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The Psychological Tricky Tricks Behind Getting People To Say Yes
“No, no, no.” How do you get your prospect to say yes to you more often? Many years ago I wrote a book called Influence! In the book, I talked about the 47 psychological tactics you can use to motivate, persuade, and influence your prospects to buy. That was one of the very first few books that I wrote in my early twenties. When I wrote a book, my intention was to lay it out and talk about some of these psychological tricks and tactics that companies and marketers use to motivate consumers to buy. To my surprise, consumers didn’t buy the book. It was all the marketers behind the book to persuade more prospects. Later on, I’ve changed the title slightly and then that becomes a very well-known marketing book.
I want to share with you one of the psychological tricks that you could use to get your prospects to say yes to you more often. At a time I was about 23, 24, I was consulting with a client of mine and I was doing copywriting, I was doing some consultation on the side. This business owner is a restaurant owner. He came to me and asked me, “Dan, I’m planning to launch a new restaurant. It’s like a restaurant with a pub. What do you think I should do? What kind of marketing you think I should do?” I thought about it I said, “Let me ask you this. Have you ever wanted to eat at a restaurant with a couple of your friends and you heard some good things about it, you went to their place and when you show up to the restaurant, no one was in there? It’s an empty restaurant. Then you suddenly backed out and say, “Let’s go somewhere else. This place can’t be any good because no one is in it.” You walk by a restaurant like that, “That’s a place I wanted to try but I don’t see anyone in it, so it cannot be any good.”
On the other hand, if this ever happened to you, you walk by a restaurant and you have no clue, you don’t know anything about and you see the place is packed. You see people lining up and you thought to yourself, “I’ve got to try that. Let’s go line up. They must be very good.” That’s exactly the advice I gave to this business owner. I said, “Here’s what you need to do. I want you to get some people to line up in front of your restaurant.” He said, “What?” “I want you to hire some professional that will line up. I want you to get some people line up and I want you to be very anxious, very nervous and they are just waiting. That’s all they do, line up. I want you to pack your place. I don’t care if it’s your friends, your family, or dear friends. I want you to pack your place and create that energy and that vibe.”People don't want something until they know they can have it or other people want it as well. Click To Tweet
He did that when he launched it. What happened was people were thinking about it. People were looking at the restaurant, “What is this new restaurant all about?” People started lining up and more people line up and more people line up. When people say, “Can I book a table?” “It’s going to take you two hours to wait.” “Put me down. Let’s do it.” It gives them the security. It gives them the comfort. If all of these people line up, it must be good. That’s a psychological trick I want to teach you. People don’t want something until they know they can have it or other people want it as well.
It’s a very powerful psychological trick. The power of popularity. If something is popular as a human being, having this social proof, we think that it must be good. If so many people like it, it cannot be that bad. What can you do to create more demand? What can you do to make your product or service appear to be more popular? What else can you do to make yourself more exclusive? Your prospects, they can get to you too easy. You’re not too assessable. They need to jump through a few hoops before they get to you. When they do get to you, they cherish the opportunity to hire you and work with you more. It’s that simple. That is a simple psychological trick. Until next time.