Your use of this tendency can be as simple as getting your prospect to complete a short survey.

For example, a person selling banner advertising might ask 3 yes/no questions in a survey...

Do you use online advertising?
Do you pay for online advertising?
Do you buy banner advertising?

Elsewhere on the page, the person conducting the survey may run an ad that promotes banner advertising. Not only is the advertiser more likely to get a visit, they're also more likely to get the sale.

Of course, you need to find a way to get the prospect to take the survey in the first place. And the survey needs to have a credible purpose.

In the above example the advertiser might explain the need to understand what buyers of banner advertising want, and offer 100 free banner ads as a reward for taking the survey. This achieves the following...

• It specifically targets people who buy banner advertising
• By taking the survey, the prospect is immediately identifying himself
  27 Ways to Reduce Your Merchant Account Chargebacks
  When your merchant account provider reverses a customer's transaction as a result of his disputing the charge, then, unless you successfully challenge the reversal, you lose the sales proceeds, incur any shipping & handling costs and are levied a chargeback fee of $25 to $50.And, an excessive history of chargebacks may result in the disastrous consequence of losing your merchant account and your ability to accept credit cards.So, it's obviously important to take prudent steps to minimize the occurrences of chargebacks - especially if your transaction volume is high.The disputes are usually based on a customer's claim that he did not receive the product or service that he ordered from you; that what he did receive was somehow defective or not what he ordered; or that he did not in fact order anything at all from you.The causes for such claims generally result from:* Fraud . Someone other than the authorized cardh
  Human beings share six tendencies that allow us to be persuaded.

  None of us is immune to these tendencies, which is what makes them so useful to those of us who want to sell products over the Internet. These six tendencies are...

  1. Scarcity
  2. Authority
  3. Reciprocation
  4. Social validation
  5. Friendship
  6. Consistency

  This article takes a brief look at each of these six tendencies, and discusses how to use them in your online business.

  For a more in-depth discussion see Dr. Robert Cialdini's brilliant book Influence: the Psychology of Persuasion.

  Scarcity

  We tend to want something more if it's hard to get. This tendency harks back to a time when everything worth having (food, clothing, shelter) was in short supply.

  Most people in the western world no longer have to struggle to provide food, clothing, and shelter so our focus has shifted toward luxury items. And our tendency to place value on scarce items has shifted with it. That's why people are prepared to pay huge sums of money for the works of dead painters. After all, once an artist is dead there will be no new works.

  You can take advantage of this tendency in your advertising. The easiest way to impose scarcity is to make a special offer, and then place a time limit on it.

  A time-limited offer not only forces the prospect to make an immediate decision, but has the additional bonus (for you) of punishing procrastination.

  Authority

  Authority is an increasingly important tool to advertisers.

  Anyone who lives in a modern western country is bombarded with information, and tends to rely on 3rd party experts when forming opinions about matters outside his or her immediate area of knowledge.

  Popular methods of utilizing authority in advertising include...

  • Quoting the results of scientific studies
  • Printing testimonials from qualified scientists
  • Printing celebrity endorsements

  Essentially, the advertiser is borrowing authority from a 3rd party. While you can borrow authority to promote any product, you must ensure that your 3rd party is a credible source of information in the mind of your prospect.

  Reciprocation

  Most people are more likely to comply with a request when...

  • The person making the request has already given us something (i.e. free gift)
  • The person making the request has promised to give us something

  Reciprocation works because most of use feel the need to pay our own way, and are uncomfortable accepting something for nothing. Reciprocation may also reinforce the power of friendship and consistency.

  Most advertisers use reciprocation by giving out a free sample, hoping to demonstrate the usefulness of their product. Unfortunately, this technique is so common on the Internet that it has lost some of its power.

  As people get used to receiving free samples, and realize that this is merely part of the marketing for that product, the less inclined they feel to reciprocate (that's why I don't offer free samples).

  Social validation

  Sheep tend follow the leader. People aren't unlike sheep, in that we tend to do what other people do.

  We're influenced by the television we watch, the results of opinion polls, and the opinions of the people we meet every day.

  Even better, from an advertiser's perspective, is the fact that most people are completely unaware of this tendency. That makes social validation a very powerful tool.

  Common ways to use social validation in advertising include...

  • Testimonials
  • Published sales results (e.g. One thousand people can't be wrong)
  • Being #1 in the category (e.g. Number one selling vitamin)
  • Personal referrals

  If your best friend raves about how great a product is, chances are it will carry more weight than it does when the advertiser tells you.

  Friendship

  The more you like someone, the more likely you are to comply with a request they make of you. In fact, you may even feel honored by such a request.

  Friendship isn't an easy tendency to apply on the web, because you're essentially selling to complete strangers. This tendency requires that you establish a personal relationship with the prospect. Chances are, if you're selling a $20 product on behalf of someone else, there's no direct relationship at all.

