Art Of Persuasion : Trigger Words
Everyone of us have specific trigger words that trigger a certain emotion, action or behaviour. However, there's a certain universal trigger word that applies to everyone. But before we look into that certain word, let's take a short look back to mother nature and observe a little something i like to call the "cheep cheep" effect.
Mother turkeys attend to their babies in a certain way that i believe would help you understand this chapter much better. If the babies don't go "cheep cheep", the mother would assume they are unhealthy and either kill them by eating them up as food or not attend to them at all. It doesn't matter if the chick is a healthy baby, as long as it is not cheeping away, it would be void of it's mother love.
To further test these findings, scientists decided to conduct a little experiment. When a cat is brought near the turkey mother, it would turn ferocious and act extremly defensive (of course), and would do the same to a stuffed toy cat. However, when the scientists decided to place a mini voice recording device that played the recorded "cheep cheep"s from the turkey babies, the turkey mother in fact decided to take the stuffed toy cat as one of it's own, nurturing it and taking care of it, amazing stuff eh? The "cheep cheep" sounds triggered the turkey mother's motherly nurturing instincts that resulted in it acting upon an inborn preset way.
Well, just like our animal kingdom friends, we have a certain trigger word that when used correctly, can be used to devastating effect. This word, for us humans, is the word "because".
To prove this idea, researchers had once again conducted an experiment i like to call the "photocopy effect". They got a lady who wanted to photocopy some papers to test run the following scenarios. Firstly, the lady went to everyone in line queueing up to use the photocopy machine and asked them "could you let me photocopy these papers first as i'm in a rush?" and 95% of the people agreed. However, when she repeated the experiment on another day, she went on to ask this time round "could you let me photocopy these papers first?", only 60% of the people agreed to let her go first. Fair enough, she had a good reason and that was enough for 95% of the people. But the researchers didn't stop there, they decided to see what would happen if the woman said "could you let me photocopy these papers first because i need to photocopy these papers?" and a surprising 94% of the people agreed although no real reason was inputed as "because i need to photocopy these papers" is in all honesty, not such a good reason since everyone in line was in there for the same reason. This shows that people do not need a good reason to greatly influence their decisions, all that they need is the word "because" to be in it. And just like the mother turkey, our inborn preset instincts tell us to agree more to the request. This is largely because as humans, we like to have a reason for anything we're told to do, even if the reason isn't too good a reason. This, my friend, is what we can use to help you increase your company's business in every single way. We shall now discuss a few possibilities you can attack your prospect's subconscience in this sense.
Firstly, this would be effective in having it in your company's moto. Like the exxon mobile company moto in Singapore "because we're customers too" is a perfect example of such a use. Thus, it is easily enough and to great effectiveness to inculcate this method into coming up with your company's moto or if you already have one, possibly to change it.
Secondly, have the word "because" where is matters the most, for example, just before the reason why a certain prospect should buy your product, donate money to your charity or hire your service. If you really don't have a good enough reason (my sympathies), you could possibly put reasons such as "because you know you want to" or "because you need one". Whichever the case, having the word "because" and possibly bolding or italicizing them in your proposals or websites would definitely help your cause, careful not to litter them excessively throughout the page though!
Lastly, italicizing them would work largely too as customers reading would subconsciously pay more attention to the word and it would in turn trigger off their automatic response more effectively, highly possible to be used in written proposals and on business websites.
There are an endless number of ways you can attack your prospect's subconscience and these are just a few ways to start you off. Careful not to overuse this one principle along though.
The author is the writer of the E-Book :
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About the Author:
The author is the writer of the E-Book : Subconscience Attack! For All Businesses Learn more persuasion techniques at www.SubconscienceAttack.com