(EMAILWIRE.COM, August 27, 2010 ) Goshen, MA – With ever shorter attention spans and today’s dizzying pace of change, it’s hard to imagine consumers stopping long enough to make a considered decision to buy. In that frantic selling environment, however, it’s still possible to capture attention and sell, claims marketing expert Marcia Yudkin in a new book, Persuading People to Buy: Insights on Marketing Psychology That Pay Off for Your Company, Professional Practice or Nonprofit Organization. The key, Yudkin says, is knowing which techniques cut through the clutter, obtain people’s interest and guide that interest to a purchase (www.yudkin.com/guides/index.htm).

"One unintuitive way to heighten people’s interest in becoming your client is the literary agent strategy – telling them you won’t do business with just anyone," says Yudkin, the author of 11 previous books. "Research tells us also that people are more likely to buy when you narrow their choices, instead of offering a cornucopia of options."

In Persuading People to Buy, Yudkin explains dozens of other powerful ways to lead the right audience for a product or service to a buying decision, including:

* Paint a vivid, truthful picture of the consequences the customer may experience from not buying.

* Make a surprising claim, which arouses curiosity (Just be sure readers won’t feel tricked when you make clear why it’s true).

* Confess a weakness in the seller or the product, which increases credibility as long as the rest of the presentation inspires trust.

* Reduce buyer’s remorse by pointing specific types of customers toward their best option.

For practical perspectives on marketing psychology, consult Persuading People to Buy, ISBN 978-0-9716407-0-2. Besides online bookstores that carry the book, it is available at www.yudkin.com/guides/index.htm as part of a five-paperback set of Marketing Insight Guides.

Contact Information:
Creative Ways
Marcia Yudkin
Tel: 413-582-4052
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