Language Patterns, Try to Resist…
Strategy: Try to resist.
Use this piece of language to position your offer, product, sale or concept. “Try to resist this tempting offer.” The word try implies you will not be able to. Nice positioning for a price, a benefit or an offer. Try to resist the offer at the end of this book…if only you could.
Strategy: You could notice how good it feels when you X.
This language pattern implies you will feel good if you do X. X could be buying, taking the next step or agreeing to an appointment. “You could notice how good it feels when you initial the order form.” “You could notice how good it feels to make a decision.” “You will notice how good it feels to get this behind you and on the track to success”.
Strategy: You may not know that X will give you Y.
In language, this is known as presupposition. It assumes that what follows is a fact. For example, “You may not know that this product will double your results in 30 days.” Try to make specific references between the action you want them to take and a dream, goal, or financial gain. You may not know, this training can make you a millionaire in the next seven years. And if you did know, that would only get you there faster.
Strategy: You may not be aware of X.
The same as the above. “You may not know how good this product is for you.” You are not asking them to directly agree with you. You are just making a very matter of fact statement. And because of how it is said, they tend to accept it as fact. You may not know, how dramatic this will change your life for the better”.
Strategy: People can, if they need/want to X.
Using the term “people” distracts us. We assume the person is not talking to us, so we tend to relax. However, combine with they need to and we get a mixed message — we need to do something. The message is even more powerful if you point to the person and change your voice inflection on the phrase, “They need to.” For example, “People can, if they need to, purchase our product at a discount today.” It is a direct command for them to buy at a discount. You can even take it a step further by adding their name to the pattern. “People can, John (point to them as you say their name), if they need to go on this exciting three-‐day program.”