How Home-Based Business Owners Can Get What They Want

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Last week in my blog I wrote about something that’s literally the core of all success, the mindset. I wrote about the 6 attributes that separates mediocre entrepreneurs from extremely successful ones. This week we’ll stay within that topic but talk about a different angle, the art of persuasion. Being able to persuade others is critical to an entrepreneur’s success. I was talking with one of my friends about this and the funny thing was when I mentioned having a talent to easily persuade others, she took that as a negative thing. I found it interesting how she related persuading others as deceptive which is completely false. Visit Perfect Marketing Equation for a free Ebook that can tell you step by step how to have a profitable business. http://perfectmarketingequation.com

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How Home-Based Business Owners Can Get What They Want:

How Home-Based Business Owners Can Get What They Want Perfect Marketing Equation © All Rights Reserved.

Being able to persuade others is critical to an entrepreneur’s success.:

Being able to persuade others is critical to an entrepreneur’s success. www.perfectmarketingequation.com © All Rights Reserved.

I was talking with one of my friends about this and the funny thing was when I mentioned having a talent to easily persuade others, she took that as a negative thing.:

I was talking with one of my friends about this and the funny thing was when I mentioned having a talent to easily persuade others, she took that as a negative thing. www.perfectmarketingequation.com © All Rights Reserved.

I found it interesting how she related persuading others as deceptive which is completely false.:

I found it interesting how she related persuading others as deceptive which is completely false. www.perfectmarketingequation.com © All Rights Reserved.

Sure, there are slimy people out there that are trying to make a buck off people dishonestly, there’s no doubt about that.:

Sure, there are slimy people out there that are trying to make a buck off people dishonestly, there’s no doubt about that. www.perfectmarketingequation.com © All Rights Reserved.

But if you’re a home-based business owner, you’re going to have to sell your product.:

But if you’re a home-based business owner, you’re going to have to sell your product. www.perfectmarketingequation.com © All Rights Reserved.

If you’re going to sell your product, you’ll need to talk people into it.:

If you’re going to sell your product, you’ll need to talk people into it. www.perfectmarketingequation.com © All Rights Reserved.

As a Home-Based Business Owner You’ll Need to Understand the Art of Persuasion:

As a Home-Based Business Owner You’ll Need to Understand the Art of Persuasion www.perfectmarketingequation.com © All Rights Reserved.

I decided to talk about this topic when I watched a television program a few days ago on the National Geographic Channel called How Can You Get What You Want a segment from the series The Numbers Game.:

I decided to talk about this topic when I watched a television program a few days ago on the National Geographic Channel called How Can You Get What You Want a segment from the series The Numbers Game. www.perfectmarketingequation.com © All Rights Reserved.

I was fascinated by the program which stated the entire world was built on persuasion.:

I was fascinated by the program which stated the entire world was built on persuasion. www.perfectmarketingequation.com © All Rights Reserved.

Doctors persuade patients to take medicine, teachers persuade students to learn, TV persuades us to do just about everything, and as a business owner you must persuade someone to buy something.:

Doctors persuade patients to take medicine, teachers persuade students to learn, TV persuades us to do just about everything, and as a business owner you must persuade someone to buy something. www.perfectmarketingequation.com © All Rights Reserved.

Here are some examples of persuasion used on the show: (Content credit to the National Geographic Channel.):

Here are some examples of persuasion used on the show: (Content credit to the National Geographic Channel.) www.perfectmarketingequation.com © All Rights Reserved.

1. Give a reason:

1. Give a reason www.perfectmarketingequation.com © All Rights Reserved.

If you’re standing in line and want move ahead of the person in front of you the study showed that 94% of the time when someone gave a reason versus just saying the word please they actually would allow you to jump ahead of them.:

If you’re standing in line and want move ahead of the person in front of you the study showed that 94% of the time when someone gave a reason versus just saying the word please they actually would allow you to jump ahead of them. www.perfectmarketingequation.com © All Rights Reserved.

2. Dress the part:

2. Dress the part www.perfectmarketingequation.com © All Rights Reserved.

A recent study found that people were 3.5 times more likely to follow a man wearing a business suit across a busy intersection than the same man in casual attire.:

A recent study found that people were 3.5 times more likely to follow a man wearing a business suit across a busy intersection than the same man in casual attire. www.perfectmarketingequation.com © All Rights Reserved.

Dressing professionally makes people think you’re more credible than if you are dressed normally, and so they are more likely to believe you and trust you as an authority figure.:

Dressing professionally makes people think you’re more credible than if you are dressed normally, and so they are more likely to believe you and trust you as an authority figure. www.perfectmarketingequation.com © All Rights Reserved.

