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Joe Vitale's Dirty Trick
The first time I ever heard of Joe Vitale was when I ordered his Nightingale-Conant tape set, The Power of Outrageous Marketing a few years ago. Nightingale-Conant offered it to me on a trial basis and something about the copy intrigued me. So I sent off for it thinking that I'd probably end up returning it since it was more expensive than some of their other sets.
It's still on my bookshelf and for good reason. It was excellent. One thing I noticed is that Joe had a way to keep me listening until I went through the entire tape set. It wasn't some hidden tactic, I knew what he was doing but it worked despite that.
Joe's a big fan of P.T. Barnum, the famous circus promoter. In one of the first tapes, he mentions visiting P.T. Barnum's grave and the surprising inscription that was written on Barnum's headstone. But he didn't immediately say what that was. Instead, he promised to tell me... in a minute.
Well, Joe kept teasing me with that one all through the tape set. And I almost got mad. I'm driving down the road yelling, 'OK, what's on the gravestone?'. He'd these teasers perfectly near the end of the side of each cassette. I was almost forced to continue listening.
Joe realized a couple of important things. One, few people actually listen to one of these tape programs in its entirety. He knew that if people didn't use his tape program they'd either return it or at the very least not buy from him again. The other thing he realized is that people love trivia.
It really goes deeper than that. Introducing a question like, "Do you know what is written on P.T. Barnum's headstone?" creates a gap in our brain's that must be filled. It's almost irresistible. There's actually a name for this process, it's called the 'Zeigarnik Effect'.
Television producers know the power of this, too. Have you ever been watching a news show or program like VH-1's 'Behind the Music'? They show you clips of a story that's coming up later in the program just before they go to commercial. You see just enough to be intrigued and stay tuned. Have you ever caught yourself watching a show much longer than you intended to? I'll admit its happened to me several times.
If you're old enough to remember the TV series, "Dallas", you may recall an entire summer of "Who Shot J.R.?". In the final episode of the season, oil mogul J.R. Ewing is shot. And you had to wait until the next season to find out who shot him. TV episodes like this are called 'cliffhangers' but they're the Zeigarnik Effect in action. When the first episode of Dallas aired the following fall, the ratings went through the roof.
So Joe used the mystery of what's written on P.T. Barnum's headstone to keep listeners 'tuned in' to his 12 tape audio course. And if you wonder if this sort of thing is effective, let me ask you a question. Are you wondering what's written on P.T. Barnum's headstone right now?
I thought so. I promise to tell you in just a second.
Over the past couple of years, I've gotten to know Joe personally. We now live in the same town in the Texas hill country outside Austin. He joined my weekly Mastermind group so every Thursday, I get to spend a few hours with him. And I've learned a lot.
Joe's style is a lot different from mine. But one thing I cannot deny is that he's got the most responsive list I've ever seen. He emails them on an almost daily basis. They worship him and buy almost everything he recommends. I've never seen anything like it.
And believe me, I was suspicious at first but have been around Joe long enough to know that he doesn't recommend something unless he's passionate about it. If you've spent any time online at all, you've seen Joe's testimonials on dozens, if not hundreds, of websites. But I also know that there are lots of products he turns down for testimonials and joint ventures.
I was also privileged to attend and speak at Joe's recent copywriting weekend. I really learned a lot about writing that weekend and am still learning from the materials Joe sent us home with.
Today presents another opportunity to learn from Joe. He's releasing his
Hypnotic Selling Secrets package today. What's amazing about this is that he's convinced other marketers, including me, to pony up with bonuses worth over 21k. And this isn't the usual stuff that gurus give away because they can't sell it.
You can grab your copy of Hypnotic Selling Secrets right now. It launched at 9 this morning. Some of the bonuses are time-sensitive, they're only available on a first-come first-serve basis.
I'm also offering an additional one-hour consultation if you order through my link. That's worth one-hundred seventy-five bucks and that's not counting the consultation you get as the bonus to Joe's package. You end up getting 90 minutes of my time.
So head over to the site and grab Hypnotic Selling Secrets while you can lock in $21,393 in bonuses.
http://snipurl.com/9pw2
Oh, you want to know what's on Barnum's headstone? It's "Not my will, but Thine".
Did I play a dirty trick on you? Maybe. But do you see how it works? People love stories. Joe teaches us to use hypnotic stories so that people keep reading and hear our message. Whether you're trying to sell something or deliver another type of message, you can use the Zeigarnik Effect to keep people's attention.
If you don't believe me, then why are you still reading?
That's it for now. See you on Friday.
All the best,
Bill Hibbler
http://www.EcommerceConfidential.com
http://www.MasterSiteReviewer.com
http://www.RudlReport.com
P.S. Don't forget, the rescheduled Joe Vitale webinar is tonight, October 12th, at 8PM Eastern Standard Time. If you haven't signed up yet, click here.
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