  Of course, you can still make your website as friendly to the visitor as possible. You'll help the process of winning over new friends if you supply a lot of useful information for free (reciprocation) on your website, and answer queries quickly and efficiently.

  Consistency

  A person is more likely to take a specific action if he or she has already made a public commitment to do so. That's because we tend to want to demonstrate consistency in our lives.

  Your use of this tendency can be as simple as getting your prospect to complete a short survey.

  For example, a person selling banner advertising might ask 3 yes/no questions in a survey...

  Do you use online advertising?
  Do you pay for online advertising?
  Do you buy banner advertising?

  Elsewhere on the page, the person conducting the survey may run an ad that promotes banner advertising. Not only is the advertiser more likely to get a visit, they're also more likely to get the sale.

  Of course, you need to find a way to get the prospect to take the survey in the first place. And the survey needs to have a credible purpose.

  In the above example the advertiser might explain the need to understand what buyers of banner advertising want, and offer 100 free banner ads as a reward for taking the survey. This achieves the following...

  • It specifically targets people who buy banner advertising
  • By taking the survey, the prospect is immediately identifying himself
    Expect to Get! A Fail Safe Formula
    In school we learn a variety of math formulas. We learn how to convert temperatures from Fahrenheit to Celsius; we learn how to calculate the area of a triangle and much more. The beauty of these formulas is the certainty they provide. We know that if we know the formula and have the correct inputs, we can compute the correct answer. Presumably, as adults we are using these formulas to solve a problem and move us towards something we desire.People ask me about unleashing their potential – how to do it, what steps to take and more. Because of this recurring and important question I have worked to distill part of the answer into a formula. This formula will help us because if we can identify the inputs and use the formula correctly, we can improve our performance, and provide greater service to others, as we reach towards our potential.The InputsThe inputs to this formula are:Expectations – Those things we expect o
    dvantage of this tendency in your advertising. The easiest way to impose scarcity is to make a special offer, and then place a time limit on it.

    A time-limited offer not only forces the prospect to make an immediate decision, but has the additional bonus (for you) of punishing procrastination.

    Authority

    Authority is an increasingly important tool to advertisers.

    Anyone who lives in a modern western country is bombarded with information, and tends to rely on 3rd party experts when forming opinions about matters outside his or her immediate area of knowledge.

    Popular methods of utilizing authority in advertising include...

    • Quoting the results of scientific studies
    • Printing testimonials from qualified scientists
    • Printing celebrity endorsements

    Essentially, the advertiser is borrowing authority from a 3rd party. While you can borrow authority to promote any product, you must ensure that your 3rd party is a credible source of information in the mind of your prospect.

    Reciprocation

    Most people are more likely to comply with a request when...

    • The person making the request has already given us something (i.e. free gift)
    • The person making the request has promised to give us something

    Reciprocation works because most of use feel the need to pay our own way, and are uncomfortable accepting something for nothing. Reciprocation may also reinforce the power of friendship and consistency.

    Most advertisers use reciprocation by giving out a free sample, hoping to demonstrate the usefulness of their product. Unfortunately, this technique is so common on the Internet that it has lost some of its power.

    As people get used to receiving free samples, and realize that this is merely part of the marketing for that product, the less inclined they feel to reciprocate (that's why I don't offer free samples).

    Social validation

    Sheep tend follow the leader. People aren't unlike sheep, in that we tend to do what other people do.

    We're influenced by the television we watch, the results of opinion polls, and the opinions of the people we meet every day.

    Even better, from an advertiser's perspective, is the fact that most people are completely unaware of this tendency. That makes social validation a very powerful tool.

    Common ways to use social validation in advertising include...

    • Testimonials
    • Published sales results (e.g. One thousand people can't be wrong)
    • Being #1 in the category (e.g. Number one selling vitamin)
    • Personal referrals

    If your best friend raves about how great a product is, chances are it will carry more weight than it does when the advertiser tells you.

    Friendship

    The more you like someone, the more likely you are to comply with a request they make of you. In fact, you may even feel honored by such a request.

    Friendship isn't an easy tendency to apply on the web, because you're essentially selling to complete strangers. This tendency requires that you establish a personal relationship with the prospect. Chances are, if you're selling a $20 product on behalf of someone else, there's no direct relationship at all.

    Of course, you can still make your website as friendly to the visitor as possible. You'll help the process of winning over new friends if you supply a lot of useful information for free (reciprocation) on your website, and answer queries quickly and efficiently.

    Consistency

    A person is more likely to take a specific action if he or she has already made a public commitment to do so. That's because we tend to want to demonstrate consistency in our lives.

    Your use of this tendency can be as simple as getting your prospect to complete a short survey.

