One day I'm going to write a book about copy, and it'll be studied and read for a 100 years, but until then...
...I'm going to write and share the most powerful psychological tools in marketing here that I'll include in that book, so with that in mind...
You know what I love about copy...
...How when you write it, there is that one thing that gets you, that won't let go, that holds tight and grips and keeps you glued to it...
...Leaving isn't an option, because if you leave, you've admitted to being wrong, you've failed, and there's no other way to go than through...
...Through the checkout page.
Most copywriters take a good decade of writing copy before they can reach this level where they can write intricate psychological hooks that compel people to take action...
...Or rather, compel them to compel themselves, and that's really the magic in copy...
...We're never convincing them of anything; we're merely convincing them to convince themselves.
And one of my favorite structures to insert in copy is to use psychological binds, a series of thoughts that they can not disagree with...
...Because if they disagree with them, they disagree with themselves.
There are many, but one of my favorites is the ones that speak to the ego.
The "you're smart enough to" is one of the more powerful ones and I recently used it on a close for an offer selling marketing services to attorneys.
I closed the offer with this:
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"Now, the only question is...
...are you going to do this now, or are you going to do this a year from now?
And are you going to do it only once you realize how much money — how much opportunity — you've lost?
Look, you’re not dumb, you're smart.
After all, you went to law school.
You got where you are because you’re smart.
You’re smart enough to see when something is going to work for you.
You’re smart enough to recognize when something makes sense.
You’re smart enough to know what you know, and most importantly, you’re smart enough to know what you don’t know.
And we both know you’re smart enough to know there’s no risk — that's why it’s a free consultation — where we'll show you what you don’t know, what you’re missing, and what’s going to take your firm from being just another option in the city…
...to being the dominant firm — the authority, the benchmark, the standard everyone else measures themselves against...
...The one that never chases clients, but rather has everyone chasing them...
...The firm that chooses only the best cases, instead of taking what they can get.
You were smart enough to get to this level, but being smart enough to know what you don't know is what's going to take you to the next level...
...The only thing standing between you and being #1 is what you'll discover on this free call".
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Notice how the ego glows and glows, and if they reject this, well...
...What do they have to admit? They're not smart, and what's the opposite of smart? Dumb, stupid, ignorant — it's not a great feeling, hence, notice how I put that up there "You're not dumb".
Now that you know these mental binds work well, you're smart enough to start using them everywhere in your copy.
See what I just did there?
Have a great Tuesday,
Alen