3. Present a visual:

3. Present a visual www.perfectmarketingequation.com © All Rights Reserved.

Get those PowerPoints ready! Presentations that use visual support are 43% more persuasive than those that don’t because visual aids help people remember and understand things better, which improves their chances of acting in a certain way.:

Get those PowerPoints ready! Presentations that use visual support are 43% more persuasive than those that don’t because visual aids help people remember and understand things better, which improves their chances of acting in a certain way. www.perfectmarketingequation.com © All Rights Reserved.

4. Grow a beard:

4. Grow a beard www.perfectmarketingequation.com © All Rights Reserved.

A recent study in the Journal of Marketing Communications found that men with beards were deemed more credible than those who were clean shaven.:

A recent study in the Journal of Marketing Communications found that men with beards were deemed more credible than those who were clean shaven. www.perfectmarketingequation.com © All Rights Reserved.

5. Speak fast:

5. Speak fast www.perfectmarketingequation.com © All Rights Reserved.

Studies have found that speaking quickly, like at around 200 words per minute, is more effective in short-term persuasion.:

Studies have found that speaking quickly, like at around 200 words per minute, is more effective in short-term persuasion. www.perfectmarketingequation.com © All Rights Reserved.

Fast talkers give listeners less time to come up with their own arguments, and so the listeners are more likely to just agree rather than embarrass themselves by stumbling over their words. So I guess this is why auctioneers talk so fast?:

Fast talkers give listeners less time to come up with their own arguments, and so the listeners are more likely to just agree rather than embarrass themselves by stumbling over their words. So I guess this is why auctioneers talk so fast? www.perfectmarketingequation.com © All Rights Reserved.

6. Body language is powerful:

6. Body language is powerful www.perfectmarketingequation.com © All Rights Reserved.

One study found that you can convey 80% of a word’s meaning using nonverbal cues such as posture, facial expressions, and hand movements.:

One study found that you can convey 80% of a word’s meaning using nonverbal cues such as posture, facial expressions, and hand movements. www.perfectmarketingequation.com © All Rights Reserved.

Is Persuasion Manipulation?:

Is Persuasion Manipulation? www.perfectmarketingequation.com © All Rights Reserved.

I think that many people feel that persuasion is a form of manipulation which is why there was a negative implication when I discussed it with my friend. :

I think that many people feel that persuasion is a form of manipulation which is why there was a negative implication when I discussed it with my friend. www.perfectmarketingequation.com © All Rights Reserved.

According to an article written for Forbes, called The 21 Principles of Persuasion written by Jason Nazar, persuasion is not manipulation – manipulation is coercion through force to get someone to do something that is not in their own interest.:

According to an article written for Forbes, called The 21 Principles of Persuasion written by Jason Nazar , persuasion is not manipulation – manipulation is coercion through force to get someone to do something that is not in their own interest. www.perfectmarketingequation.com © All Rights Reserved.

Persuasion is the art of getting people to do things that are in their own best interest that also benefit you.:

Persuasion is the art of getting people to do things that are in their own best interest that also benefit you. www.perfectmarketingequation.com © All Rights Reserved.

So stop thinking about those slimy snake oil salesmen when you think of being persuaded, it’s actually a mutual process. Let’s face it, everyone is selling something!:

So stop thinking about those slimy snake oil salesmen when you think of being persuaded, it’s actually a mutual process. Let’s face it, everyone is selling something! www.perfectmarketingequation.com © All Rights Reserved.

I’ve filled an entire practice by doing one thing really really well. I KNOW my ideal client. I know them intimately.:

I’ve filled an entire practice by doing one thing really really well. I KNOW my ideal client. I know them intimately. www.perfectmarketingequation.com © All Rights Reserved.

Everything I do in my business down to the website that I designed was from their point of view, based on what I knew they needed. I constantly say out loud, “this isn’t about me” just to remind myself.:

Everything I do in my business down to the website that I designed was from their point of view, based on what I knew they needed. I constantly say out loud, “this isn’t about me” just to remind myself. www.perfectmarketingequation.com © All Rights Reserved.

If you really believe that, then what you sell doesn’t really need to be sold but instead just needs to be explained so that your client clearly understands the value.:

If you really believe that, then what you sell doesn’t really need to be sold but instead just needs to be explained so that your client clearly understands the value. www.perfectmarketingequation.com © All Rights Reserved.

