In this blog, I talk about the importance of knowing the difference between features and benefits. But sometimes, it takes a little more than that to convert to a sale…
I learned this back when I used to do network marketing. I dabbled in a few companies and it seemed like every one of them would involve us sitting in these weekly Saturday trainings.
If you’ve ever been in network marketing, you know how it goes: We would all spend the week recruiting our friends and family to check out this “business opportunity” that we had to be completely vague about. This was in hopes to spark their curiosity enough to come with us for the upcoming Saturday.
If we successfully brought them to these meetings, that’s when they learned about our “secret sauce” – our solution to help them escape the “9-5 rat race and live the life of freedom and independence.”
Then we would show them this video displaying what that dream life looked like: Fast cars, giant luxury houses, tons of cash, and vacations that involved boats and clear, blue oceans…
Oh, and people who were addicted to smiling…
Then we would end the presentation with: “This could be YOU. So what are you waiting for? DON’T MISS OUT ON THIS OPPORTUNITY!!”
It was the three words that made this closing statement so powerful:
Don’t. Miss. Out.
I wanted that for my life. To this day I still do. But it wasn’t the money, the freedom, or even the dream that kept me coming back every Saturday…
I didn’t want to miss out on the opportunity to live like the people in the promo videos…
It was simply my fear of missing out. Or in other words, “F.O.M.O.
Learn more about creating mental movies and pictures in the blog: How To Make Your Readers Visualize Mental Pictures.
What Is “F.O.M.O.?”
F.O.M.O. is the acronym that stands for, “Fear Of Missing Out.” It’s one of the most powerful motivators known to man. But it’s also the most deadly distraction to us all. It is another way of saying “the grass is always greener on the other side.”
Ever wonder why Facebook, Snapchat or Instagram is so addicting?
People post up highlights of their lives as if to make it seem like they have the best life ever. And other people will look at these photos and say to themselves, “man, they’re so lucky. I wish I had what they had.”
Hence, the likes and comments.
Do these highlights tell the WHOLE story? Of course not. They just highlight to make everyone else jealous. Yet people get suckered by it all the time.
So what do we do? We buy into this validation-seeking behavior that KILLS our self-esteem, posting our own life highlights to distract ourselves from our envy of everyone else’s life.
Sad? A little. But here’s the thing:
If you harness the power of F.O.M.O. in copywriting, it can do a TON of wonders for your writing!
Learn about the power of the magic bullet in the blog: The Magic Bullet: How To Rally Up Your Prospects With That “One Thing.”
How To Use F.O.M.O. In Your Copywriting.
Now we know that the fear of missing out is a big deal. So what if we used F.O.M.O. to power the desire for the product you’re writing for?
People would jump on your offer in droves simply from the “fear of missing out!”
But how exactly do we do that?
We have to create imagery in the minds of your prospects.
This is very similar to Russell Brunson’s Future-Pacing technique. But with F.O.M.O. you’re causing your prospects to be so invested mentally in your product that they start becoming distracted by their own vision!
Using F.O.M.O. is very possible with written sales letters. But because this power plays on the visual weakness, video sales letters, I feel, would be your best bet.
The awesome thing about copywriting is that you’re using words to trigger emotions that lead to a vivid imagination. But when you can actually see positive reactions from real people in real-time, it’s a complete game-changer!
Learn more about the power of Future-Pacing in the blog: How To Utilize The Power Of Future-Pacing In Your Copy.
The Grass Is Only Green Where You Water It
Advertising agencies may have figured out the power of F.O.M.O. to increase their sales…but don’t think for a second that you can’t harness the same energy!
Harness this power and people will become addicted to your content, your offers, and soon your products!
For more copywriting tips and strategies, check out the blog at joshwrotethat.com.