Natural law is a philosophy that states that people are motivated in their actions by human nature. It refers to the use of reasoning to analyze human nature and to deduce the rules that govern a person’s actions and behavior. We have all seen the image of a stick and sting that suspends a carrot […]
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When it comes to marketing, small businesses should understand that psychology and sales are two parts of the same coin. From the world of psychology, one cognitive bias that a small business owner should embrace when it comes to marketing is known as “the halo effect.” Technically speaking, the halo effect is a cognitive bias
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My advice to small business owners making sales calls is to use some type of icebreaker gift and share your story to make you stand out and be more memorable. Several years ago, a delegation from South Korea visited our company. At the time we were working with a publicly traded company whose product, floppy
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What if you could create a simple sales hook video in minutes that converts visitors into buyers? This post will show you a proven, easy-to-follow formula to craft a compelling message and turn it into a video that engages and converts.
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So, you have a potential customer’s email address. How do you get him to take action and accept your offer? You have to appeal to their unique buyer psychology. One size does not fit all when it comes to why customers hesitate to click on the “Buy Now” button. When it comes to making online
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Stories provide people with a model showing them how to act. When a person shares a story, it is only natural for the listener to think, “How would I have reacted if I’d been in that situation?” Recently, a good friend of mine related a story on Facebook about a situation she encountered when taking
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Making your idea emotional simply means that it needs to tap into something people care about. A frequently used technique is to talk about the consequences of ideas for individuals. When 18-month-old Jessica McClure fell into an old well in her aunt’s back yard in 1987, there was around the clock coverage. The world could
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Credibility makes people believe in your ideas. When trying to establish credibility for your idea, we often rely on recognized authorities who have shared similar views. If the surgeon general endorses a plant-based diet, then who is to argue the point? Other times, we try to establish credibility by making use of statistics. When you
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Sticky ideas create a visual that the other party can see and feel. Aesop’s Fables are great examples of abstract moral truths made concrete. For example, the abstract lesson to “always tell the truth” was concretely illustrated in “The Boy Who Cried Wolf.” The distinguishing trait of concrete ideas is that you can picture them
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Unexpectedness is about grabbing a person’s attention. You can grab an individual’s attention by surprising them with something that violates their expectations. Surprise is an emotion that forces a person to pause and collect more information about the world around them. Surprise gets a person’s attention in the moment, but curiosity holds their attention over
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