Ever noticed this … that if a sales promotion, offer or argument is accepted by many in the industry it is perceived to be accepted by the masses, or by the person’s peer group, your customers will accept the proposal as well.

People like to be accepted. They think that if it’s okay for their friends, their peers or the people they look up to, it’s okay for them too.

Notice that when you go to an event and one person starts applauding, the rest of the room follows … even if the performance isn’t worth applauding.

You can capitalise on the “Me Too” Principle in the sales process by showing prospective customers testimonials from clients who are of a similar profile to them or are leaders in their field. That way they can see that someone similar to them has chosen to purchase the product AND experienced great results. And – in their minds, if it worked for those people it will work for them too.

“Already 7234 of your peers are already profiting from xxxxx.”

“Who Else Wants to SAVE $180,000 on Their Home Loan?”

“432 Brisbane Home Owners RAVE about XYZ Widgets - You Will Too - Here’s Why”

Exercise:

1. Capture as many testimonials as you can from clients. Create a testimonial sheet and categorise testimonials as to market segment, geography, industry type, age and/or product purchased. Use these categorized testimonials to promote the “Me Too Principle”. Use the testimonials that best match the market segment you’re targeted.

2. Can you use the “Me Too Persuasion Principle” as an angle in your advertising material?

Love some help capitalising on this principle in your marketing? Let Kristina Mills and her team of copywriting and marketing experts help out. You can call us on 07 3353 1107 or click here.

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