    For example, a person selling banner advertising might ask 3 yes/no questions in a survey...

    Do you use online advertising?
    Do you pay for online advertising?
    Do you buy banner advertising?

    Elsewhere on the page, the person conducting the survey may run an ad that promotes banner advertising. Not only is the advertiser more likely to get a visit, they're also more likely to get the sale.

    Of course, you need to find a way to get the prospect to take the survey in the first place. And the survey needs to have a credible purpose.

    In the above example the advertiser might explain the need to understand what buyers of banner advertising want, and offer 100 free banner ads as a reward for taking the survey. This achieves the following...

    • It specifically targets people who buy banner advertising
    • By taking the survey, the prospect is immediately identifying himself
      Rotary Die Cutting
      Rotary die cutting is a process used to cut paper, metal, rubber, plastic, vinyl and other material in a predetermined shape and size. This method is used to cut shapes and designs that cannot be accomplished by a straight cut on a web press or a guillotine cutter.The rotary method uses knife-edge cutting blades designed to cut a particular shape. A machine presses the die into the material to produce the desired shape. The blades can be designed to cut a diverse range of raw materials. Labels, envelops, folders, cartons and documents are just a few items produced using the rotary die cutting process.The cutting dies used in the rotary die cutting process are made from tungsten carbide. It is a very hard and expensive substance used in high volume production processes that justifies the extra costs incurred. Perforated blades or dies are used to form perforations on paper. These can be used for making receipts books, bills and ticke
      ven us something (i.e. free gift)
    • The person making the request has promised to give us something

    Reciprocation works because most of use feel the need to pay our own way, and are uncomfortable accepting something for nothing. Reciprocation may also reinforce the power of friendship and consistency.

    Most advertisers use reciprocation by giving out a free sample, hoping to demonstrate the usefulness of their product. Unfortunately, this technique is so common on the Internet that it has lost some of its power.

    As people get used to receiving free samples, and realize that this is merely part of the marketing for that product, the less inclined they feel to reciprocate (that's why I don't offer free samples).

    Social validation

    Sheep tend follow the leader. People aren't unlike sheep, in that we tend to do what other people do.

    We're influenced by the television we watch, the results of opinion polls, and the opinions of the people we meet every day.

    Even better, from an advertiser's perspective, is the fact that most people are completely unaware of this tendency. That makes social validation a very powerful tool.

    Common ways to use social validation in advertising include...

    • Testimonials
    • Published sales results (e.g. One thousand people can't be wrong)
    • Being #1 in the category (e.g. Number one selling vitamin)
    • Personal referrals

    If your best friend raves about how great a product is, chances are it will carry more weight than it does when the advertiser tells you.

    Friendship

    The more you like someone, the more likely you are to comply with a request they make of you. In fact, you may even feel honored by such a request.

    Friendship isn't an easy tendency to apply on the web, because you're essentially selling to complete strangers. This tendency requires that you establish a personal relationship with the prospect. Chances are, if you're selling a $20 product on behalf of someone else, there's no direct relationship at all.

    Of course, you can still make your website as friendly to the visitor as possible. You'll help the process of winning over new friends if you supply a lot of useful information for free (reciprocation) on your website, and answer queries quickly and efficiently.

    Consistency

    A person is more likely to take a specific action if he or she has already made a public commitment to do so. That's because we tend to want to demonstrate consistency in our lives.

    Your use of this tendency can be as simple as getting your prospect to complete a short survey.

    For example, a person selling banner advertising might ask 3 yes/no questions in a survey...

    Do you use online advertising?
    Do you pay for online advertising?
    Do you buy banner advertising?

    Elsewhere on the page, the person conducting the survey may run an ad that promotes banner advertising. Not only is the advertiser more likely to get a visit, they're also more likely to get the sale.

    Of course, you need to find a way to get the prospect to take the survey in the first place. And the survey needs to have a credible purpose.

    In the above example the advertiser might explain the need to understand what buyers of banner advertising want, and offer 100 free banner ads as a reward for taking the survey. This achieves the following...

    • It specifically targets people who buy banner advertising
    • By taking the survey, the prospect is immediately identifying himself
      Medical Billing - GE0 Record Fields 1 Through 8
      In our previous installment on medical billing, we covered the basics of enteral nutrition and billing and how it got to be such big business. In this installment we're going to review the GE0 record, fields 1 through 8, which is the CMN that has to be sent to the carrier with each enteral bill that is submitted for payment via electronic means using NSF 3.01 specifications.GE0 field 1, positions 1 - 3, is the record type. This field needs to be filled in with GE0. If it is not, the claim will be denied by the carrier. Also, this record must come after the F record in the claim file that is specifically for the enteral product being billed.GE0 field 2, positions 4 - 5, is the sequence number. Because there can be up to 99 CMN records in a claim file, the sequence number, or CMN number must be transmitted, such as GE0-01, GE0-02, etc. If these are out of sequence, the claim will be denied.GE0 field 3, positions 6 - 22, i
      use social validation in advertising include...
      • Testimonials
      • Published sales results (e.g. One thousand people can't be wrong)
      • Being #1 in the category (e.g. Number one selling vitamin)
      • Personal referrals

      If your best friend raves about how great a product is, chances are it will carry more weight than it does when the advertiser tells you.

