The Psychology of the Sale

Ladies and gentlemen, boys and girls welcome to another fantastic episode of the List Building Lifestyle Show, the place where we unlock the secrets of online success one email at a time. I’m your guest host for today, an artificially generated voice channeling the spirit of Donald Trump here to introduce a truly special episode. 

Today, Igor is diving into a topic that’s at the heart of every email marketers strategy, the choice between attracting your audience with lead magnets or taking the bold step of going straight for the sale. It’s a crucial decision folks and getting it can make a huge difference in your business. Igor will discuss training your audience to look forward to offers and delve into the underlying excitement that drives people to make purchases. 

He’s got the insights, the experience and the know-how to guide you through this. He’s going to break it all down making it simple yet comprehensive, so you can walk away with clear, actionable strategies to apply to your own email marketing efforts. So prepare your notepad for an insightful episode. Over to you Igor, let’s elevate our email game.

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I’m Igor Kheifets, and this is the List Building Lifestyle, the podcast for anyone who wants to build a wildly profitable email list working from home. If you’d like to make six figures, travel the world, and help people improve their lives in the process, this podcast is for you. I also invite you to claim a free copy of my best selling book, the List Building Lifestyle Confessions of an Email Millionaire at igorsbook.com. Get the free book plus a $3,000 Bonus package includes my best capture page templates, email swipe files, and traffic blueprints. Visit www.igorsbook.com. For details. And now it’s time to claim your list building lifestyle.

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Should I put the lead magnets first it transitions people to a sale, rather than just go straight for the sale is basically because you’re afraid that by by putting the offer in front of people, you’ll either annoy them, they’ll either hate you or that they’ll reject you and not buy from you, as if sweetening the pot. Or speeding the interaction with a freebie will somehow make them more receptive to a paid offer. Or otherwise make them hate you less when they actually discover that you’re leading them down to a pitch? 

Well, as someone who’s done it both ways, I can assure you that the more profitable and the smart thing to do for your business. And by the way, for your sake to for your mental health to is to actually go for the sale, when they’re on your list, you don’t need to keep sweeping them, you know, sweetening the pot and trying to to somehow to wrap it right in the in a shiny wrapper necessarily, or to feel good rep, you can just go and sell it will teach you to do it. And it will condition the list to buy from you. If all you do is send out freebies, they’ll expect freebies from you, and they won’t take you seriously, they won’t want to buy from you. That’s the reality of conditioning your list to get free stuff from you. 

You know, one of our commandments here is we don’t send out free stuff for the sake of free stuff. If I am choosing to send a freebie, then it’s a strategic one. And it’s not going to hide the fact that I’m going to sell something. You know, even when people attend my webinars on the confirmation page, I say hey, by the way, on this webinar, I’m going to teach you some stuff. And I’m also going to pitch you something. If you have a problem with that. Just make sure to attend the first 30 minutes, or don’t attend at all right? 

So you want to condition your audience to buy because you’re building the audience to make money. Because I assure you even if your number one desire is to help people, you can’t help anyone if you’re the one in trouble. Remember, there’s a reason why when you’re on the plane, and you’re, you know, going through the safety briefing, they always keep saying put your own oxygen mask first. Because if you don’t have the oxygen, you’re not going to help anyone, whether a loved one, a friend, colleague or anyone else, your oxygen is the money, accept it, know it and pitch, but never do it from the back of your heels. 

The other thing I think you’re forgetting is maybe something you just don’t know because you’ve never done this business before. And it’s really impossible to know until you’ve done this business by the way. People love to buy, they hate being sold, which means they’d been pushed into sale. They hate being tricked into a sale, but they love to buy stuff. 

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So whenever you’re promoting something, we know that if you’ve picked the product for the market, if you’ve done the whole market to product match, right, your market loves buying stuff. For example, I bought tickets for an ACC concert last week, they cost me a lot of money. So for me and my wife, they cost me three grand when I was hitting the button to buy them, my heart was racing, and I was excited. I was imagining myself at the concert. Now, I’m not even starting to think about the plane tickets. I’m not even starting to think about the babysitter cost. 

I’m not even starting to think about the cost of the hotel. But it all pales in comparison to the idea that my lifelong dream to attend an AC DC concert is finally coming true. So, this is how we feel when we buy stuff we want. And 99% of things today that we buy, especially online, is the stuff we want. Not the stuff we need. And stuff we need is air, which we get for free, water, which we get for nearly free and shelter, which we could get for free if you wanted. But for the most part, you know, we’re able to get shelter already. 

So the stuff that we buy, is the need, is the one stuff that we want. And that means that whenever we buy it, we feel excited. You know, when I get online, and I finally find a website that is able to ship Modafinil to Canada, you know, the previous website was using get shut down. So now the cost of getting him a Modafinil candidate for me is actually 300 bucks for Modafinil and 300 for the shipping, which means I actually paid close to $700 to get what I would have gotten in Europe for 20 Euro.

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I was upset about that, but not as much as I was excited about having Modafinil. So even if there is a bit of conflict happening there still, the desire for what I want is greater and this satisfaction for getting what I want is greater than any annoyance or frustration that I’m experiencing in getting it and I will cherish it more, I will use it with better care, right, I will be more strategic. I’ll value it as opposed to getting it for 20 cents or something you know and not value.

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Thank you for listening to the List Building Lifestyle, get access to the previous episodes, transcript of today’s show, as well as other exclusive content at listbuildinglifestyleshow.com. Also remember to claim your free copy of my best selling book at www.igorsbook.com. It explains how I made millions with list building starting from scratch. Plus, I’ll give you a $3,000 worth of free bonuses, including my best landing page templates, email swipe files and traffic blueprints. Go to www.igorsbook.com Now to claim your free package.