With each passing day, voters’ decisions are being made up, and not a lot is going to change their minds — no matter how much is poured into political ads. Changing minds is also a problem for direct marketers. The minds of our prospects are often made up before we have a chance to stimulate their emotion and present our message. Envelopes aren’t opened and are pitched. Emails go away in a click. The mind is …
With each passing day, voters’ decisions are being made up, and not a lot is going to change their minds — no matter how much is poured into political ads. Getting people to change decisions is also a problem for direct marketers. The minds of our prospects are often made up before we have a chance to stimulate their emotion and present our message. Envelopes aren’t opened and are pitched. Emails go away in a click. The mind is made up.
There are plenty reasons why our copy and creative hit roadblocks. Some days our message just doesn’t connect. We have to work smarter, and know that changing the mind is often an uphill climb. So today I offer seven reasons why it’s often tough to change a decision, along with ideas you can use to overcome each area of resistance.
- Childhood Experiences: At an early age, like a sponge, we start taking in information, all a part of life experiences. We take away feelings about many things. We form opinions to keep us safe. It’s the primitive brain. So make sure you consider how your product or service reassures and keeps your prospect safe.
- Long-Term Memory: Deep-seated long-term memories stick with a person for their entire lives. To minimize a bad memory, another memory must be created to neutralize it. It’s a tall order to change a memory of any kind. But if you’re going to get through, you must create a new positive memory, especially if you need to overcome a bad memory.
- Perception Rules: For some people, changing an ingrained perception is impossible, even if their perception is wrong. And when you probe more deeply, most people won’t recall why their perception rules exist in the first place. This one is tough to overcome, so acknowledge to your prospect that you’re challenging their perception.
- Internal Conflict: Reason and emotion are in opposition to each other. Emotion most often wins. You must interpret your offer for the metaphorical left brain, setting you up to win over with emotion in the right brain.
- Regretting a Past Decision: People reflect on past decisions that disappoint. Regret and remorse set in. A person’s gut reaction is usually a product of bias. You need to assure, likely in a guarantee, that you stand by your product and make things right, if necessary, so your prospect doesn’t dredge up past regrets.
- Intuition: Intuition is activated before our minds consciously understand, based on stored emotional memories that a person keeps secret in their sub-conscious. Therefore intuition often guides decision making without much conscious deliberation. Keep your prospect focused on your message and set up a logical flow so intuition doesn’t creep in and move your prospect off your message.
- Noise: With the noise of competitive marketing messages across media at every turn, the mind becomes confused and numbed, which results in sticking with a past decision. That’s why you must stand out. Have a strong unique selling proposition and use stories to solidify new long-term memory.
Like it or not, the human mind works in mysterious ways. Today more than ever, it’s tough to change a mind.
As for candidates, those who have led in polls and snag voter commitments early solidify their position. How? By expressing positions that make the voter feel good, whether the position is credible or not. Ultimately, whoever attracts the most raving fans wins, because it’s the candidate that makes them feel good about the future who voters will support. There’s a lesson here for marketers, too.
Call it a gut reaction, but oftentimes our prospects and customers make decisions and respond based on intuition, a hunch, or professional judgment. In direct response, we want quick action. We know if the prospect drifts away from our message we’ll lose them, usually forever. So while the logic and quantification of your sales story may be overwhelmingly in your favor, it can be intuition that turns the prospect away because
Call it a gut reaction, but oftentimes our prospects and customers make decisions and respond based on intuition, a hunch or professional judgment. In direct response, we want quick action. We know if the prospect drifts away from our message, we’ll lose them, usually forever. So while the logic and quantification of your sales story may be overwhelmingly in your favor, it can be intuition that turns the prospect away because of something that felt too good to be true, leaves room for skepticism, or an unintended nuance in copy that you overlooked and loses the sale for you.
Even if all the arguments you’ve made in your content are authentically and credibly in your favor, a person’s gut decision often prevails.
And here’s what is frustrating: Studies suggest that often a person’s gut reaction is wrong because it’s subject to bias. Your prospect might overestimate his or her ability to assemble a product, for example. Or may think it takes too much time to read your information, learning materials or book. Perhaps when your prospect has made a mistake related to what you’re selling, he or she doesn’t understand why, or is hesitant to ask for help or feedback. And she or he forgets. That is, customers forget the last time they made a poor decision based on their gut instead of listening to logic.
How do you overcome gut emotion and reaction? You have to help your prospective customers or donors through the decision making process. Do it with these ideas:
- Lead your prospect to a sense of revelation. That happens when the obvious in your conscious mind finally learns something that your subconscious mind already knew. Ask yourself: When are you most creative (what you might consider right brain thinking)? For most people, it’s when we are exercising, walking, jogging, listening to music, in the shower, or in an unfamiliar environment. Some of my best ideas have struck me while on vacation, when my mind is suspended from the consciousness of day-to-day responsibilities. Lead your prospect to an awakening.
- Give ’em chills. A reaction inside the mind often is accompanied by a physical sensation. It could be chills or goosebumps. For some people, it may be an unusual feeling in the stomach or throat. You can create these physical sensations when copy is accompanied by strong visuals that paint a picture. Music is another way to stimulate a physical reaction. While you can’t pipe in music to printed material, you can use music in video or on your website.
- Past experience recall. Your brain’s hippocampus stores long-term memory. Long-term memories are with you for your entire life, unless something comes along to pave new grooves and create a new memory. You aren’t likely to replace past long-term memories, but you do have the opportunity to create another memory that neutralizes a bad memory, or enhance a good memory. Creating new memory is harder to do than drawing on a past memory. When you can, allow your content to take your prospect to a positive place, or hit a negative memory head-on with something so strong you can overcome the negativity.
- Challenge the perceptual rules made up in the mind. For some people, changing an ingrained rule is impossible, even if it’s wrong. If when a person can’t articulate why the rule exists, you may be able to use an overwhelming amount of empirical data or statistics from credible third party sources to turn around a rules-based individual. But don’t count on it.
- Recognize Patterns and Cross-Index. Help your prospect see something familiar to engage intuitive skills. The more material about your product or service that you can provide to cross-index in the mind, the higher likelihood your prospect’s intuition will kick in on a positive note for you.
You won’t always be able to prevail over intuition or gut reaction, but when you anticipate that probability in your copy, you can turnaround a potential lost sale.