Utilizing The ‘Fear Factor’ To Boost Sales

People buy with their emotions and justify their decision with logic. Understanding this principle is one of the most powerful tools you can use to connect with your prospect. Your sales letter or page should speak to a person's core emotions. Sad but true is the fact that negative emotions are far more powerful than positive ones.

Learn from the pros. Think about it, what do you hear most about in the media, TV and print? Some terrible natural disaster, or about the war, about the chaos in the world economy. Why? Because it sells! Media is all about ratings or selling subscriptions in order to survive. They speak to a person's deep emotional core feelings and more times than not, they speak to our fears.

No one wants to be left out. When you have a lot of people all vying for the same thing, you are generating a feeding frenzy! The time is ripe with anticipation and excitement, two very powerful emotions. Remember, shopping is almost exclusively an emotional response to a stimulus.

There are two types of fear you can capitalize on. Fear of loss and fear of being left out are the most effective in marketing. Limited quantities only, speaks to the “fear of loss”. Whereas, limited membership or limited to the first 10 purchases speaks to the fear of missing out. If your selling memberships, it’s the later you want to speak directly to. Tell them what their missing by not signing up to your newsletter or e-zine.

I heard recently on the news that OPEC plans to curtail the falling price of oil by cutting availability in half. Thus, they are hoping to use increase demand and boost crude oil prices again.

Following the principle of volume versus demand. Create the illusion of scarcity and you increase the odds of a sale dramatically. But first, you must solidify a sense of value to your product or service. You cannot have one without the other. The greater the perceived value, the greater the desire generated in your customers.

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David Acheson David Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns.  David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website

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Annette Novoa Subscribe to Annette's articles (Visit Annette's Website) Annette is the founder of Lifeline Properties, an all-inclusive research facility catering to the needs of real estate investors to acquire property history, title history, ownership & mortgage reports. Visit the company website at http://www.lifelineproperty.biz Annette Novoa is a Gold author on EvanCarmichael.com

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