One of the biggest mistakes that most marketers make is they have a good product or service and they just “throw it up there” and hope the prospect can “connect the dots” and buy it.
Stop being lazy.
In this short 9-minute video I explain the power of Framing Your Offers and how it can be a great persuasive technique. Of course, the concept has been well known for thousands of years, but Mark Joyner puts a unique spin on it.
Increase your conversions by 6 fold by framing your offer. I’ve been doing it for years and swear by it. I’ll be showing an actual example of a campaign in the coming weeks.
[vimeo]http://www.vimeo.com/9937214[/vimeo]
Roger says
Mark Joyner’s “Irresistible Offer” is a highly recommended book that supports your video, Jerry. Another book worth looking into for persuasion: “Subliminal Persuasion” by Dave Lakhani. A lot of Frank Kern’s Mass Control stuff is discussed in Lakhani’s book although I believe the book was produced about a year before Kern’s program came out.
Quick question: aren’t you essentially framing a future offer for your membership program when there are openings by saying “it’s closed and there are no plans to re-open it?” ;)
Jerry West says
Roger,
If my initials were MF you could have a point, but that isn’t what I do and I have a pretty strong record. The membership will not be reopening.
Roger Bauer says
Jerry,
Good point, and I totally get your drift on the initials. ;)
Roger
Peter Buick says
Frank openly admits to knowing only one NLP technique, which he uses over and over again.
Oh look a camel!
But it works very well for him. You should have guessed what it is by now.
And I was saying I really don’t mind if you buy my emotive music or not.
OK you really should have guessed the technique by now. By definition, marketing has always been about framing and positioning, so Jerry’s is a great reminder. What most people miss with SEM is what the frame actually is. And that’s what separates the haves, from the have nots.
Damn that camel…
Peter
Jerry West says
Peter,
Love the “camel” reference.
Next month I will show you a real example of the Frame in action. I will be dusting off one of my old campaigns and showing how and why it was effective.
Bill D. says
Jerry,
Great post. Being a lawyer we are taught to frame our arguments to persuade juries and judges. Its one of the foundations of persuasive argument. But I had not really thought about (or applied) this method to my Internet marketing. Duh! I look forward to reading Mr. Joyner’s book.
Speaking of books, yours is truly one of the best. Maybe its the lawyer in me, but I have a pretty sensitive BS meter. And after having done quite a bit of research, I can say your Google Best Practices Guide is the only SEO book I could find where the recommendations and best practices are backed up with proof, evidence of what works and what does not work. Please continue to add to this important body of work.
Bill
Jerry West says
Write it down … a lawyer who likes me. I think this is a first.
Thanks for your comment Bill. I like to leave the BS at the door. Joyner’s book is excellent.
Roger Bauer says
Peter,
Frank knows a lot more than one NLP technique for sure. You know it, and I know it … it’s as simple as that. ;)
That’s part of his “pattern interrupt” routine to make you think he’s not really trying to persuade you to take some sort of action. His whole shtick is based in “Mind Control” & NLP patterns, and the subtleties of what he’s doing can be very educational if you study that sort of stuff.
Once people become adept at persuasive language, it becomes second nature so they don’t even realize they’re doing what they’re doing after awhile.
Another great book on persuasion “architecture”: “Mind Control Language Patterns” by Dantalion Jones. Bill, as a lawyer, you may appreciate some of the techniques discussed in that book as well. Even if you don’t use them yourself, it’s good to know when someone is trying to use them against you.
Roger
PS–Where’s the camel? Haha!
Jerry West says
Hey Roger,
I’ll have to pick up that book and give it a read. Have you read Joyner’s other book, “Mind Control Marketing”?
Roger Bauer says
Jerry,
Indeed. I’ve been digging into the mind control stuff a lot lately to help with my copywriting … even though I’m miles from where I was, there are many miles to go. ;)
Roger
Debi says
Good video, Jerry! I should probably reread “The Irresistible Offer,” as I distinctly remember being pretty blown away by it when it first came out a few years back. I’ve added a lot to that particular knowledge base since then, so it might be interesting to revisit the material with my “new and improved” brain cells. ;-)
chiropody manchester says
Excellent ideas here, have emailed my mum so expect a big reply!!
Siberian says
Jerry, thank you for the valuable lesson – the best one I’ve learnt here!
Waiting for more examples on using this technique!
Sculley says
Thanks for this tip, Jerry. You referenced: I will be dusting off one of my old campaigns and showing how and why it was effective. Did you end up doing that and if so, do you have a link to that post?
Thanks so much!
Jerry West says
It will be posted in April.
Sculley says
Will look for it. Thanks!
Not sure where to post this….are you thinking about adding a Subscribe by Email option or is there a reason you don’t do that? I’d love to receive your posts via email.