows of the soul and they do a greatjob of capturing interest. Just look at many on line marketing ads.
  • Use parts of speech such as the nouns I, we or you coupled with action verbs to command attention on a personal basis.
  • Control anxiety in a setting. This can set the high and low of a feeling of relief which often controls compliance
  • An age-old tactic. Put yourself in your prospects shoes. Propose ideas that will make them feel on top of the world in your offers.

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Recent Comments

25

Thanks for sharing, Mike.

Online marketing is difficult because we can't hear the tone in people's voices or see expressions. We have to choose words to relay exactly what we are trying to communicate.

Great tips, enjoyable read. Liked the decoy offers and the mimicking.

I like this marketing psychology, just have to look at things differently. Great post, Mike. Thanks

Mimicking peoples body language and dress is very effective and clever. Psychological tricks. Good one, Mike!

Don't try number six with a Japanese person from Japan. Their money is already counted in pennies. For example, a 100 yen is a 100 pennies, meaning. You might do the opposite to confuse them if you really what to be naughty. Say 3 dollars. It may take them time to remember that is equal to 300 pennies.

Chances are they will still deny you - they're very picky about dealing specifically in Yen. One way this could work, however, is if they are doing business outside of Japan (i.e. overseas) - however, it would still be difficult in my opinion. :-)

Yeah, and they do tend to discuss everything as a group.

When I was over there, the exchange rate for the Yen was crazy!

Great tips, I will keep that useful information in my notebook. Thank you, Mike. Jacqueline

My pleasure Jacqueline!

Thanks Mike, another great lineup of fantastically useful information. Psychology at its finest!
Kyle Ann

Hi Mike, you always have such great advice. Thanks for sharing this. Hugs

My pleasure Marge!

Good read Mike thank you

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