Sneaky Sales Tricks

[Christine Alexander]

I love listening to sales pitches on TV and Radio. It’s fun to be able to identify exactly what type of persuasive strategy the product marketer is using to get their listeners to bite. It amazes me that they work, but they do—most people are very easy to persuade.

Here are a few examples …

This Product is NOT for you...
There is a radio ad about a weight loss supplement that starts its pitch by stating boldly:
“If you only need to lose 10lbs, this product is not for you.”

It goes on to state how the product is ONLY for those who need to lose a lot of weight.
Now, do you think they really don’t want to sell to those who only need to lose 10lbs or less, or that those people would not benefit? Absolutely NOT!

They know that people who need to lose 5 or 10 pounds will respond even stronger to this ad, because it insinuates that it works so well—that people will lose lots of weight!

Only One per Household...
Another trick of the trade that many TV and Radio marketers use is the old “only one per household” limit.

This trick causes people to want the product even more. When someone hears that they are ONLY allowed to buy “one,” it makes them think that this product is so hot that people want to buy as many as they can. Also, this strategy turns a buyer’s attitude from “They are lucky to get my order” to “Can I buy from you” … A total change in the buying psychology!

If your Last Name Starts with...
Another marketing strategy which is commonly used on the radio is the “People with last names starting with A-K can call today and those with their last names starting with L-Z can call tomorrow to order.”

Do you really believe that this company, which is trying to sell products, is actually limiting when people are allowed to order? Nope! What they are doing is seeding the idea that they are so slammed with orders that they need to control the inflow of calls. This illusion makes people want the product even more and marketers know that these people will instantly call, even though they are told they cannot.

Psychology is just so important in sales – what motivates and triggers a response is pretty predictable. Whether you are one of those who seem to get caught emotionally to these pitches, or someone who is looking to write better copy, it’s a good thing to learn the tricks of the trade.

Sneaky Sales Tricks | WriteStrategy
URL: http://www.write-strategy.com/2010/09/sneaky-sales-tricks/

[Leslie Flowers]

Sneaky ... and skewing vital information! Glad you posted these, Christina! My hopes it is the 'masses' that are reading your post!

The advertisers you are referring to are counting on the 'game of numbers' -- the masses ... people who don't think for themselves. Is it a bad thing to not think for yourself? No. It just leaves a person unaware that they are being cajoled to spend, spend, spend.

I got snagged during a 'special' at a hotel for the infrared iHeater. We were having a cold snap at the time. I went to the local hotel to purchase the $279 model for a small room and got there 15 minutes after they opened. There were a bunch of folks waiting to buy ... and I heard while I was waiting in line to buy that the $279 heaters were all gone! Oh, but they had plenty of the $379 models. Of course they did!

I spoke with the fellow responsible for the sale. His 'story' was that he had 2 other shows before us and THEY bought all the less expensive ones -- he brought 3 with him to our venue! I of course suggested he divide all the $279 heaters by the number of venues he would visit so each locale had the same opportunity. He refused.

With that I left and made sure to tell everyone within earshot that they were being scammed and to be prepared to pay $379. No one followed me out so I guess they didn't care. Ah, well, at least they were AWARE.

I called the company, got the $279 heater and that fellow didn't make a dime off me.

[Christine Alexander]

Wow Leslie, you got caught in the web! Glad it all worked out.

Here is another one "If the phone lines are busy, keep calling back"
Ah, yeah, a company pays a mint for advertising to generate sales and they are going to mess up and not be able to take phone calls???

[Michelle Gower-WordPress Mentor]

Unfortunately yes, most people in this country for sure are easily distracted by shiny things. Like liquidation sales - boy, what a trip to find out that the liquidation company marked products UP before marking them down - resulting in markups across the board, rather than sales pricing. It was certainly presented as such, though. Some companies will try to screw you over on their way out of business, which actually shouldn't be that surprising since that's why they are going out of business!

As Leslie points out, many folks are easily fooled into thinking they are getting a better deal than they are. Snake Oil salesman and bait and switch tactics have been around since vaudeville, if not earlier.

I don't feel badly for those who don't both doing due diligence and simply run to the tables rather than to their blackberries. As I mentioned in another setting, a friend and I were stunned yet amused at the vast number of people turning over a credit card WHILE TALKING ON THEIR INTERNET-READY BLACKBERRIES TO THEIR SPOUSES ABOUT THE CHARGES. We chose instead to google the company and the seminar they were hawking.

But we are part of the 3%, as Leslie would say. The 97% certainly keep these types of industries and companies in business.

But then you have to wonder - if these companies were straight up about things - hey, this is a great diet pill *BUT YOU HAVE TO DO THE WORK AND EAT RIGHT AND EXERCISE 3X A WEEK* - who would buy it? You almost wonder if a lot of these people don't bring it upon themselves. People want validation, instant gratification, no effort, big results...and a money-back guarantee. Only after the fact do they realize they got swindled/should have done their homework and race off to keep ripoffreport.com in a profitable state!

[Christine Alexander]

Michelle,

You know they say that salespeople are usually the easiest to sell - and sometimes I think its true:-) I am wise but I sure can be pulled into a frenzy at times. If someone is good at pulling my emotions - I am in:-)

Michael,
Your comment reminded me of the car sales process - beware when you nice, friendly sales guy has to "go talk to his boss" ...