One of the best books I’ve read on the subject of buying psychology (and I’ve read a lot of them) is Influence: The Psychology Of Persuasion by Robert Cialdini. Regardless of your archetypal persona, I highly recommend that you pick up a copy of this book. I’ll admit that when I first saw the title, I was skeptical about the…
This is a highly personal piece and one that, as a private person and a textbook introvert, it took a great deal of courage for me to write. I did so for the thousands of women out there just like me who were raised by a narcissistic parent and are still feeling the aftershocks. This is something I’ve never shared…
I recently had the opportunity to interview Dr. Ken Nowack, a licensed psychologist and co-editor of Consulting Psychology Journal: Practice & Research, published by the Society of Consulting Psychology. This international journal’s mission is to advance knowledge and practice in all areas of consulting psychology. Dr. Nowack has conducted and published research related to coaching, leadership, neuroscience, and other related…
Before you write a single word of sales copy, you need to figure out two things: Who your reader is, and what your reader needs. If you don’t know who you’re talking to or how you can help them, then you’re just putting words out there and hoping for the best. That’s not much of a plan. Understanding who your…
If you’ve got a goal to reach or a problem to solve, you’re focused. Time is of the essence, and you don’t want to waste any of it plodding through the thick of things to get to a solution. This is why most people have learned to be more specific when seeking assistance. For example, the majority of people looking…
The concept of short-term memory was first made popular by psychologist George A. Miller’s 1956 article on capacity limits in information processing. According to the article, under normal circumstances, most adults can keep about 7 (plus or minus two) items within their short-term memory. That’s seven numbers, seven letters, seven tasks, and seven tones, and so on. Smith stated that “The span of…
Circumstances have changed, fads have come and gone, but it seems that human beings haven’t changed all that much in the past 50+ years. For the most part, we still have many of the same desires, hopes, and dreams as those who came before us. Understanding what it is that drives your right people will help you tap into their…
I have a new article out today in Handmade Seller Magazine on The Psychology of Pricing. Inside I share 5 tactics to help you turn prospects into loyal buyers. Here’s a little something to get you started… The Psychology Of Pricing: Five Powerful Tactics You Can Start Using Today A lot goes into a price. That’s because we expect…
My article on Neurobranding (branding driven by Psychology principles) is out in the latest issue of Handmade Seller Magazine. It’s all about how to use Psychology to build a powerhouse brand. Here’s a sneak peek… Psych Up Your Brand: How to Use Psychology to Create an Unforgettable Brand With a record number of new businesses launching on a daily…
In a perfect world, everyone would be interested in buying from you. In the real world, you find success by speaking specifically to your most-likely-to-buy contingent. These people, known as your ideal market segment, are your best prospects. Statistically, they make up about 20-35% of your traffic. Your ideal customers are likely to have the following in common: They need…
