Imagine if you could sell 135% more online personal training. Dean, your sample applications are excellent. Maybe you've had people be upset with you when you've said no. 6. It gives you some time to convince someone that whatever you want is agreeable. This is deep stuff that really resonates with me. 7 Financial Mistakes You Need to Avoid. The video division of Disney creates scarcity by putting their videos “back in the vault” so if you want a copy, you must order immediately or miss your chance. Maybe I’m an exception, but I thought I’d let you know. http://www.davelife.net/2008/influence/. Create trustworthiness by admitting flaws or shortcomings and demonstrating lack of bias. Great Article! The urge to “repay” can then lead people to make a purchase. If you somehow give them what no one else can or will, and can convince them of the benefit of that, you make yourself next to impossible to say no to. The book goes into detail on this question: âWhy do people say yes?â Dr. Robert Cialdini explains persuasion with 6 main principles. Nice article, but I have an issue here. Speak confidently and deliberately, without saying âumâ or âuhâ or tripping over your words. It is Friday…. Don’t you overlook that photo that is attached to the story… POWERFUL! This commitment can not only lead to compliance via the principle of consistency, but also to further compliance for larger requests. Common examples include tapping someone's back or touching their arm, which can make them feel more warmly toward you. And Robert Cialdini is a master of the psychology of persuasion. For example, I have talked with many who absolutely hate long sales letters. Yet there is something within me that is resisting using all of these tips. I will check out your series on the subject. Most of it is incredibly common sense (ie, survival instinct) and some of it is wildly irrational (ie, impulse buying). Do you know, for example, that people won't trust you if you hide your eyes from them? Marketing at Trainerize. When people make a second request thatâs smaller than the first, we consider their concession (asking for less) as doing something for us. How I feel when reading them is an indication of the actions I’ll take. A fantastic post which touches upon the strategy behind the words used in a sales message. Those of us in face-to-face sales also use some of these every day. However I have to say, sometimes your posts are so long, that I switch off pretty quickly, and spend my ‘blog reading time’ on other marketing and creative sites with more digestible and manageable posts. Great, great summary. Langer approached people waiting in line to use a copy machine and asked, “Excuse me, I have five pages. Even if it doesn’t apply to what you are doing, it will get them in the positive mentality for future requests. It seems like so much bullshit. You can also put constraints on supply, such as limiting memberships to the first 500 or creating a limited edition with X number being produced. Hint: promo pricing and introductory offers could be the key to adding new clients to your roster. They seem to say that the end does justify the means. I appreciate this because it’s a good re-frame for me. By getting people to make a decision, take a stand, or perform an action, you establish a new psychological “commitment.” Once you have that commitment, no matter how small, you can build on this small commitment and make ever increasing requests. So we would ask question after question (that corresponds to the topic of course) and then on the 8th question, ask them the defining question we want a “yes” answer for. I have been looking to buy a product called Order Button Triggers that essentially covers the same pyschological principles that is covered in the post. Show pictures of people using your product. Nice post. Fixed-action patterns are common among animals. Free Trials, Consultations, and Introductory Offers, Get More Free Resources To Grow Your Online Business, Trainerize Features I Love: Payments & Scheduled Messages, TRAINERIZE UPDATE | Connect 1-1 with Clients Virtually with MINDBODY Appointments Now Syncing to Trainerize, Trainerize Features I Love: Messaging, Video, and the Custom Branded App, Learn how to take your fitness business online with Trainerize, How to Make the Most of Your 30-Day Trial of Trainerize, 5 Reasons to Recommend Trainerize to a Fellow Fit-Pro, Step One to Offering Online Personal Training Programs. Wow…. Influence: The Psychology of Persuasion is a great book. As a result, everyone in the tiny community knew him and adored him. 'Yes.' 12K views. Blog 6: Why people say yes? What do others do?” Then we act accordingly, all thanks to the power of social proof. The key is to get the initial commitment, which can appear small, reasonable, and innocent. I’ll read it now. You greatly increase your chances of getting someone to say yes if you perfect your delivery. Great article! Have you experienced any backlash that you’re aware of for using them? Brilliant post Dean! http://www.ndk-group.com, thanks for sharing great ways…..must be implemented. To make someone drink milk, do this Donât tell them â âHey, please drink milk.