There is an old sales technique from the 1970s that works very well on the Internet. I know because I’m an old salesman from the 1970s! 🙂 It’s called building “yes momentum” and it works incredibly well to raise conversions on sales letters, one time offer pages and squeeze pages too.
I want to share with you how it works and how you can begin using it today.
But first, let me ask you three questions.
- If there was a marketing strategy that you believed with all your heart would work for you would you spend one hour to put it into practice? Not one hour a day – one hour ever.
- If you could increase sales with your current level of traffic would that have an impact on your bottom line?
- Do you want to sell more products with less effort starting today?
If you answered yes to all three of these questions (or any of them!) then you just experienced what “yes momentum” is all about.
SIMPLE BUT EFFECTIVE
The idea is simple but highly effective.
The premise is this – if you can get your prospect (be they a visitor to your site or a reader of your ad or article) to say “yes” in their head enough times then when the time comes for them to decide to buy or not buy the momentum of the “yeses” will carry them through and more of them will buy.
This method works. I use it all the time and in almost all of my marketing.
The wonderful thing about it is that you can increase sales without needing more traffic. While many believe that more traffic will increases sales the fact is that many people are getting the traffic they need now but not converting that traffic into sales.
I’m all for getting more traffic but I’m just as interested in converting as many visitors into customers as possible.
This technique will help do that.
Let’s look at where you can use it and I will share a bit from my experience about how to use it too. This technique works very well in these marketing locations.
If you know squeeze pages then you know they need to be short and to the point.
One technique that works well is to use only questions on your squeeze page.
The secret sauce here is to ask questions you know the prospect will answer with a “yes”.
When you do that you build “yes momentum” and more people will opt in than ever before.
When it comes to sales letters you need to choose where you put the “yes momentum” section.
The best place I’ve found to use it on a sales letter is in the recap section – the area where you are recapping what they get.
This usually comes after the price justification section where you show them why your product is worth the money you are asking.
The key here is to shift the conversation from telling to asking by saying (in headline font) something like “How can you know if this is right for you?”
Then you follow that with your “yes momentum” questions.
Remember to make these questions that most people will quickly answer with a yes.
One Time Offer Pages
I don’t like OTO pages but I do see the value of them when it comes to up-selling, so I will cover them here in case you use them.
If you are going to use “yes momentum” on a OTO page the best way to do it is to tie the questions into the product they just bought and less into the one time offer.
Here’s an example. Let’s say you just sold a book for $20 and now have a one time offer of $197 for the video series from the book material. That’s a common, and effective, use of a OTO.
The way to use this technique here is to say something like …
- Want to save time?
- Want to put what you learn into practice immediately?
- Would it help to see what I’m teaching in practice rather than just reading?
- Want to look over my shoulder as I do what I teach?
These questions aren’t perfect because I’m talking about a generic product but you get the point.
I would use the “yes momentum” questions as a lead in to the one time offer and not in the conclusion.
Thank You Pages
Thank you pages are the most valuable real estate online.
Because when your new customer lands on that thank you page they are at the happiest and most optimistic point possible.
They just purchased a product they believe in enough to pay for and are ready to get started.
You know the feeling. The world is chock full of possibilities and you can’t wait to get going! It’s call enthusiasm and it is a powerful selling force.
So why not capture that enthusiasm and ask them three simple questions and get them to take the next action as well?
NOTE: I’m not talking about a one time offer page here, I’m talking about a traditional thank you or download page.
The key here is to determine the most valuable action you want them to take.
In my view, the most valuable action to ask your new customer to take is to refer you to others.
Because their enthusiasm is high they will be happy to share with their friends.
There are three steps to do this.
First, you need a set of “yes momentum” questions. This should be simple since they just bought from you.
Second, you need a “tell a friend” form for them to fill out. I use and like a product called Instant Form Pro.
Third, you need to decide if you want to go for the pure recommendation or create an incentive for them to share your sales page. I don’t like to incentivize here personally because it leads to junk email addresses entered for the sake of getting the prize.
I do like, and use, the straight-out asking for the referral technique. And it works very well.
In today’s world of spam filters and short attention spans, shorter emails work better than 1000 word articles. This is why “yes momentum” questions work so well in selling emails.
Here’s an example. Let’s say you are selling a business opportunity that empowers people to work from home selling products as an affiliate.
Three “yes momentum” questions might be.
- Want to work from home but not sure how to start?
- Do you need to create a powerful income fast?
- Tired of the hype and high pressure and just want to facts about making money online?
Again, these are not perfect questions because I’m writing about a generic product, so I can’t get super specific. But you see the point.
Solo ads are emails sent to the entire list of an ezine publisher (or other list owner) for a fee. Your email goes to the list and only your email, hence the name “solo”.
Since solo ads are actually selling emails the advice above applies so try that in your next solo ad and track results. I believe you will like what you see.
To use “yes momentum” with classified ads make the entire ad a series of short “yes momentum” questions. Here’s an example using the copy above.
Do you need to create a powerful income fast? Tired of the hype and high pressure and just want to facts about making money online? I was too and found a real solution! <<URL HERE>>
I’m sure you know Twitter but are you making any real money on Twitter? The only way to make sales using Twitter is to get the click.
The best way to get the click?
You guessed it … building “yes momentum”!
Because you are so limited on Twitter I recommend using only one question per tweet.
This works very well for me and I hope it works equally well for you. In fact, I have found this to be the second most effective way to get clicks on my Twitter account.
How can you put this into action in your own business? Here are three ideas.
- First – Write out your list of “yes momentum” questions. Start a list on paper or your computer and add to it over the next few days. Refine the questions
- Second – Choose where you will use “yes momentum”
- Third – Test the idea to see how it works for you.
The idea of “yes momentum” works incredibly well when used strategically. I hope this article helps you see how to do that and that using “yes momentum” helps you sell more than ever before.
Because more sales – especially when what you sell helps real people – is a beautiful thing indeed!