      Friendship

      The more you like someone, the more likely you are to comply with a request they make of you. In fact, you may even feel honored by such a request.

      Friendship isn't an easy tendency to apply on the web, because you're essentially selling to complete strangers. This tendency requires that you establish a personal relationship with the prospect. Chances are, if you're selling a $20 product on behalf of someone else, there's no direct relationship at all.

      Of course, you can still make your website as friendly to the visitor as possible. You'll help the process of winning over new friends if you supply a lot of useful information for free (reciprocation) on your website, and answer queries quickly and efficiently.

      Consistency

      A person is more likely to take a specific action if he or she has already made a public commitment to do so. That's because we tend to want to demonstrate consistency in our lives.

      Your use of this tendency can be as simple as getting your prospect to complete a short survey.

      For example, a person selling banner advertising might ask 3 yes/no questions in a survey...

      Do you use online advertising?
      Do you pay for online advertising?
      Do you buy banner advertising?

      Elsewhere on the page, the person conducting the survey may run an ad that promotes banner advertising. Not only is the advertiser more likely to get a visit, they're also more likely to get the sale.

      Of course, you need to find a way to get the prospect to take the survey in the first place. And the survey needs to have a credible purpose.

      In the above example the advertiser might explain the need to understand what buyers of banner advertising want, and offer 100 free banner ads as a reward for taking the survey. This achieves the following...

      • It specifically targets people who buy banner advertising
      • By taking the survey, the prospect is immediately identifying himself
        Moving Boxes New York
        If you have an antique piano or costly chandelier; then you will be reluctant to move. Mainly due to the worry that how they will be moved. But now this problem is solved as now you can find various moving boxes in New York. In moving business it is popularly said that moving is 99% packing and 1% moving. The quote is very true as if the package is strong and properly sealed nothing will happen to your inventory unless there are any natural disasters.To make your moving easier, New York moving company Redline Movers, provides best moving boxes in New York. Redline Movers’ moving boxes are not only strong but also safe enough to carry a piano and chandelier. Its moving boxes are designed in such a way that it can hold maximum load with no damage. This is the reason why people prefer Redline Movers as their moving company over others.Moving boxes are available in different shapes and sizes catering different needs and requirements. Th
        y to take a specific action if he or she has already made a public commitment to do so. That's because we tend to want to demonstrate consistency in our lives.

        Your use of this tendency can be as simple as getting your prospect to complete a short survey.

        For example, a person selling banner advertising might ask 3 yes/no questions in a survey...

        Do you use online advertising?
        Do you pay for online advertising?
        Do you buy banner advertising?

        Elsewhere on the page, the person conducting the survey may run an ad that promotes banner advertising. Not only is the advertiser more likely to get a visit, they're also more likely to get the sale.

        Of course, you need to find a way to get the prospect to take the survey in the first place. And the survey needs to have a credible purpose.

        In the above example the advertiser might explain the need to understand what buyers of banner advertising want, and offer 100 free banner ads as a reward for taking the survey. This achieves the following...

        • It specifically targets people who buy banner advertising
        • By taking the survey, the prospect is immediately identifying himself as a 'buyer' of banner advertising (consistency)
        • The answer to question 2 and 3 reinforce this tendency
        • The 100 free banner gift for taking the survey introduces the power of reciprocation

        The final page of the survey should thank the prospect for his or her answers (friendship), and immediately collect the necessary information required to display the prospect's banner.

        Once that information is collected (giving you contact information and strengthening the relationship), the advertiser can present a one-off special offer (scarcity) that allows the prospect to add more banner advertising to his or her account at a special low price.

        Chances are, the advertiser will get the sale!

        Even if the sale is refused, the advertiser can still go back to the prospect with another offer when the 100 banners have been delivered.

        The big challenge

        None of us is immune to the six tendencies, and they can easily be incorporated into your sales approach.

        One excellent method for coming up with unique ways of developing a new sales approach is to take this challenge. Give yourself one day to find five different ways to sell your product.

        Each sales approach you develop should include a minimum of three of the tendencies discussed in this article.

        This isn't as easy as it sounds! By forcing yourself to find five different ways to sell your product, you'll come up with at least one that is very effective. You can then try all five and see which one produces the most sales.