â Instead, say â âHey, drink milk from that red cupâ. Another simple trick is to ask them something you know they are going to automatically say yes to. I love Cialdini’s book and highly recommend it. Maybe you feel guilty because you really want to help others, but you say yes so much to them that you're on the verge of burnoutâand this will make ⦠Thatâs why, like H&M customers, student volunteers, and negotiators, we would say âyesâ to the second request when we wouldnât agree to it if it had been the only request. I definitely have to put these ideas to use. For myself it ⦠When we go shopping, do we analyse our purchases or do we rely on heuristic predictions to make fast purchases in order to simplify a repetitive task? @Tom Volkar, you may hate long sales letters, but my guess is you hate the way the less-effective ones are put together, and the obvious tactics some of them use. While in group B, only the large request was made. But you forgot the trigger at the end your article – what would you like me to say yes to? He had a familiar, mischievous look in his eye, so I knew it would be fun. When it comes to scarcity, the fear of loss is more powerful than the hope of gain. For example, everytime I sit down to eat with my kids I have to sell “Vegetables” to them as a good lifestyle choice, I usually use reciprocation promising them chocolate pudding if they eat all of their sprouts! Anything from accepting a friend’s request to help them move to signing a 2-year contract on a cable package counts as a request for compliance, and though the requests themselves can differ greatly, they always have one in common: there are things you can do to help ensure a positive response. Usually a sales technique. Posted by gitane11 10th Dec 2019 Posted in Uncategorized. For example, I’ve always seen right through the limited availability hype. He said robins protect their territory and will attack another robin on sight. Thanks for creating another piece for my swipe file . This was a great article, Dean. It’s a domino effect. For more detail on these triggers, feel free to read my original series of articles on influence and persuasion. Very informative article. Copyright © 2012-2021 Trainerize - Personal Training Software To Better Connect Trainers and Clients. Studies have ⦠I’ve had that book for a month now but haven’t touched it. Now, let's give her a common decision: a parole board decision, of which the judge will make from 14 to 35 "yes" or "no" decisions each day. Social Proof — Most of us are imitators in most of what we do. As always, super-fantastic marketing information. I learned early in my career to ask questions in the positive (i.e. And for clients new to the personal training, taking that initial leap and trusting a trainer to support their journey to healthy living, well, it can be a big decision. Remember that practice makes perfect. A review of ⦠Yes even to things that need to be restrainedâsuch as an angry impulse to hit something, undeserved self-criticism, or an addiction. One of your best. When to Issue Refunds to Personal Training Clients, When to Stand Your Ground, and How to Prepare for these Difficult Transactions • Fitness Business Blog. Application: Ask for a little “yes” first, then build on that. Problem was if she told them about something, they would go immediately into MEGO (mine eyes glaze over). Feature stories of those who have been “converted” from another service. One of the longest-standing, and still one of the most commonly used methods today, is what’s known as the “foot-in-the-door” (FITD) technique. Great post and very practical applications. "You definitely have to ⦠This result relates to the tendency of our brain psychology to increase its unconscious estimate of how important somethingâor someoneâis based on past choices. Wordsmith. It is easy to see the importance of fixed action patterns for writing sales messages. Whoever is on the receiving end of your gift is then in your debt. Having been in recruting for the military, we learned that every 8th question you ask someone will result in a yes answer. The Consumer Protection Agency has actually found our product makes your home more safe, because ... "Ultimately, setting up arguments before knocking them down will make you far more convincing. These triggers are not tricks designed to dupe anyone. Reveal yourself. At the time the phrase was coined, having a “foot-in-the-door” referred, quite literally, to a salesperson using their foot to prevent a potential client from slamming the door in their face. That’s actually what they’re doing. Sales people sometimes call this the “foot-in-the-door” technique. Provide case histories of some of your best customers. But how do you do it in print when people usually have no chance to meet you? questions that anticipate a yes answer), because people are more likely to say yes to the big question if they’ve been saying yes all along to the smaller questions. When someone does us a favor, it creates an obligation to accept any reasonable requests she might make in turn. This is good stuff, encouraging and I can definitely relate to it. Yes this is certainly fascinating and I’m grateful for the lesson. A fixed action pattern is a precise and predictable sequence of behavior. Lover of the great outdoors. When people say yes to a small request, it changes how they think about their values. It also points to another way of getting people to say yes- making yourself unique. This is even more true for clients that are new to personal training or skeptical about their abilities. Fascinating and well-written. It would not hurt to read this one once a week. This site contains affiliate links to products. The best way to do this is to listen, ask questions and get your ‘prospect’ to do all the talking. What can you give? People also say yes when they believe they’ve come to their own conclusion. Rachel Esterline .:. Great post – I find it endlessly interesting and important to learn as much as I can about the science/art of selling and marketing. It’s instinctive, an automatic response. The real goal of things like reciprocity, social proof, authority and liking is to *build* trust. The applications you suggest are both practical