Activating the “Yes!” mindset in your readers

Anyone who has studied hypnotic copywriting can tell you that one of the most essential skills you can learn in this craft is the ability to establish a “yes” mindset in the prospect and keep it going throughout the entire sales piece.

The concept of the “yes” mindset is quite simple: The more you can get the reader to agree with you (by mentally saying “yes” while reading your copy), the more likely they are to continue agreeing with you. Due to their almost irresistible desire for consistency, the more a prospect has said “yes” while reading the copy, the harder it becomes for them to say “no” at the end.

How to activate the “Yes!” mindset.
The technique for activating a “yes” mindset in your readers is actually quite simple. All you need to do is formulate questions in a way that requires the reader to agree (say yes) with whatever statement you’re making. Here are a few examples of how this is done:

“It is a nice feeling to finally be able to afford a new house, isn’t it?”

“You’d love to be able to double your income without having doubling your work, wouldn’t you?

But wait… here comes the best part: Questions formulated to activate the “yes” mindset are actually a double-whammy. Because in addition to making the reader agree with what you’re saying, these questions also serve as subtle and hypnotic reminders to the reader of her particular needs – and when crafted correctly, they also hint at your product’s most desirable benefits. Read the above questions one more time to see what I mean.

How to craft yes-getting questions.
The process of crafting questions that activate the “yes” mindset goes like this: Instead of making an ordinary statement like “People like to be free of stress”, transform it into a question like “Everyone would love to live a stress-free life, wouldn’t they?”.

Copywriting becomes more hypnotic when the reader feels engaged by it. After all, the more involved you become with a letter, the higher the chances are that you keep reading it all the way to the end… right?

Here’s a list of a few phrases you can use to transform ordinary statements into profit-pulling, yes-getting questions:

“Didn’t you?”
“Don’t you?”
“Won’t you?”
“Aren’t you?”
“Weren’t you?”
“Couldn’t you?”
“…Right?”
“…Correct?”

The most persuasive and hard-hitting sales letters are built upon on agreement. Go ahead, get your creative juices flowing and try to weave more yes-getting questions into your copy to give your closing ratio a nice big boost. I’m sure you’ll agree this is a pretty powerful technique… right?