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Shave Your Head for Charity? – Making No Mean Yes

Article by Alan Harris a/k/a The Schwa!

So in a fictional town named Middletown, there sits a small community college. The local Red Cross is desperately short on needed blood supplies and starts a

blood drive. Well, the economy is down, and folks just don’t have time to go bake sales and car washes anymore. So the drive falls well short of its goals.

Then a student at the college starts asking fellow students walking by the dining hall if they’d be willing to shave their head to raise money for the Red

Cross. Now, no one in their right mind agrees to such a request at the drop of a hat, if you’ll pardon the pun. After they make some sheepish excuse, he

quickly follows up his request by asking if they could spare a few minutes to donate blood before they have dinner.

What do you think happened?

They did it! After refusing the first, unreasonable request for help, people were far less inclined to refuse a second, reasonable request for assistance. There are few good excuses that could get someone out of complying with this request. Some will just walk away, attempting to hide their shame (if they feel any).

You see, people want to help, but they don’t want to risk too much to do it. Asking someone to shave their head without any prior discussion is completely unreasonable. There is no reason to expect anyone to comply. But for most people, this will evoke a hint of self-doubt that weakens their will to refuse a second request. If this follow-up is a reasonable request, like signing a petition, or donating blood, most people will want to do the right thing and help out.

OK… but how does that apply to getting sales?

It’s used everyday on sales pages. You’ve read through the pitch, and you’re kinda feeling it. But you haven’t been convinced enough to break out your credit card and pay the to see more. That’s when you get the chance to enter your email for some FREE stuff… no credit card involved. Well… that’s not so unreasonable compared to , is it?

Bear in mind that for this to work, you must have already ASKED FOR THE SALE! This is a no-brainer, but is sometimes lost in the shuffle. Try to get the buy first. Sometimes two refusals works better than one, but your mileage may vary. Split tests work great for finding information about what sells and what doesn’t.

Once you have a refusal in hand for what this buyer saw as an unreasonable request, you then make a reasonable request. In this case, all you are asking for is a first name and a valid email address. That’s it. No commitment, no pressure. But now they’re on your prospect list.

The more unreasonable the first request, the better. How about selling a ,997 program up front, and then follow that up with a eBook? Your first request is for your coaching course or video course or whatever. At three grand, it’s a great sell. But it is only for the few. The vast majority of your web viewers is going to see this as an unreasonable request.

That’s when you offer a reasonable request. The sale of a eBook covering your “Top 20 Tips” for instance. How many sales per month do you think you could tack on with that strategy?

    Email me and let me know!

If you would like more psycho-sales tips, visit Science of the Sale

About the Author

Alan Harris a/k/a The Schwa! has a degree in Psychology with a focus on persuasion and propaganda. He is also an Internet Socialist who wishes to help the little guy compete in the changing marketplace.

Visit Science of the Sale for more free information.

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