How to Keep Your Customers From Experiencing Purchase Paralysis
Throughout all of my training content, I constantly remind business owners of the importance of “risk reversal.” In today’s marketing saturated world (along with a global economy), when a prospect first makes contact with you and your business, they don’t know you, like you or trust you. Even after they get comfortable buying what you sell, they still won’t take action unless they feel that all risk has been removed from their buying experience. It’s your job as the business owner to make sure you alleviate all possible fears and take the risk completely out of their buying equation. Consider this example. Have you ever been so scared you couldn’t move? It’s a common reaction to a really scary situation. We know we’re in trouble. We know we need to move. But we can’t seem to convince ourselves, so we do nothing. Think about the people who make a living helping others out of tight spots. Firefighters, for example, are trained in how to get in to dangerous situations and persuade the immobilized person that moving is a really good idea. Now consider “how” they do it. The firefighter quickly establishes trust, speaks firmly with authority and gives extremely clear and specific instructions. These persuasion strategies are the same as those used in persuading your prospects to buy from you. You must do the exact same thing in your marketing copy. Making a decision about whether or not to buy a product or service is far less scary than being trapped in a burning building, but there are surprising similarities. Your ideal customer might do what you want them to do, but not without some waffling. They hesitate before clicking the Buy button … because they’re often paralyzed by fear. So break out the tools of persuasion to help them out. Unfortunately, the vast majority of business owners attempt to use information to accomplish that task. Information is not persuasive. Imagine you’re trapped in a burning building. Now imagine I come over and simply tell you a few logical reasons you should move.- Fire is dangerous.
The human body has not evolved to withstand the ambient temperatures inside a burning building.
The fumes being produced are highly unhealthy.
The building’s structure is likely to become unsound, which creates additional dangers.
- A specific self-serving benefit headline (and sub-headline) or first paragraph.
- The specific benefits and outcome they will receive from using your product or service * Product or service benefits and features.
- The reason they should purchase the item and why from you.
- The specific actions you will take (including price and terms).
- The specific action they are to take.
- A Bonus or Compelling Incentive, if any, to motivate action.
- How you will minimize or eliminate their risk.
- PS – the headline for the headline – the key elements of your offer.