The “greed” factor has played a HUGE role in the world of sales. This is because…,well, people are greedy!
I don’t mean this is a bad way, but more so in a competitive way. Ever hear of the saying, “keeping up with the Jones’?” Why is that?
It’s because everyone wants what someone else has. People love to buy things, but they hate the thought of “being sold.”They are inherently afraid of making a bad decision.
As sales professionals we must capitalize on this basic fact. The general public will feel safer buying from you once they understand that they are not alone in their decision.
I learned a long time ago that “no one wants to be the first one on the dance floor!”
Why is it that sometimes when driving down a street you’ll notice that five houses have basketball hoops in the driveway? I’ll tell you why… Little Bobby goes home asking his parents for a basketball hoop because Timmy down the street has one. We’ve always gotta keep up with the Jones!
Or, your neighbor gets a new car and the next thing you know, you are on a car lot looking for a new ride yourself.
So many sales are generated because of this part of human nature. It is simple to portray with phrases like:
“Everyone is getting one.” or “Your neighbor Cindy down the street just got one.” (whatever that is…-)
People want to be able to say, “I got one too!” No one wants to be the only person who didn’t buy your product. Often they even want to out do the neighbors and buy more than one.
On an Internet sales page we create the greed factor with testimonials and photos of happy customers. Subconsciously, the prospect is feeling like they have to get in on the action. If someone else is doing it, I’d better jump on the band wagon!
Also, many website marketers still use a click counter at the bottom of the items sales page so prospects can formulate their own idea of how many people have already visited and purchased from the website.
I’ve heard dozens of Internet marketers say that their product sales skyrocketed when they added testimonials to their sales pages.
I can even remember seeing the greed factor take place on the dance floor when I was a DJ. Everyone had been drinking a little bit, everyone was bopping their heads and grooving to the music – but no one is dancing. Then as soon as one brave couple started to dance, the floor packed out!
No one wants to be the first one on the “dance floor” (if you catch my drift).
Remember that and use it. You’ll thank me later.
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