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Mind Gaps: Or, How Wrod
Illsuinos Can Imrpvoe Yuor Slaes
©2006 By Joe Vitale
In my new intensive
seminar in a box on Hypnotic Copywriting techniques,
Hypnotic Selling Secrets, one of the principles you'll learn
in the course is the idea that the mind is easily tricked by
optical as well as literary illusions.
You're probably familiar with optical illusions.
There are numerous books and sites showing pictures that can
be seen in a variety of ways. One famous image looks like an
old woman -- until you stare a little longer and suddenly
see the profile of a young woman in the same image.
Something similar can happen with words. After all, words
are images, too. They are subject to the blind spots in our
brains. For proof, read the following.
Aoccdrnig to a rsceearcehr at Cmabrigde Uinervtisy, it
deosn't mttaer in waht oredr the ltteers in a wrod are, the
olny iprmoetnt tihng is taht the frist and lsat ltteer be at
the rghit pclae. The rset can be a total mses and you can
sitll raed it wouthit a porbelm.
Tihs is bcuseae the huamn mnid deos not raed ervey lteter by
istlef, but the wrod as a wlohe.
Fascinating, isn't it?
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DONG GEUN's General Info |
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2006.03.01
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 6397 Friends
Member since 2/3/2006 |
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I'm *not* advocating mis-spelling words or intentionally
misleading people. I'm demonstrating a principle. Your
mind is vulnerable. It can see things that aren't there
and miss things that are there. This is important
information. It's what allows magicians the ability
to fool us.
So, how does this fact help you with your sales letters,
ads, emails, websites and any other writing you do?
Here's how: You can consciously weave your words in such a
way that people fill in the blanks. In other words, you
can help them imagine buying your product or service
without asking them to get it.
This is the sport of hypnotic writing.
Here's an elementary example:
"Imagine driving this sleek car down a country road."
What did you see in your mind?
Most likely you imagined a sports car.
But why a sports car?
The word "sleek" led your mind to create a visual.
That image came from your mind, not mine. I gave you a
prompt and your mind leaped to a conclusion.
Minds are like that.
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Also, in the paragraph before that example,
I planted the word "sport" in your mind.
Did you notice it?
It's where I wrote, "This is the sport of hypnotic writing."
The word "sport" was already in your consciousness, and was
easy to bring up when I asked you to imagine a "sleek car."
Here's another example: Go back to the opening paragraph
of this article. It says:
"In my new intensive seminar in a box on Hypnotic
Copywriting
techniques, Hypnotic Selling Secrets, one of the principles
you'll learn in the course is the idea that the mind is
easily tricked by optical as well as literary illusions."
Notice anything unusual?
You shouldn't have. But your mind interpreted the sentence
that YOU will get a copy of the Hypnotic Selling Secrets
course. I could have said "One of the principles *people
will learn in the course* is the idea that the mind is
easily tricked by optical as well as literary illusions."
But by writing it so YOU would be in the sentence, I am
leading your mind to imagine getting a copy of the course.
I was talking with my hero Kevin Hogan (author of
"The Psychology of Persuasion" and everything else
about influence...) and he says that if you can actually
get your customer to see themselves doing or using
whatever it is your product does, you win big.
The trick is, they have to imagine *themselves*
with your product.
Showing how another person is going to experience something
or has experienced something isn't enough to push the
"yes" button in most people.
In other words, "Yeah, John felt the same way, then he
tried this and found it worked" is a weak persuasion tool.
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Kevin explains it this way:
"Joe, what you want your participants to do is see
*themselves* writing ad copy and then have them see
*themselves* getting the incredible results of Hypnotic
Writing. Specifically. The orders racing into *their*
email box. Not yours or mine."
My earlier sentence -- "In my new intensive seminar in
a box on Hypnotic Copywriting techniques, Hypnotic Selling
Secrets, one of the principles you'll learn in the course
is the idea that the mind is easily tricked by optical as
well as literary illusions" -- is a psychological switch
to get you imaging yourself using my course.
That example may be difficult to grasp at first.
It's actually an embedded hypnotic assumption, or
presupposition. It's explained in my e-books and is
demonstrated in my Hypnotic Selling Secrets course.
So let's take a final quick example:
I went to the MSN home page and saw a headline that read,
"See a Ferrari laptop." I like sports cars, so I clicked.
Imagine my surprise when I saw a picture of a laptop
computer, not a convertible. My mind highlighted the
word Ferrari and let me slide past the next word.
I could go on and on. For example, sometimes I end a letter
with "Stop buy and see us." Few note I used the word "buy"
instead of "by." The mind sees it as "stop and buy."
I learned that subtle method when a friend of mine out of
town ended an email with the words, "Take Car." He meant
to say, "Take Care."
He slipped and wrote "Take Car" as a way to speak to my
mind and urge me to drive and see him.
In short, these "mind gaps" can be cause for confusion, or
for communication. I can't explain all the ins and outs of
this rarely looked at subject here (that's what my course
is for), but let this article be a stimulus for your own
thinking -- without the mind gaps.
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ABOUT THE AUTHOR:
Joe Vitale
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