The following is from Dr. Robert Cialdini’s Inside Influence
of the real-world threats that your company’s goods or services can alleviate
should be accompanied immediately in time by clear, specific, effective steps
they can take to reduce the danger.” The whole article is very intriguing. Take a look at this
article, and see if you can apply some of the wisdom to your own eBay listings
and descriptions. The right application of this research will immediately
increase sales and improve your eBay selling overall.
bonuses, additional information, or your specific expertise), you differentiate
your products and gain greater market share and mind share.
something else that Cialdini notes: “Potential customers are more
motivated by fear than the opportunity for gain.” Now that’s intriguing.
It goes against traditional marketing philosophy that stresses positive
benefits. Usually we’re taught to list all the great things that the customer
will experience after purchasing the product. The sale, however, relies more on
the fears that motivate the buyer in the first place. Cialdini has the data to
back it up.
persuasion, I highly recommend reading Cialdini’s books (or listening to his
audio resources). The level of detail is deep, and the insights are numerous.