Welcome to day 5 of the crash course!

 

In this video...

 

...I'm going to delve into the topic of direct persuasion vs. indirect persuasion and show you the various applications of indirect persuasion present throughout my funnel and message.

 

During the years of trial and error in getting my funnel up-and-running and generating an income for the first time...

 

...it became abundantly clear early on that people weren't going to beat a path to my door and join my opportunity and buy my company's products just because I had a website with some content on it.

 

But what wasn't abundantly clear...

 

(until I was deep into this task)

 

...was just how much resistance, skepticism, and disbelief I was going up against and how indirect I had to be in my efforts to persuade my prospects to become first-time buyers and to eventually join my opportunity and buy my company's products.

 

Once you realize a strong barrier stands between you and your goal...

 

(in this case, my goal of getting my funnel up-and-running and generating an income for the first time and my prospects' entrenched barriers of resistance, skepticism, and disbelief standing in the way)

 

...you would be mad to keep throwing yourself against the full brunt of that barrier expecting it to crumble before your might.

 

As reflected in the principles of martial arts, rhetoric, really any human endeavor...

 

...once you come up against a strong barrier...

 

...you don't throw yourself against the full brunt of that barrier expecting it to crumble before your might.

 

You find a way around it.

 

Finding a way around a barrier like this requires patience, thoughtfulness, and skill...

 

...the opposite of the impulse to dig in and try to break through the barrier head-first.

 

Sometimes a direct approach against a barrier can work, of course...

 

...but it usually comes with a hefty price tag of wasted energy and burnt bridges.

 

When you come up against a strong barrier between you and your goal...

 

...an indirect approach is almost always the best approach to take.

 

Now that you know an indirect approach is almost always the best approach to take when coming up against a strong barrier between you and your goal...

 

...I'm going to get into how this principle relates to our prospects' resistance, skepticism, and disbelief.

 

During my research into the topic of indirect persuasion...

 

...I discovered an excerpt from a business communications textbook on the Winthrop University website that perfectly explains direct persuasion vs. indirect persuasion.

 

This excerpt details the approach a person should take when presenting their recommendations, conclusions, or requests to other members within their organization.

 

Depending on a person's place within the organizational hierarchy and the nature of their recommendation, conclusion, or request...

 

...they can either take a direct (also known as deductive) approach to delivering their message or an indirect (also known as inductive) approach to delivering their message.

 

(side note: deductive reasoning (also known as top-down logic) was first developed by the Greek philosopher Aristotle over 2000 years ago. However, inductive reasoning (also known as bottom-up logic) is a much newer form of reasoning that was developed by Sir Francis Bacon, a 17th century English philosopher. Inductive reasoning has suffered some criticism, but there are many situations (especially involving the advertising, marketing, and selling of products and services to cold, unaware, and/or unsophisticated prospects) where inductive reasoning is the best approach to take)

 

Let's define deductive reasoning and inductive reasoning.

 

According to study.com:

 

"Inductive and deductive reasoning both strive to construct a valid argument. Therefore, inductive reasoning moves from specific instances into a generalized conclusion, while deductive reasoning moves from generalized principles that are known to be true to a true and specific conclusion."

 

Let's get deeper into what all this means.

 

The excerpt from the Winthrop University website says:

 

"When you use the direct approach, the main idea (such as a recommendation, conclusion, or request) comes in the "top" of the document, followed by the evidence. This is a deductive argument. This approach is used when your audience will be neutral or positive about your message. In the indirect approach, the evidence is presented first, leading therefore to the main idea. This is an inductive argument. This approach is best if your audience may be displeased about or may resist what you have to say."

 

So now we've gotten to the heart of the matter!

 

Putting the excerpt into my own words...

 

...you can be direct if your prospects are likely to be receptive towards you, your message, and your offers.

 

However...

 

...you'll need to be indirect if your prospects aren't likely to be receptive towards you, your message, and your offers.

 

And as you already know from yesterday's video...

 

...the vast majority of our prospects won't be receptive towards us when they first come in contact with us.

 

And that's putting it lightly.

 

As soon as our prospects realize we're advertisers, marketers, and/or salespeople who initiated an interaction with them and who are bringing them through an agenda of our own design and on our own time-frame of when we want to make the sale...

 

...their entrenched barriers of resistance, skepticism, and disbelief are raised against us

 

(even though they ultimately choose to enter our funnel of their own accord)

 

Therefore, we need to use as much indirect persuasion as possible on the front-end of our funnel and message

 

(enough to get a good ROI (return on investment) on our ad spend)

 

Continuing with the excerpt:

 

The "main idea" the excerpt is talking about...

 

(in our case as network marketers looking to prospect and recruit online)

 

...is our opportunity, our company's products, and anything else we offer that requires our prospects to take an action to acquire it

 

(whether it's a free offer or a paid offer)

 

The "evidence" the excerpt is talking about...

 

(in our case as network marketers looking to prospect and recruit online)

 

...is what we say and do to sell our prospects on a particular offer before (and even after) the "main idea" is presented.

 

When being direct...

 

...our opportunity, our company's products, and anything else we offer that requires our prospects to take an action to acquire it would be positioned towards the beginning of the message.

 

In being positioned towards the beginning of the message...

 

...the bulk of the "evidence"...

 

(i.e. what we say and do to sell our prospects on the particular offer)

 

...would come after presenting the offer in order to support it after it has been presented.

 

When being indirect...

 

...our opportunity, our company's products, and anything else we offer that requires our prospects to take an action to acquire it would be positioned towards the middle and/or end of the message.

 

In being positioned towards the middle and/or end of the message...

 

...the bulk of the "evidence"...

 

(i.e. what we say and do to sell our prospects on the particular offer)

 

...would come before presenting the offer in order to circumvent their resistance, skepticism, and disbelief...

 

...in order to establish ourselves as welcome guests in their lives who are offering solutions to their problems and/or ways to satisfy their wants, needs, and desires...

 

...and in order to build interest in and desire for the offer before presenting it.

 

Alright...

 

...let's see how all this plays out in my funnel and message.

 

I'm going to start at the front-end of my funnel by showing you one of my ads.

 

(demo starts at XX:XX)

 

P.S.