Smaller “Yes” Leads To Bigger “Yes”

July 1, 2008

Have you heard that crazy statistic that if you get your prospect to say yes three times throughout your pitch or conversation, that they are 80% more likely to buy? Or something like that, right?

Oh and don’t make the mistake and think this is just some strategy for selling someone. This applies for getting someone to do something for you as well! Does that make sense to you?

Well why don’t we just take a look.

When speaking or even in selling face-to-face, many people will tell you to use trial closes throughout your talk. An example is, “How many of you would like to get all the money you could get your hands on to launch or grow your business?” Exactly.

But I don’t only put three of these in my presentation, I’ve got at least 10 and I’m working on getting at least 40 - 50 of them in there (in a 60-90 minute presentation). If you knew that by adding at least 10 more trial closes to your presentation or pitch you could close more, would you?

With copywriting, you use the same strategy. You want the person reading your words to shake their heads “yes” and think “Hey, this is for me” when they are looking at your marketing piece. You get them to do this enough times and they’ll be hooked.

I’m not sure if 3 is the magic number. Lord knows that I don’t ever have just 3 questions that lead to yes. But the point is that by getting the other person to say “yes” multiple times keeps them engaged and it shows that you know your prospect. (Because you better be asking questions that will get them to say yes!)

;-) If you take a look back over this post, I asked at least 3 questions to get you to say the magic word. Unfortunately, I don’t have a BIGGER YES to get you to say ‘YES’ to. ;(

The power you now have. Wisely use it, young skywalker!