Tuesday, February 16, 2010

Positive Persuasion: an Idea for Sellers

1.You're reading some very interesting information, and then... the next sentence tells you 'buy the e-book', or, 'signup to read the rest of the story'.
2.Perhaps on the computer, you worked hard with something you'd like to save. Because it's the insane trial version, though, the program won't allow saves; you need to purchase the full version for that 'feature' to work.
  These sales tactics are annoying. I'm not buying; not because that service isn't something I need, but just because my time is already invested, and the seller withholds its outcome.   Usually, these selling persuasions are a surprise, with no warning. Won't I therefore, negatively react to a suggestion to purchase or signup? Just as aggravating, the parts that are missing from trials are usually intrinsic and basic to the trial's use. What enticement do I have to purchase a seemingly broken product?   Should sellers choose to market to personalities like mine, a change of strategy would be this: If your trial is free, make it 100% free, with full operation of features (or don't call it 'free', or don't offer at all). Should you offer information, offer what parts you're willing, and state at the title that it's only partially complete.   Overall, don't use a sales pitch that's a surprise. It's like a bill, that, from the outside, looks like a check. Keep the interest going by being up-front about offers. Merchants know that part of selling is persuasion. To me as a consumer, that should be positive persuasion, based on an already positive interest in their product.

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