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How Much Is Your Popcorn Worth?: Powerful Lessons In Marketing And The Psychology Of Selling - Part 3Let's continue to discuss the various marketing principles that are involved in "popcorn marketing":2. Utilizing (and Creating) the Right 'Frame of Mind' Having popcorn on it's own may not mean much to people, but having it while enjoying a movie is something entirely different. It's this 'frame of mind' that cinemas are taking advantage of by providing the popcorn when you really want it! They're selling it when and where you're most ready to buy it. If they tried to sell you popcorn an hour before or after the movie screening, they would have a hard time convincing you to buy their over-priced popcorn. Similarly, if they tried to sell you the same over-priced popcorn on the side of the road, you'd probably laugh at them. This is a very important concept to understand. Timing is everything! It's easiest to sell to a customer when he is ready to buy! Not when you're ready to sell. (And yes, there are ways to get the customer 'ready,' which I'll discuss shortly.) The other 'frame of mind' they're using is something that they themselves have created over the years. That is… people now expect to pay higher prices the moment they step into a movie theatre. It's almost as if they've suddenly stepped into another world where paying higher prices is 'normal' and even 'acceptable.' 3. Upselling and Backend Marketing Moreover, the theatres continue to build on another 'frame' that the customer is in. He has just paid $6 to $12 for his movie ticket. He is in the "buying" frame of mind. And, while he is in this buying mood, the theatre decides to continue that 'flow' and "upsell" him. In other words, they offer him additional products that would enhance his 'movie-going' experience. Since people already believe that popcorn will add to their entertainment, it becomes an easy sell. Consider another existing frame that people are "on a night out" and want to enjoy the evening and be entertained, the 'cost' of the additional popcorn and soda become insignificant since the popcorn and soda adds to the overall entertainment value. It's similar to when people go to Las Vegas, or when they're on vacation. Many of them don't worry so much about paying higher prices for stuff while they're on vacation or on a 'getaway.' It's almost as if they've stepped into another world where price is not that big of an issue anymore. Pleasure, satisfaction, comfort, and entertainment are their primary concerns. But, the theatres don't stop with just popcorn. They continue to build on that flow and momentum by tempting the customer with sodas and other goodies. Most people who buy popcorn would want something to wash it down with, especially since popcorn is a salty snack. I have often seen people walk into the theatre with a bucket of popcorn, sit down, start eating, and then get up again to go buy a soda. How can you use this in your business? During 'check out,' offer the customer an upgrade to your additional product, or provide additional "related" products that he may be interested in buying. You can do this through your 'order page.' And, you can also do it after the initial order, through your 'thank you / download' page by placing links to additional products that he may find useful. Since the customer is 'in the buying mood' right now, with credit card in hand, it's the best time to offer him other useful products. Again, you're selling to him when he's ready to buy. Also, how many products can you offer as backends (in the future) that would be easy sells to your existing customers? Take some time out to really think about this one. In most cases, there are a ton of related products that we can offer to our customers - things we normally wouldn't think to sell to them. Here's another great example of backend selling… We used to have a theatre in our area where you could see fairly new movies (about a few weeks old) for just $1.50 to $2.00. They had made special arrangements with the copyright holders. Naturally, this theatre didn't make its money by selling movie tickets. The bulk of its income came from the over-priced popcorn, sodas and other snacks. :-) It's no wonder that one of the most effective online marketing strategies is to offer customers an inexpensive front-end product (or even something for free) and then continue the flow by offering them bigger, higher-ticket items in the future. It's the 'baby steps' strategy… get them to take a 'small' risk less action first, be it subscribing to a free report, or buying an inexpensive front-end product. Then, build on that by getting them to take a slightly bigger action. Each time they take a step towards you and are rewarded for it, they are more likely to take the next bigger step in the future. You can build on the momentum over time, and condition them to keep taking action. About the author: To read the rest of this special report, you can download it here: http://www.trafficstrategiesonsteroids.com/popcorn.pdf...Ian