Ever notice how the various professions create new terms to try to make us feel stupid?
I hope you don’t do that to your readers. And if you catch me doing it, slap me. Please.
Now then… a “successive approximation” is a rather silly term for a psychological trigger that you, as a marketer, really should know…
Because it can put money in your pocket.
Here’s what it is in a nutshell:
Once someone has performed an action – no matter how small – they’re more likely to continue performing additional actions that are in line with the first action.
In fact, they might even feel obligated to go along with larger requests.
So when someone has just given you their email address on your squeeze page, they are more likely to buy your $7 ebook than someone who hasn’t given their email address.
And when that person buys your $7 ebook, they are more likely to buy your $47 product, as so forth.
That first act of giving their email address creates a bond between them and you, and they feel obligated to continue taking action.
As marketers, we call this the ‘foot in the door approach.’
And it’s why we don’t start out selling $1,997 courses to strangers.
The takeaway: Keep this rule in mind for all of your marketing, not just sales funnels.
Getting people to take a small action such as sharing your post, liking your picture, replying to your tweet, filling out your survey and so forth is your foot in the door.
Now your job is to keep asking and let your prospects and customers keep saying yes.
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