entails presenting both sides of the argument (albeit it must be done in such a
way that you are still able to sell your side of the argument but without your
biases being too obvious). By presenting both sides of the argument, you will
get the appearance of being more trustworthy. After all, individuals do not
like to be manipulated, so they lean away from one-sided sales pitch and
towards those that gives off some semblance of fairness. In addition, by
employing the double-role persuasion, you will make your target buyers feel
as though they have already done their research. This works in your favor
because (1) if they do not do research at all, then it means that your version of
the sales pitch will be your target buyers’ sole source of information with
regard to the product and (2) if they do not feel manipulated into making a
purchase, then they are, in fact, more likely to make such purchase.
Psychological Trigger #11: Length implies strength.
Finally, we are onto our last psychological sales trigger – length implies
strength. Now, this last concept finds application in various forms of
advertisements, from TV commercials to print ads, but it proves most
effective when it comes to printed materials. Basically, length implies
strength simply means that the sheer length, amount, or volume of proof that
you have as to the effectivity of your product or service will be viewed as
indicative of the strength of the said product or service. Now, we say that this
is more effective for print ads than it is for other media because print is
harder to consume and digest. While people might still watch or listen to
commercials, and afford to be discerning, most people do not have the time to
take a moment and digest long-form sales pages or read through testimonials.
That being said, including a lot of testimonials or other scientific backing to
the claims of your products or services will allow your products or services to
be viewed in a positive light. In a world where individuals rarely take the
time to read very long text posts, the sheer length and amount of information
can easily be taken as a good sign. Of course, it is better to make the content
as engaging and possible, and to ensure that the claims are true, but it is
worth knowing that length alone can-do wonders for your sales or marketing
pitch.
As you can see, these 11 psychological sales triggers are quite common and
definitely things that we encounter on a daily basis. This is especially the