Canaway will help you launch your very own money making website today that's 100eady to take orders and pull in massive profits for you right now...guaranteed! Visit: http://www.asuccesfullhomebusiness4u.com Circulated by Article Emporium Tips in Choosing Your Printing Company At present, there are lots of printing companies in the market. All of them want to have your business and help you achieve your company goals. I know that having them can make you confused on who is the best among the rest and who can offer you the best deal with lots to offer. Ba... How To Use Direct Response Card Decks As A Market Research Tool... (c) Copyright 2004 Thom Reece All Rights Reserved Market research specialists have a secret tool which enables them to: ==> quickly identify target market cells, ==> measure buyer acceptance, ==> test new product or service concepts quickly and inex... How to get an Internet Marketing Education Without Spending a Nickel Do you want to create a passive income? Are you bewildered by all the educational Marketing products out there? Are you on a low budget or trying to escape from a huge debt load? Well, I answered a big "Yes!" to all the above, especially, the last one ... How Much Is Your Popcorn Worth?: Powerful Lessons In Marketing And The Psychology Of Selling - Part 3 Let's continue to discuss the various marketing principles that are involved in "popcorn marketing": 2. Utilizing (and Creating) the Right 'Frame of Mind' Having popcorn on it's own may not mean much to people, but having it while enjoying a movie is something ent... Out of Sight; Out of Mind; Out of Business Out of Sight; Out of Mind; Out of Business …4 reasons to look at contacting your customers on a monthly basis. This article addresses those who don't have a monthly contact process with your customer base. Call this contact process a newslett... Is Traditional Advertising Dead? Talk to almost any advertising agency, or Fortune 500 company exec about advertising and promotion, and you will almost certainly hear the buzz words "fragmented advertising" and "consumer-centric campaigns" and long discussions about the many pitfalls and difficulties of creating ... NetWork Communitys? The Secret Income Maker! For the past 3 years many of my subscribers keep telling me they are spending money and not getting anything in return. I receive thousands of emails from them per day asking what it is I am doing to earn a fulltime income online. One of the untapped secrets to internet ri... How To Avoid Classic Work-At-Home Scams "Be Part of One of America's Fastest Growing Industries! Earn Thousand of Dollars A Month From Your Home...Processing Medical Billing Claims!" You can find ads like the above everywhere--on telephone poles, in your newspaper, ... Business Marketing Strategy that Double Results through 5 Simple Questions Many small business owners, remember small is defined as companies with under 500 employees, fail to market themselves and consequently continue to lose market share. The inability to increase sales revenue goes beyond the expertise of your sales staff and is directly tied into yo... “The Power Of Consumer Opinion, & How To Profit From It!” Selling is just a whole lot easier when you know what people really want. But unless you're psychic, or know how to do the Vulcan mind meld, “getting into their brains” is HUGE! I can't tell you how many times I've racked my brain trying to make sense of consumer... SLOWLY BUT SURELY One of the best ways that businesses can carry out to reach their prospective clients is through the use of direct mail postcards. The use of direct mail postcard is not a new concept in fact you will be surprised since it only pertains to your ordinary, everyday postcards you usua... Top 7 Techniques For Generating Subscribers To A Newsletter. Imagine you are sitting at home relaxing reading a book and sipping on ice cold lemonade, your friend calls you up to tell you about a new product on the market.You can't help but get excited because you know your subscribers will be interested! After signing up for the p... 7 Sizzling Ways To Increase Your Profits 1. Follow up. For instance, you could publish an ezine that delivers quality information and builds up your status as an expert in your field. You could also create email courses, an email tutorial, or an email series that your visitors can subscribe to that shar... Are You Following up Effectively? One of the successful methods in online marketing is collecting visitors' emails in exchange for a free report or an ebook and follow up with new products and services. It's a known fact that 75% of visitors don't buy on their first visit and it might t... The Amazing Aftermath of Variable Data Printing We are easily convinced with the truth when we see it happening or we experience its magnanimity. Same is true with marketing techniques and strategies. We only appreciate it after we are sure that it did something amazing to augment sales and the likes. This is the reason why ther...
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