Now, as long as you’re confident that you’ve created a product that aligns with your passion and is of great value to your ideal client you should make a conscious decision to release yourself from any concern of over-selling. :

Now, as long as you’re confident that you’ve created a product that aligns with your passion and is of great value to your ideal client you should make a conscious decision to release yourself from any concern of over-selling. www.perfectmarketingequation.com © All Rights Reserved.

The confidence you have in your product and your process will shine through, thus attracting your client.:

The confidence you have in your product and your process will shine through, thus attracting your client. www.perfectmarketingequation.com © All Rights Reserved.

Persuasion Isn’t Manipulation – It’s Science:

Persuasion Isn’t Manipulation – It’s Science www.perfectmarketingequation.com © All Rights Reserved.

When conducting research on this topic I came across a great video on YouTube called Science of Persuasion by Influence at Work.:

When conducting research on this topic I came across a great video on YouTube called Science of Persuasion by Influence at Work. www.perfectmarketingequation.com © All Rights Reserved.

Wow, this video gave an excellent perspective!:

Wow, this video gave an excellent perspective! www.perfectmarketingequation.com © All Rights Reserved.

The video explains that researchers have studied what influences us to say yes at the request of others for over 60 years.:

The video explains that researchers have studied what influences us to say yes at the request of others for over 60 years. www.perfectmarketingequation.com © All Rights Reserved.

They mention that it would be nice to consider that we make an educated decision based on all the available information. But the thing is, that isn’t the reality.:

They mention that it would be nice to consider that we make an educated decision based on all the available information. But the thing is, that isn’t the reality. www.perfectmarketingequation.com © All Rights Reserved.

They reference to the increasing information over-loading lives that we now live and as a result we create short-cuts to make our decisions.:

They reference to the increasing information over-loading lives that we now live and as a result we create short-cuts to make our decisions. www.perfectmarketingequation.com © All Rights Reserved.

I thought it would be fun to identify these 6 short-cuts which they refer to as the Universal Principals of Persuasion and then I will elaborate on them from a home-based business owner perspective.:

I thought it would be fun to identify these 6 short-cuts which they refer to as the Universal Principals of Persuasion and then I will elaborate on them from a home-based business owner perspective. www.perfectmarketingequation.com © All Rights Reserved.

Understanding these short cuts and using them in an ethical manner, as they explain, can significantly increase the likelihood that someone will be persuaded by your request and say yes.:

Understanding these short cuts and using them in an ethical manner, as they explain, can significantly increase the likelihood that someone will be persuaded by your request and say yes. www.perfectmarketingequation.com © All Rights Reserved.

1. Reciprocity – Simply put, people feel obligated to give back what they receive. If you do someone a favor for example, they feel obligated to do a favor for you. People are more likely to say yes to those that they owe.:

1. Reciprocity – Simply put, people feel obligated to give back what they receive. If you do someone a favor for example, they feel obligated to do a favor for you. People are more likely to say yes to those that they owe. www.perfectmarketingequation.com © All Rights Reserved.

So from a business perspective if you provide your audience with great information that’s valuable and helps them in some way, they feel obligated. As a result, they’re more likely to buy from you in the future.:

So from a business perspective if you provide your audience with great information that’s valuable and helps them in some way, they feel obligated. As a result, they’re more likely to buy from you in the future. www.perfectmarketingequation.com © All Rights Reserved.

2. Scarcity – It’s a known fact that people tend to want more of the things they can have less of. This is why so many businesses make a big deal out of going out of business sales.:

2. Scarcity – It’s a known fact that people tend to want more of the things they can have less of. This is why so many businesses make a big deal out of going out of business sales. www.perfectmarketingequation.com © All Rights Reserved.

I have a furniture store down the street from me that I know has went out of business at least 5 times in a few years. This can also explain why we tend to buy things at the last minute – the threat of losing an opportunity that’s valuable actually encourages us to buy.:

I have a furniture store down the street from me that I know has went out of business at least 5 times in a few years. This can also explain why we tend to buy things at the last minute – the threat of losing an opportunity that’s valuable actually encourages us to buy. www.perfectmarketingequation.com © All Rights Reserved.

The video explains that it’s not enough to tell people about the benefits they’ll gain for purchasing your product. You’ll also need to point out what is unique about what you sell and what the potential customer stands to lose if they don’t buy.:

The video explains that it’s not enough to tell people about the benefits they’ll gain for purchasing your product. You’ll also need to point out what is unique about what you sell and what the potential customer stands to lose if they don’t buy. www.perfectmarketingequation.com © All Rights Reserved.

