Learning to see, hear, and feel more is something that we should all exercise, especially when looking for photographs to take. Morale of the story? Don’t sell the product, sell the feeling.Some of my favorite photos have happened by chance. The thinking is if they make the decision now and make the right decision by buying your product or service, they’ll look smart, and this will make people proud of them. Pride is a particularly important emotion to evoke when it comes to alpha leaders, many of which are decision makers at big companies. Showcase how convenient your products or services and how much time the buyers will save with it.
#EVOKE EMOTION FREE#
That’s why sales messages that appeal to the desire of more free time are so effective. They want to do it all but have very little time to do so.
Your buyers are busy in their work lives and in their personal lives. It’s one of the best tried-and-true closing methods to use. That’s why sales people often use words like “for one day only,” “now,” or “within 24 hours.” It makes people who might be hesitant to purchase that much more motivated to make a quick decision. They don’t want to regret not taking action and missing out because of it. People don’t want to lose out on a great deal. You can use this competitive desire to your advantage by showing prospects how your products or services will make them better than their peers. Most people are competitive by nature, at least a little bit. Companies appeal to this by telling audiences that working with them is like “being part of the family.” 6. And buyers often purchase products or services in order to feel like they’re part of a group. Most people want to belong-it’s human nature. Very few people want to be alone and feel lonely. Throw in some free shipping, free installation, or training and you’ll be closing deals much faster. You can appease the prospects’ price concerns by showcasing what value they’ll get for their money. And this is a great emotional trigger, particularly if you have higher prices. They feel successful and proud of themselves if they get good value. For example, if you sell insurance, you can use messaging like “don’t lose out due to inadequate insurance.” 4. By targeting these fears and showing your prospects how you can eliminate them, you can sell more efficiently.
Fear of failure, fear of inefficiency, fear of letting down their bosses. Fearĭeep down, your prospects have a lot of fears. Many companies are doing it, like financial companies that market “no hidden fees.” Trust is critical in sales, so this is a feeling you can’t forget to work on. And you absolutely need to be able to overcome this distrust. Buyers will distrust you simply for the fact that you’re trying to sell them something. Trust is an important emotion to evoke if you want to gain new business. They write sad stories about abused and injured animals and about starving children to make you feel bad, so you’ll donate. Non-profit organizations are often very successful at gaining donations because they trigger the feeling of guilt in their audiences. Guilt is a powerful emotion, one that people want to make go away.
Here are the most important emotions to evoke. When communicating with prospects and buyers, you want to make them feel something, and then make them act on those emotions. They buy in part because of their emotional state. People are moved to action by emotion responses. By evoking the right emotions, you can increase your chances of closing deals. When you’re speaking to prospects or clients, writing persuasive emails, or creating presentations, it’s important to think about the emotions behind what you’re saying.
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