The Psychology of Goal Setting That Makes Manipulating Others Easy
Posted on September 10, 2007
Filed Under Conversion, Internet Marketing: General
Here’s the untold secret to powerful goal getting -
The difference between where you are and where you want to be is resistance.
If you haven’t achieved a big goal, the problem is simple: you haven’t recognized and dissolved the underlying resistance. When you do, it’s like becoming a superconductor - the less resistance, the less energy is required to produce results fast.
Simple physics.
Usually, this resistance is not conscious - and that’s why what you want to do and what you’re willing to do are two different things.
By setting a goal, with subgoals within, you put a spotlight on resistance -
The purpose of goal setting is growth, but the reason more people don’t reach goals is because they don’t recognize and dissolve the resistance to change that must occur.
When resistance is strong enough, people resort to self-defeating behaviors like drinking, drugs, overeating, overspending, surfing the Internet pointlessly, etc.
Those people hold MASSIVE resistance to change - that’s why it’s so easy to sell “Lose weight while eating anything you want!” (which is, of course, a lie) . . . or “just take this pill and the weight will magically melt off!”
You mean, I don’t have to change and I can have exactly what I want too? Sign me up!
Knowing this, how do you position your product or service?
Recognize what the sources of resistance are for your prospects - not just to buying but to them actually seeing the result happen for them.
Then, sell the fantasy they desire to believe.
I point to “Google Ads for Free” - http://www.getgoogleadsfree.com/ (not an affiliate link, because good God what has the world come to when Internet marketer’s post affiliate links in their blogs?)
Nowhere in that sales letter does it SAY Google is going to give anyone free ads (in fact, it states that the product IS NOT about that) - but it is the “fantasy” the prospect wants to believe and they buy the product with that belief they planted in their own head (with masterful suggestion).
Unfortunately, in this case, instead of some buyers accepting personal responsibility for their own fantasy, they call it a scam. It’s actually a decent book and at the least an original idea on the Adwords front.
Knowing this “secret of goal setting” gives you a personal advantage and an advantage in manipulating what others do.
When someone arrives at your site, they do it with a goal ( and that goal ALMOST ALWAYS IS THE ESCAPE OF SOMETHING UNCOMFORTABLE ) - recognize that goal, recognize what they want to escape with that goal and the resistance they don’t even know they have to achieving it . . . then sell them the fantasy they want to believe.
X
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5 Responses to “The Psychology of Goal Setting That Makes Manipulating Others Easy”
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Very interesting post X. I completely agree that one major goal of sales copy and product positioning is to remove as much of your prospect’s resistance as possible. Sell the “magic bullet”. I love the relation to goal setting.
Your “Google Adwords Free” example really forced me to think (man, I hate to think…why do you do this to me!!???..lol) I actually purchased that product because it created an insatiable curiosity. I felt like it was a “scam” but I just had to know. I honestly wouldn’t have given it a second thought except that it was recommended by a reputable marketer. I ended up getting a refund on that product..it is the one and only internet marketing product that I have returned…EVER and I’ve purchased ALOT.
You definitely made me think about my reasons for buying that product. I agree that most bought the product because it seemed like the “magic bullet” with almost zero resistance to making money. But I didn’t buy it for that reason. I knew that was BS. I bought it to satisfy my own curiosity and see if I could legitimately lower my Adwords costs (so the seller did a great job at making me think “if I could just get this to work a tenth as good…”)
But I think he fell fall short in the marketing by not fully considering where his prospect’s mind would go….he played up the curiosity masterfully and did a great job of creating the fantasy…but the actual concept was pure theory and very flawed at that. Original, yes… but the only plan he had for the inevitable backlash of this kind of marketing was to insult the prospect and make him/her feel stupid for requesting a refund. That simply doesn’t create enough value and this guy has lost any opportunity to backend that list..it’s a flash in the pan.
But it was a great example to illustrate your point. I’d just add that when you position your product in this manner, you should fully think it through and make sure that you deliver value…most products do. This one spent a few pages explaining the whole concept you were sold on and then the rest of the ebook on general marketing principles to make up for the fact that he didn’t deliver true value, only an original theory.
Great post X, and…don’t get me qrong here, posting an AFF link in YOUR OWN BLOG is just fine!
I was just wondering about that one entry is all…
Be Well
Dave
Oh hell, what’s grong?
Dayum!
Hey Dave . . . don’t take anything I write too seriously. I’m serious.
Actually I take everything that you say serious! Seriously, good stuff here, usually…