3. Authority – This is the theory that people will follow the lead of credible knowledge experts. People are more likely to trust a doctor that has diplomas on the wall for example, or a fitness instructor that is very buff and healthy looking in appearance.:

3. Authority – This is the theory that people will follow the lead of credible knowledge experts. People are more likely to trust a doctor that has diplomas on the wall for example, or a fitness instructor that is very buff and healthy looking in appearance. www.perfectmarketingequation.com © All Rights Reserved.

The science of authority is, it’s important to signal to others what makes you a credible and knowledgeable authority before you make your persuasion attempt. This theory is why testimonial marketing is so powerful.:

The science of authority is, it’s important to signal to others what makes you a credible and knowledgeable authority before you make your persuasion attempt. This theory is why testimonial marketing is so powerful. www.perfectmarketingequation.com © All Rights Reserved.

It would be a bit boastful to go around telling others how great you are. But what if someone does it for you?:

It would be a bit boastful to go around telling others how great you are. But what if someone does it for you? www.perfectmarketingequation.com © All Rights Reserved.

4. Consistency – You should always be consistent with things you’ve said and done in your business. So in essence when seeking to persuade someone using the consistency principle, people will look for active commitments preferable in writing.:

4. Consistency – You should always be consistent with things you’ve said and done in your business. So in essence when seeking to persuade someone using the consistency principle, people will look for active commitments preferable in writing. www.perfectmarketingequation.com © All Rights Reserved.

5. Liking – People prefer to say yes to those that they like. But what causes someone to like you? Research tells us there are 3 very important factors.:

5. Liking – People prefer to say yes to those that they like. But what causes someone to like you? Research tells us there are 3 very important factors. www.perfectmarketingequation.com © All Rights Reserved.

First of all we like people who are similar to ourselves. Secondly, we like people who pay us compliments. Finally, we like those who cooperate with us toward mutual goals.:

First of all we like people who are similar to ourselves. Secondly, we like people who pay us compliments. Finally, we like those who cooperate with us toward mutual goals . www.perfectmarketingequation.com © All Rights Reserved.

This principal is why it’s crucial to choose an ideal client target instead of selling to everyone. It’s so much easier to create this bond first with potential customers that we really understand and secondly that we share common ground with.:

This principal is why it’s crucial to choose an ideal client target instead of selling to everyone. It’s so much easier to create this bond first with potential customers that we really understand and secondly that we share common ground with. www.perfectmarketingequation.com © All Rights Reserved.

6. Consensus – When people are uncertain about something they will look to the actions and behaviors of others to determine their own.:

6. Consensus – When people are uncertain about something they will look to the actions and behaviors of others to determine their own. www.perfectmarketingequation.com © All Rights Reserved.

How good at you at influencing others to buy? Will this information help you to do better? If so please leave a comment! I would love to hear your thoughts on this slideshow.:

How good at you at influencing others to buy? Will this information help you to do better? If so please leave a comment! I would love to hear your thoughts on this slideshow. www.perfectmarketingequation.com © All Rights Reserved.

If you need some help picking a niche market I just launched a new training product that will tell you how to make that choice step-by-step. It’s absolutely FREE. Click here to check it out.:

If you need some help picking a niche market I just launched a new training product that will tell you how to make that choice step-by-step. It’s absolutely FREE . Click here to check it out. www.perfectmarketingequation.com © All Rights Reserved.

Visit my website for more entrepreneur training courses. www.perfectmarketingequation.com:

Visit my website for more entrepreneur training courses. www.perfectmarketingequation.com www.perfectmarketingequation.com © All Rights Reserved.

If you’re bootstrapping a business and need a roadmap look up my book, Yanking Bootstraps, on Amazon! It’s a short but powerful read that will give you strategies to use right away in your business. :

If you’re bootstrapping a business and need a roadmap look up my book, Yanking Bootstraps, on Amazon! It’s a short but powerful read that will give you strategies to use right away in your business. www.perfectmarketingequation.com © All Rights Reserved.

Connect with me! Twitter [email protected] Facebook - www.facebook.com/TammyHawkBridges:

Connect with me! Twitter - @ thawkbridges Facebook - www.facebook.com / TammyHawkBridges www.perfectmarketingequation.com © All Rights Reserved.

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www.perfectmarketingequation.com © All Rights Reserved. I hope you found this slideshow helpful in your business please visit me at perfectmarketingequation.com for marketing training and educational information for entrepreneurs. Tammy Hawk-Bridges is an author, entrepreneur mentor and marketing strategist. She provides education and marketing training for entrepreneurs. Connect with her on Twitter @thawkbridges.

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