From: yanik@surefiremarketing.com Sent: Tuesday, July 31, 2001 12:22 PM To: Jim Carey Subject: Jim - Part III of your confidential report you requested Hi again Jim, Welcome back to Part III of the special confidiential report..."7 Hidden Psychological Triggers to Maximum Sales" We're in the home stretch with the last 2 triggers so let's finish up with Part III.. ======================================================= Special Confidential Report III: "7 Hidden Psychological Triggers to Maximum Sales" By Yanik Silver www.instantsalesletters.com (c) 2001 Surefire Marketing, Inc All rights reserved ======================================================== --------------------------------------------------------- If you've received a forwarded copy of this report - you can get the complete series by sending a blank email: mailto:milliondollaremails@getresponse.com --------------------------------------------------------- ========================== Psychological Trigger #6 Curiosity Killed The Cat But Made The Marketer Rich ========================== "Inquiring minds want to know", that's what the Enquirer commercials said anyway and it's true - people are extremely curious. You'll see curiosity used a lot with business opportunity ads. Most of the time they will never reveal exactly what they are selling but they'll tell you exactly what it's not, like this long-running ad from John Wright: * * * "This secret is incredibly simple. Anyone can use it. You can get started with practically no money at all and the risk is almost zero. You don't need special training or even a high school education. It doesn't matter how young or old you are and it will work for you at home or even while you are on vacation." * * * And here's an example from Nightingale Conant. On the outside of the letter is this copy: * * * The business executive was deep in debt and could see no way out. Creditors were closing in on him. Suppliers were demanding payment. He sat on a park bench, head in hands, wondering if anything could save his company from bankruptcy. Suddenly an old man appeared before him. "I can see something is troubling you," he said. After listening to the executive's woes, the old man said, "I believe I can help you." He asked the man his name, wrote out a check and pushed it into his hands saying, "Take this money. Meet me here exactly one year from today, and you can pay me back at that time." Then he turned and disappeared as quickly as he had come. The executive looked down and saw in his hand a check for $500,000. signed by (continued inside) * * * I bet that would make a lot of people rip open the envelope to find out who wrote that check. Wouldn't you be curious? Curiosity works well in combination with a strong benefit. Curiosity is a major selling point for direct marketing. Remember, customers can't see or feel the item you're offered so if you build up enough curiosity they have to see it for themselves. Selling of information products leads right into this. Check out these bullets that makes use of curiosity from http://www.instantinternetprofits.com: * * * Here's What You'll Discover Inside This Proven System: * How to quickly and easily create "hot" digital products that customers really want (You'll get examples of 14 easy to develop products that are selling like crazy right now on the Web.) See Page 19 * My 12-part power formula for putting together a "killer" web sales letter. Pretty pictures and graphics alone won't cut it - that's why you need these little discussed (and seldom taught) secrets to mastering the art of web copywriting. (Discover the techniques I use to sell 1 out of every 32 visitors.) Page 57 * Why you should forget everything almost every "guru" or Internet Marketing "expert" tells you. Stop falling for this myth pushed on everybody. See page 53 * How to make even the most reluctant and skeptical visitor practically beg you to take their money. Page 66 * The no hassle way to set up your entire web site on autopilot. You can have credit card cards processed, orders fulfilled and money go right into your back account immediately while you sleep or goof off. Page 124 * How to generate thousands of dollars in free advertising using Ezines. (I've spent less than $200 advertising my web site and you can too - after you learn this coveted secret.) Page 146 * 6 Quick and easy ways to produce your digital product without breaking a sweat. (5 of the ways require zero writing.) Page 27 * How to set your price for maximum profit and which digital products have the highest perceived value (some of them are the absolute easiest to create). Turn to page 49 * The 4 elements that need to be included in your offer or you're almost guaranteed a failure. See page 47 * * * All these bullets are arousing curiosity and the prospect knows by turning to page 47 or page 27 their curiosity can be resolved. Very powerful! ========================== Psychological Trigger #7 Scarcity ========================== It's funny. People are more motivated by the thought of losing something than the thought of gaining of something. That's why deadlines, limited opportunities, limited production numbers, etc. will work well. There are so many examples. If you have