and easy to implement. Nearby, a male red breasted robin stood guard. Since then, I’ve seen experiments demonstrating that a male robin will attack a simple bunch of red breast feathers but ignore a detailed replica of an actual male robin that does not have red breast feathers. Nice Dean, and thanks for the motivation. Compliance is a gentle ask or request, and it can come in many different forms. Tell a story that prospects can relate to. Now, we’re not suggesting you canvas the neighbourhood looking for new clients, and we’re definitely not recommending you physically block individuals that aren’t interested in purchasing your training plans (seriously, don’t do that), but there is a lesson to be learned here that can help you sell more training. If you go in with all guns blazing (so to speak) most people immediately put up their defences. No matter how hard it may be to get an approval, you will be prepared for everything after this video. I am weak on giving a reason as a “call to action.” I am going to try that one out. Nick Drake-Knight has a great 5-step approach to that journey: Rapport – Understand – Demonstrate – Recommend – Close You can also “borrow” authority by associating yourself with those who have authority. Thanks! Influence: The Psychology of Persuasion by Dr. Robert Cialdini is a brilliant book on the âPsychology of yesâ. Show similarities between you and your prospect or customer. Before you deliver your question, rehearse what youâre planning to say. When you ask someone to sign up for a training plan or subscribe to a nutrition program, what you’re really asking for is “compliance.” Social psychologists define this as “a change in behavior…requested by another person or group,” but where it’s still “possible [for an individual] to refuse or decline.”. It’s amazing how simple things get poeple take action they wouldn’t nessessarly take. This sequence is set in motion by a specific “trigger.”. 4. I have seen first hand people reacting to triggers, such as preconceived notions of a profession. I love reading your blog, and as a creative in digital marketing, think I have a lot to learn from you. Hereâs a cheat sheet on Cialdiniâs 6 principles, along with some ideas for how you can use them to get your prospects to say âyes⦠That’s huge! Show your feelings. Show your credentials. It’s a well-known principle that people like to have a reason. These are the people whose success depends on their ability to get others to say âyesâ. â Hannah Dick Saying ânoâ or âenoughâ or âyouâre doing that incorrectlyâ can free us, comfort us, and make us feel better about ourselves. It doesn’t work for everyone, but 7 out of 10 saw positive results. I’m making the step from only designing things – to designing and selling the things I designed. Commitment and Consistency — We are driven to remain consistent in our attitudes, words, and actions. Between chuckles, my grandfather explained that red feathers made the bird go berserk. Regardless of an independent spirit, we look to experts or those we perceive to be experts to give us the answers and show us the way. 4:59. huffingtonpost. This reminded me of a “persuasion” technique used by my favorite motivational expert – my partner-in-life-and-everything-else Holly. Who are such people? This really is timely for me because I just started a job working for the student newspaper selling ad space. We are so ‘automated’ and predictable in our behavior. However, this does not impact our reviews and comparisons. These triggers kick in to make our life easier and less complicated and we don’t have think so much! May I use the Xerox machine?” About 60% said “yes.”, Under similar circumstances, she did the same thing, but instead asked, “Excuse me, I have five pages. When people see that what you offer is okay with other people, they are more likely to give it a try themselves. Show the audience that it is a normal, ordinary object. In group A, participants were first asked for a small request, then later for a larger request. It’s scary to know that the human psyche can be dissected to a science and dealt with logically. Well, if you want to finally get a puppy, go on vacation, and borrow a car from your dad â all you need to hear is one magical word. However, my first exposure to the idea of compliance was not in a psychology book, but beneath a tree decades ago when my grandfather, in a moment of playfulness, showed me something startling with a stick and a few red feathers. Going from being paid by giant famous rock’n’roll bands to not getting paid by anyone but potential customers is a challenge – but one that must be overcome. Itâs what psychologists call âcompliance.â However, my first exposure to the idea of compliance was not in a psychology book, but beneath a tree decades ago when my grandfather, in a moment of playfulness, showed me something startling with a stick and a few red feathers. Getting people to say âyesâ is the goal for any sales message. Some of it you’d have seen or heard, but it is well represented here. It’s what makes refusing to buy Tupperware from a friend or relative next to impossible. She either grants the ⦠Every blogger, marketer and content developer needs to tape this article where they can see it all the time. If you think about it, selling personal training really boils down to a client’s decision to do something good for themselves. I like your comparison to in person sales. In a tree near his tool shed, a family of robins had nested. Results showed that individuals from group A who had first agreed to the small request were 135% more likely to agree to the larger request than members of group B.
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