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Why Customers Would Happily Spend More Than They Intended

The question we must ask ourselves is this: How can we induce customers to buy more frequently and increase their purchase sizes?  The answer is to use a psychological tactic that motivates people to spend more.   Let’s first pretend you’re having a storewide clearance on seasonal items.   Next, you check your last six month’s sales to calculate the Read More….

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A Customer Buying Trick

I was staring out the window on the seventh floor of an apartment building.  It was snowing heavily, it was six degrees, and the wind was violently building four foot snow drifts.  Thinking how warm and cozy it was to be safely inside, I watched a man exit his apartment building across from mine. He began clearing the snow away Read More….

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Create a Passionate and Free Sales Force For Your Business

My competitor was grumpy and quick to anger.  He lacked self-control of important emotions that probably rubbed off on some, if not all, his employees.  This is obviously not a good disposition for business – especially in retail.   In contrast, I am slow to anger.  I didn’t even press charges against Jim.  I am a good listener.   My emotions Read More….

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Get Customers To Buy Automatically Pt. 2

You have the ability to influence nearly anyone you want with reciprocation.  Manipulative?  Absolutely.   Is it wrong?  Only if it is used for evil.   This was discovered years ago while running our family hardware store and lumber yard (a.k.a. Home Center).  Whenever someone bought a house they received a nice plant or flowers from our store.  The card had Read More….

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Get Customers To Buy Automatically

Author Robert Cialdini wrote a book called “Influence: The psychology of persuasion.”  He researched for years to understand what creates influence on people.  Answers were sought to questions such as “What makes a person do something he might not otherwise do?” or “Why do people not change their opinion when they know it is wrong – including holding the incorrect Read More….

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More On Getting Customers To Buy NOW!

Re-read my last post post on getting customers to buy more – this will make more sense once you do. As an example, our store once gave away “lawn chairs in a bag” during a promotion.  The chairs were packaged in a carry bag and when pulled out can be sat on within ten seconds of unfolding it.   Our Read More….

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Get Customers Buying NOW!

I was staring out the window on the seventh floor of an apartment building.  It was snowing heavily, it was six degrees, and the wind was building four foot snow drifts.  Thinking how warm and cozy it was to be safely inside, I watched a man exit his apartment building across from mine. He began clearing the snow away from Read More….

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What Words To Say To Influence Customers To Buy – Pt 3

Here’s part 3 from my previous post:   THE POWER OF WORDS IN REAL LIFE   Years ago I started an online business selling horse training information.  I knew almost nothing about horses or horse training.  My first product was a horse training manual written by a then-famous horse trainer in the 1890’s named Jesse Beery.  Because the book was Read More….

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What Words To Say To Influence Customers To Buy – Pt 2

Here is part 2 from my previous post:   Next, Halbert pointed out there will be a dramatic difference in the reaction a mother would have between the two letters.   Then he asked, “What is the cost difference between the envelopes?”  Answer: None   Next he asked, “What is the difference in the energy it took to address the Read More….

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What To Say To Customers To Influence Spending

Years ago I attended a marketing seminar presented by the now-deceased, Gary Halbert.  Halbert proclaimed himself to be the world’s greatest copywriter.  Perhaps he was.   He often said, “The written word is the strongest source of power in the entire universe.”   During his seminar, he was explaining the power of words. He had us each handwrite two letters to Read More….

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