You may have heard of this old sales technique from the 1970s. It’s called building “yes momentum.”
And it works great online.
It works well for increasing conversions on sales letters, unique offer pages, and squeeze pages.
So… what is “yes impulse”?
SINGLE EFFECTIVE OBJECTIVE
If you can get your prospect (visitor to your site or reader of your ad/article) to say “yes” in their head enough times, when it comes time for them to decide to buy or not buy the impulse of the “yes” it will take them out and more of them will buy.
It’s important to realize that you probably have all the traffic you need right now, you just need to convert that traffic into sales. You must convert visitors into customers.
This technique will help to do that.
Let me share from my experience how to use it.
squeeze pages
If you know how to squeeze pages, then you know they should be short and to the point; trying to use questions only on your page.
The secret here is to ask questions that you know the prospect will answer with a “yes.”
When you do that, you create a “yes push” and more people will sign up than ever before.
sales letters
You have to choose where to put the “yes push” section, and the best place I’ve found is the recap section.
This usually comes after the price justification section, where you show them why your product is worth the money you’re asking for.
The key is to change the conversation from saying ask saying something like “How can you tell if this is right for you?”
Follow up with your “impulse yes” questions, which most people will quickly answer with a yes.
Unique offer pages
While I don’t like OTO pages, I see their value when it comes to increasing sales.
Use “yes impulse” here by writing the questions on the product you just bought, not on the unique offer.
Let’s say you sold a book for $20 and have an OTO of $197 for the video series of the book’s material. That is a common and effective use of an OTO.
Try saying something like…
- Do you want to save time?
- Do you want to put what you learn into practice immediately?
- Would it help to see what I’m teaching in practice instead of just reading?
- Do you want to look over my shoulder while I do what I teach?
These questions aren’t perfect because I’m talking about a generic product, but you get the point.
I would use the “impulse yes” questions as an introduction to the unique offer and not in the conclusion.
thank you pages
Thank you pages are the most valuable real estate online.
Because?
Because when your new customer lands on that thank you page, they’re at their most optimistic point possible.
They’ve just bought a product they believe enough to pay for, and they’re ready to go.
Capture their excitement and ask them three simple questions and get them to take the next action as well?
The most valuable action to ask your new customer to take is refer you to others.
You need three things to do this: a set of “prompting yes questions,” a “tell a friend” form (like Instant Form Pro), and deciding between asking for a pure recommendation or creating an incentive for them to share.
(I prefer to directly ask for the referral rather than incentivize as it leads to spam email addresses entered in order to get the prize.)
email sales
With today’s spam filters and short attention spans, shorter emails work better than 1,000 word articles. This is why “impulse yes” questions work so well in selling emails.
Here’s an example… Let’s say you’re selling a business opportunity that allows people to work from home selling products as an affiliate.
Three (generic) “impulse yes” questions could be:
- Do you want to work from home but don’t know how to start?
- Do you need to create a powerful income fast?
- Tired of the hype and high pressure and just want information on how to make money online?
solo ads
Individual ads are emails sent to an ezine publisher’s (or other list owner’s) entire list for a fee. Your email, only, goes on the list, hence the name “only”.
Since solo ads actually sell emails, the tips above apply, so give it a try in your next solo ad and track the results.
classified ads
To use “impulse yes” with classified ads, make the entire ad a series of short “impulse yes” questions. Here’s an example using the copy above…
Do you need to create a powerful income fast? Tired of the hype and high pressure and just want information on how to make money online? I was too and I found a real solution!
I’m sure you know about Twitter, but are you making real money on Twitter? The only way to make sales using Twitter is to get the click.
And “yes boost” is the best way to get the click!
Due to limited space, I recommend using only one question per tweet.
action steps
How can you put this into practice in your own business? Here are three ideas:
First: write out your list of “impulse yes” questions.
Second: choose where you will use “yes boost”
Third: test the idea to see how it works for you.
The idea of the “yes push” works incredibly well when used strategically. I hope this article helps you see how to do it and that using the “yes prompt” helps you sell more than ever before.
Because more sales, especially when what you’re selling helps real people, that’s a really beautiful thing!