The cause of selling is influence….
Here are Two New Ideas In Persuasion that Work… FAST!
What’s in a name?
FACT: And the name of your product will determine just how much of your product will sell…and whether it is sold in the first place…
Here’s where you’ve been missing something for a long time.
I’ve always wondered why some products are given the seemingly stupidest names…especially in industries that sell billions and billions of dollars of their product!
In pharmaceuticals there are medications named:
Lunesta (from “lunar”–sleep)
Restorill (from rest or ill, get it? –sleep)
Nyquil (from night and quell –sleep)
Effexor (from effective –antidepressant)
Wellbutrin (from well –antidepressant)
Viagra (from vital –erectile dysfunction)
Zantac (from your guess is as good as mine)
Now those are NOT the original, actual names of the medications. The actual name for Restorill, for example, is temazapam. When someone was developing temazapam as a sleeping medication they had no idea it would be MARKETED as Restorill.
The chemical concept and marketing concept are two different things.
Question: What THREE keypoints can we put to immediate use from the robust pharmaceutical industry?
KEYPOINT: The make up and purpose of your service or product is going to be different from the NAME of your product.
KEYPOINT: The name of the medication (in the above cases) is targeted at either the provider (doctor) or the end user (patient) and it’s name is PRIMED (see Science of Influence Home Study Program) based on desired outcomes and other medications that are selling well at the time.
KEYPOINT: The medication names are NOT SIMPLE. You don’t see “cough medicine” or “feel better.” The names are unusual and out of the ordinary.
Now, let’s move over to a different industry that sells more billions of dollars of products each year.
See if you can guess what these are:
- Five Hundred
I would have.
In fact, I NEVER would have figured out what these are!
What the heck are they?
They are names of cars available from Buick, Chevrolet, Chrysler, Dodge, Ford and Honda. (I quit at the “H”‘s…)
Now, chances are pretty good that you and I would NOT have picked these names. The names say NOTHING about the car, though they might say something about the car “concept.” (Though not being good at cars, beats me what that might be)
Point is that these are NOT the old fashioned simple names.
Why did our parents’ crayon box only yield six colors while kids today are enjoying a dizzying 120?! The answer is in the naming: today’s kids are scribbling away with “razzmatazz” and “tropical rain forest.” This move towards ambiguous naming is extremely effective according to an article in the Journal of Consumer Research.
“The results from these studies suggest that color names can influence propensity of purchase, and that this effect is related to the typicality and specificity (or lack thereof) of the names and people’s underlying assumptions that information in the marketplace should conform to certain norms,” propose Elizabeth Miller (Boston College) and Barbara Kahn (University of Pennsylvania).
Miller and Kahn demonstrate through this study that what is in a name, although it may be ambiguous, matters; in fact, the more atypical and unspecific the better. The authors note that while previous research has touched on similar topics, this area of research is understudied. “In addition, although researchers have suggested that people carry the assumptions of conversational norms into settings other than interpersonal conversation, no one has demonstrated that these norms also play a role in marketing communications.”
The bottom line: 120 colors in a crayon box may be just the beginning. Consumers love these names and it is a marketing dream come true. The authors conclude “that consumers prefer atypical and unspecific (ambiguous) names to more typical and more specific names (common descriptives).”
Where can you get more information like this?
Covert Hypnosis: An Advanced Course in Subtle Unconscious Influence The Master’s Secrets Revealed! (CD’s 1 – 8)
“This is THE advanced course in subtle influence! Remember when you read Covert Hypnosis: An Operator’s Manual, and you got that WOW! feeling inside?! Well, that was just the beginning. In Covert Hypnosis: The Master’s Secret Revealed, you are going to learn how to subtly move inside the minds of anyone you communicate with. In trance or out…this is the most powerful material on Covert Hypnosis on the planet. Period.” Kevin Hogan, Psy.D.
In CD 1, Kevin Hogan reveals specifically the secrets of how to weave the exact messages you want others to act upon into stories that captivate listeners.
CDs 2 & 3 show you how to motivate and compel other people to change their behavior as quickly as is humanly possible. Benefit: You can utilize these covert tools with your own unconscious mind because they link into the core drives and desires that you have!
CD 4 reveals ALL 22 elements of Covert Hypnosis for this first time anywhere! Never before released by anyone, anywhere. The complete Covert Hypnosis Model for change is here. Business? Sales? Consulting? Coaching? Therapy? Learn specifically how to generate change in their thinking with the Covert Hypnosis Model.
CD 5 gives you all the tools necessary to take a person’s deepest drives (sex, eating, acquisition, connection, etc.) and fuse them into building compelling outcomes (the girl of your dreams, lose weight, acquire wealth, meet new people easily). Ignore either aspect, and failure is assured. Successfully meld the two in the unconscious mind and amazing things can happen.
CD 6—Pattern Recognition: Getting someone to think about something is one thing. Getting someone to feel driven to DO something and then watch them do it like magic is something else entirely. Learn so much in just this one CD!!!
CD 7 – This is 2003 neuroscience and research that reveals how to rewire the brain. Some neuroscientists call it “sculpting.” It’s not something that happens instantly and it requires the use of both hemispheres which can be pretty tricky if you don’t know what you are doing.
CD 8 – You are going to learn some unique techniques in the eighth volume of Covert Hypnosis. Not only are you going to learn the truth about values (when they are critical and when they are MEANINGLESS) but you are going to discover the values of the unconscious mind! The unconscious mind and conscious mind do not correlate to each other but they both correlate to the behavior of every person you meet.
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