One sentence you can use to increase sales
The principle of consistency is how you get customers to sell to themselves.
From Robert Cialdini's Influence: The Psychology of Persuasion.
People like to be consistent with their identity or sense of self image. In other words, if I’m a person who thinks of myself as a “healthy” person, then I’m more likely to undertake actions that I consider to be “healthy”.
I accidentally applied the law of consistency when building Underdog Con.
When someone signs up for a conference, I would send them a personal email, "Thanks for signing up. What made you join Underdog Con?".
Initially, I was just trying to gather information.
But the replies turned into something else. They became th reason people showed up on time, and stayed till the end.
Here's why.
When someone replies, "I signed up because I wanted to meet other people", or "because I want to sit on the talks", they said out loud what they want.
Their words, not mine.
Once its written (or spoken), they feel the pressure to behave like the person who wrote it. Leaving the conference early or not going around to meet people, would make them a liar to themselves.
This worked so well, I've used it in every Underdog Con since. Including all the campaigns I run.
It's also the reason why upsells works.
In an upsell, you first turn a cold stranger into a customer with a small purchase.
But the moment they buy, they're not a stranger anymore. They're a customer. And staying "consistent" with that, asking for a second yes is easier, because they are already a customer.
Speaking of the principle of consistency...
A strongest version of commitment is one other people can see.
Which is why I like what Claudia does in Build a Founder Brand workshop. Everyone leaves the workshop with one video filmed and posted.
You leave as a different type of founder. A kind of founder that puts themselves out there.
The WhatApp support group keeps you consistent, to continue building your online presence by following through with the content plan you design during the workshop.
Thursday, 3rd September.
9AM to 5PM
CommonGround, Bangsar South.
Join the workshop (discounts closes tonight, 11:59PM)