How do you use your writing to get someone to do something? How do you use your writing to boost a sale.

There are several triggers out that that psychologists have found that you can add to your copy writing that will generate more yes answers in selling situations

* Pay One’s Dues: This is the system that is inate in all of us which makes us feel like we need to repay a debt when someone has done something for you. It is true across all cultures, according to sociologist Alvin Gouldner.

• To benefit from this in business, give people something for free. It can be anything from your company. It’s free, then people will feel in your debt and could repay you with a future purchase.

* Remain Consistent: Once someone makes a promise or a commitment to an action, there is an innate need for them to remain consistent with that promise. They key for this is to get them to give you that commitment, which leads them to larger commitments down the road.

• To benefit from this, get them to say yes to something small. Perhaps sharing some information or making a small purchase. This establishes a relationship between them and your product or service which can be drawn on later.

also to further compliance for larger requests.

* Testimonials: This is the old standard of using leaders and connectors to use your product to prove that it’s a good one, prompting others to do the same.

• You can benefit from this by going the tried and true route of testimonials. Who are people who will preach on behalf of your services. Once people see that others are using you, their decision will be easier.

* Are you Likable: It’s a basic fact, if you are likable, it makes your product more likable. That’s why in-home products like Avon and Tupperware, which are friends selling to friends, do so well. If you like the salesperson, you are more likely to say yes, no matter the product.

• To benefit from this, be personal in your sales. Tell stories that will enable your customers to understand the story behind your product. Flatter them and be empathic so they see how what you are selling can help them with their problems.

* Be the Authority: If you can position yourself as an authority, you will draw more people who are looking for expertise in certain areas. Deep down, people will even respond to the symbols of authority, like titles and specialized clothing. This goes with the shorthand people have in their mind about certain positions.

• You can benefit from this by showing off your credentials, awards and experience your have in an your area. Don’t hold back, You can even associate yourself with other authorities (who have your trained with, been mentored by, etc.) in order to boost your own.

* Be Hard to Find: Since people are worried about losing a chance at a good deal or a great product, you can appeal to that fear by promoting that product.

• To benefit from this, limit the availability of your product or the amount of time you offer desirable deals.  Be specific when you make an offer, so the person will be dealing psychologically with a deal. By restraining the supply, you pump up the feeling of urgency in your customers. Look at how Disney doles out videos for a great example of how this is done

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