The Recipe for an Irresistible Offer

For the most part, people are genetically coded the same way. Here is what we know for sure about people:

• People are drawn to blood and misery faster than they are to good news. That’s why most of the headlines in my ads are negative. Show people a negative and they seek to survive the negative by learning about it.

• People like people who are like themselves. It’s call rapport. Your first goal should be to get the reader to nod their heads and say, “this guy is talking about me.” You accomplish that by being the reader. In my copy, I’m identifying with every networker’s worst nightmare—things I know they have felt before.

• People will do more to avoid pain than to gain pleasure. That’s why I don’t generally advertise the pleasure. Because I know the genetic code of people, I gain their attention by identifying and highlighting their pain. Based on people’s preconditioned disposition (to avoid pain) they have NO CHOICE but to read my stuff.

• People buy through emotional impulses before they begin to sort information logically. It’s easier to tap into a person’s subconscious when they “hear” your voice (including your writing voice) but they cannot see the face who is speaking. That’s why all hypnotists will ask you to close your eyes when they are trying to elicit a reaction.

• People HATE to be wrong. That’s why if you put additional links and resources in your body copy, people will not be able to RESIST the temptation to “challenge” their own belief in what they just read, so they will go through all of the information options for one reason: To VALIDATE themselves.

• People will do almost anything to avoid making a BIG decision. They also HATE change. That’s why I like to offer a price that is lower than the perceived value. People will feel compelled to order just so they don’t lose out on the phenomenal deal. In the words of Vito Corleone—make them an offer they can’t refuse.

So what makes people say “Sign me up?” It’s human nature to take the path of least resistance. That’s why we invented the hammer, the wheel, electricity and every other convenience know to man. And any good automated marketing system is considered a convenience (think Holy Grail) to many networkers.

Moral of the story: Give value, establish rapport, and alleviate pain and people will usually feel compelled (law of reciprocity) to buy from you.

While you ponder that, be sure to check this out.

ADN System