The purpose of any sales messages is stimulate people to say “yes”. To generate a “yes” response in many of selling situations, it important to know the psychology of fixed-action pattern for writing sales messages. Fixed-action pattern, is an innate behavioral response released by a stimulus that runs until to completion.
An example of fixed action patterns in nature is the red-bellied stickleback (fish). The male turns a bright red/blue colour during the breeding season. This colour change is the fixed action pattern in response to an increasing day length which is the sign stimulus.
How To Stimulate People To Say “Yes”
Image credit: michelle
Here, are three key rules identified by psychologists, to stimulate people to say “yes”:
Consistency – We are driven to remain consistent in our word. When we are led to make a commitment of some kind, there is an urge to remain consistent with that original commitment later on.
To stimulate people, try to ask first, then build on that commitment. To getting readers to make a decision, asking them to agree to a simple request, such as making a simple questionaire.
Once people take a decision, you establish a new psychological “commitment”. Small or not, no matter, you get the initial commitment. Now, you can build on this small commitment and try increasing requests.
Reciprocity principle – When something is done for us there is an urge to responding with another positive action. The rule of reciprocity requires that one person try to repay what another person has provided.
For instance, give people something for free that’s related to your product or service, a free book, report, tutorial, or anything else can be indispensable for them.
The urge to “repay” makes possible the development a continuing relationships. According to the rule, this sense of future obligation persuade people to make a purchase.
