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Trance and Copy In the last newsletters nlp1.html and nlp2.html we demonstrated why certain NLP techniques don't work in print and the one thing you MUST do to get these patterns to explode your conversion rates. In nlp3.html we introduced the concept of criteria which we will expand upon. And in nlp4.html we began to explain how to elicit criteria. In nlp5.html we introduced the concept of misdirection. In nlp6.html we began the concept of changing criteria. In nlp7.html we revealed the contest winner. In nlp8.html we demonstrated how easy it can be to use NLP language patterns in copy. A key concept was discussed in nlp9.html You Are Getting Sleepy... The minutes someone hears about my background in hypnosis they start waving their wrist watch in front of my face and saying in a deep voice... "you are getting sleepy." Oh please. These guys have never discovered the real power of hypnosis and that is - waking hypnosis. Until the mid-1950's, hypnosis was considered by the medical and psychiatric profession to be "woo-woo" until Milton H. Erickson did some wild a crazy stuff live at an AMA conference. Here's the story and pay attention and begin to wonder how you can learn to blend this into your copy. I'll tell you more about that in a minute. The head of the conference told Erickson that he considered hypnosis to be pure bunk. Erickson invited him to pick two seat numbers out of the huge auditorium. The conference head selected two seat locations in different parts of the room and Erickson said, "Time for me to get ready for my presentation. Oh, by the way, could you have two chairs placed on the stage behind the podium?" Erickson began his talk on clinical aspects of hypnosis in therapy. He presented a number of case histories when something astonishing occurred... How Did He Do That? The two doctors who were sitting in the seats designated by the head of the conference stood up during Erickson's talk, walked up on to the stage, sat down in the chairs, and went into deep trance. At that point, Erickson used them as subjects for demonstration for hypnotic phenomena. When Erickson concluded his talk, the head of the conference took the stage and and revealed that he had picked the seats at random and at the time neither he nor Erickson has a clue as to who would be sitting in those seats! Erickson's demonstration turned the tide and soon the AMA approved of hypnosis as a medical technique. So can you begin to imagine the power of using real hypnotic language in your sales letters? Your readers aren't "getting sleepy" but they are "getting influenced". And if you can get people to go into a trance during a clinical presentation, don't you think it's possible to get them to pull out their credit cards and hand you money? You bet it's possible. And the best part is, the more they resist the influence of your persuasion patterns, the more likely they are to respond. The keys you must have to do this are:
Next time, I'll show you my secret formula how to do it. Peace. Harlan Kilstein |