User Power
Value/Post Ratio
137%
- Jan 11, 2013
- 128
- 175
Can you tell I've been working on my copywriting? 
So I've been reading a book called "The As If Principle" (highly recommended) and I want to share with everyone the best single point I've gotten out of it so far, which takes the least effort to incorporate and see results. Wiseman calls it the 'foot-in-the-door' technique.
The as if principle states that our behaviors determine our emotions, not the other way around. ie we are happy because we smile, we are angry because we yell, etc. This basic, widely proven principle is what causes the foot-in-the-door technique to be so effective.
To incorporate this technique into sales all you have to do is convince people to do something that requires so little of them that they'll almost never refuse. This little thing should make them act as though they're a supporter/user of your product or service. One example given in the book relates to charity. Knocking on people's door and asking them to donate to a cancer charity resulted in 46% writing a check. But by asking them instead to simply wear a pin for two weeks that shows their support, over 90% of these people donated when they were asked. By making people act as if they support the charity, they came to believe they're the type of person who would in fact support and donate, increasing their chances of actually doing so.
Now for yourself and your action-taking. Rather than talk to yourself about how you're an action-taker or read about action taking, just go DO SOMETHING. ANYTHING. After taking any small (but real) action, your mind will re-shape its beliefs to support the fact that you ARE the type of person to take action, because your behavior says so. And once you believe you're the type of person to take action, you'll most likely continue to take action in order to avoid contradicting your beliefs.
I think this is all supported by the awesome Tony Robbins video @Peakdesire posted last month too, which I just came across the other day. TR mentions that our beliefs about our potential support our action(or lack of) which creates results and supports our beliefs. It's all cyclical. Do you choose to spiral up or spiral down?
So I've been reading a book called "The As If Principle" (highly recommended) and I want to share with everyone the best single point I've gotten out of it so far, which takes the least effort to incorporate and see results. Wiseman calls it the 'foot-in-the-door' technique.
The as if principle states that our behaviors determine our emotions, not the other way around. ie we are happy because we smile, we are angry because we yell, etc. This basic, widely proven principle is what causes the foot-in-the-door technique to be so effective.
To incorporate this technique into sales all you have to do is convince people to do something that requires so little of them that they'll almost never refuse. This little thing should make them act as though they're a supporter/user of your product or service. One example given in the book relates to charity. Knocking on people's door and asking them to donate to a cancer charity resulted in 46% writing a check. But by asking them instead to simply wear a pin for two weeks that shows their support, over 90% of these people donated when they were asked. By making people act as if they support the charity, they came to believe they're the type of person who would in fact support and donate, increasing their chances of actually doing so.
Now for yourself and your action-taking. Rather than talk to yourself about how you're an action-taker or read about action taking, just go DO SOMETHING. ANYTHING. After taking any small (but real) action, your mind will re-shape its beliefs to support the fact that you ARE the type of person to take action, because your behavior says so. And once you believe you're the type of person to take action, you'll most likely continue to take action in order to avoid contradicting your beliefs.
I think this is all supported by the awesome Tony Robbins video @Peakdesire posted last month too, which I just came across the other day. TR mentions that our beliefs about our potential support our action(or lack of) which creates results and supports our beliefs. It's all cyclical. Do you choose to spiral up or spiral down?
Dislike ads? Remove them and support the forum:
Subscribe to Fastlane Insiders.