any teenage kids or grandkids you'll know the hottest item this Holiday season was PlayStation2. I was even looking for it - just because it was so rare. If you remember a few years back the hottest items were "Tickle Me Elmo", "Cabbage Patch Kids" and "Furbies". Why? Because they were incredibly scarce. Here's a personal example. I now drive an S2000 roadster. Last year was the first year Honda came out with this car in the U.S. and they were only making 5,000 available for sale here. This increased my desire to have the car even more than I wanted before. I was comparing between a Mercedes SLK and the S2000. The SLK was available through any dealer but the S2000 was incredibly hard to find (especially in Silver with Red interior like I wanted). I had to be put on a waiting list and dealers were getting ridiculous mark ups. And all of this only increased my desire even more until I found the exact car I wanted and traveled 600 miles to retrieve it. Heck, I would have gone even further since I was calling dealers all across the country. That's a simple illustration of the power of scarcity. Bottom line is this: people will try to seize opportunities and resources that are rare or becoming rare. You can do this in your copy by mentioning there are only a certain number of seats available (good for seminars) or that you'll be accepting a finite number of applications. Scarcity works great for collectibles. There's a company in Maryland that runs ads frequently in USA Today for limited edition commemorative stamps. Here's how their copy goes: * * * "Collectors are already predicted that in the very near future these Jerry Garcia stamps will be far more sought after and be more desirable than the United States rock 'n roll stamp series featured Elvis and Buddy Holly, the most popular commemorative postage stamps of all time. Over 500 million Elvis and Buddy Holly stamps have been issued. When you compare that to these Jerry Garcia stamps, which are issued in a strictly Limited Edition of just thousands worldwide, you can see the irresistible appeal that these stamps have to collectors, Grateful Dead and Jerry Garcia fans," added Van Emden." * * * A good use of scarcity is setting a deadline in your copy like this: * * * Make no mistake, at this price your investment would be well worth every penny - but I still want to make it even easier to say 'Yes' by throwing in 7 incredible bonuses. Take a look at what I've got lined up for you... $1,123.50 in Free Bonuses Guaranteed When You Order By Tuesday, May 22 If you order by midnight,Tuesday, May 22, I'll also guarantee you'll get these 7 amazing bonuses. Here's what you get... * * * Most people hate to make decisions so help them by offering them something they can't have by acting immediately (c) 2001 Surefire Marketing, Inc. All rights reserved =-=-=-=- There you have it, 7 little-known and seldom used principals to persuade and motivate prospects to become customers and customers to become repeat customers. I hope you'll use these principals wisely! These are extremely powerful and I can personally attest that they WORK! That does it for this special report - I hope you enjoyed it and you'll let me know how you've applied these principals for maximum sales! Don't worry - this won't be the last time you hear from me - because you'll also receive updates to the "Million Dollar Emails" ebook, special marketing tips, tricks, techniques, and announcements that are guaranteed to have a positive impact on your bottom line! (You can unsubscribe at any time). All the best, Yanik Silver http://www.instantinternetprofits.com P.S. - I listed a few powerful persuasion resources you might want to check out below. P.P.S. Please feel free to forward this report to your friends (but definitely not your competitors). If you have received a forwarded copy - you can get the complete report by sending a blank email to: mailto:milliondollaremails@getresponse.com ================================= Additional Persuasion Resources: ================================= ---- "Influence: The Psychology of Persuasion" by Robert Cialdini. I've read this book 7 times and I think it has been responsible for some of the most incredible marketing campaigns and strategies I've created. So it's definitely worth getting. http://www.amazon.com/exec/obidos/ASIN/0688128165/instantsaleslett/ ---- "Advertising Secrets of the Written Word" by Joe Sugarman. Sugarman has made millions for himself selling Blu-blocker sunglasses. His copywriting book is a tremendous resource for any copywriter because it also contains a list of psychological triggers related to copy. http://www.amazon.com/exec/obidos/ASIN/1891686003/instantsaleslett/ ---- Also you may want to consider Joe's ebook, "Psychological Triggers" - Very good! http://www.roibot.com/psy.cgi?R1100 ---- University of WVA Professor gives a primer on practical persuasion and influence http://www.as.wvu.edu/~sbb/comm221/primer.htm ---- Links to interesting persuasion information (some academic and some useful): http://www.influenceatwork.com/linkrev.html --- To remove yourself from further mailings, visit this webpage: http://GetResponse.com/r.cgi?a=milliondollaremails&e=jimcarey_Xyengineer.com&i=4