What Motivates A Purchase?
Over the last week I attended three very different live events, although they all focused on the same thing – making money.
The first one was Roger Hamilton’s introduction night, a free event he puts on as a feeder to his 3-day workshop and breakfast pitch.
I’ve heard of Roger before, but I had some misconceptions. I thought he was one of the older crowd of “legacy” business folk still doing the speaking circuit. I was surprised when he turned out to be a younger fellow, with a unique accent (he is a strange combination of Hong Kong plus Scotland).
On Friday I attended the Andrew and Daryl Grant Sydney workshop and did my usual two presentations, one on website flipping and the other on blogging. The Grants put on a four day show that is unlike any other event I’ve been to, and is definitely more suited to my style (I’ll explain why in a moment).
On Saturday I popped into a Christopher Howard managed event, that brought together some well known Internet marketers, both locals and overseas speakers, including John Carlton, Brad Fallon, James Schramko and Ari Galper. This event is your typical pitch fest, with two hour sessions for each speaker ending with a sale for a $2,000+ product.
The Psychology Behind The Sale
I’ve been to many business events, some that were free, some I paid money for as part of coaching programs. It’s very interesting to observe the different psychology behind each event, especially when it comes to how they go about making sales.
All three events I attended during the last week were technically free to attend. Although there are pricing structures, in most cases you can score yourself a free ticket in some way. The organizers of these events do not profit from the seminar entry fees, rather it comes from money made when a person orders a product sold at the event.
I noticed three key elements were used as selling tools at each event, however they were applied in different ways. Here is how I observed each of the selling psychologies at the events…
