CHAPTER 5 Tools of Mass Influence: The Mental Triggers

Question 1

What is the Product Launch Formula (PLF)?

Answer 1

A training method for launching products effectively.

Question 2

What was the initial reaction to the Product Launch Formula after its release in 2005?

Answer 2

People achieved amazing results, surprising the business community.

Question 3

What did experts predict about the success of PLF?

Answer 3

They believed it would fade once the tactics became widespread.

Question 4

Has the effectiveness of PLF declined since its inception?

Answer 4

No, results have continued to improve over time.

Question 5

What are mental triggers?

Answer 5

Factors that influence how we act and make decisions at a subconscious level.

Question 6

Why do mental triggers continue to be effective?

Answer 6

They are rooted in the core of our psyche and unlikely to change.

Question 7

What role do mental triggers play in a product launch?

Answer 7

They form the cornerstone of a successful product launch.

Question 8

What is the mental trigger of authority?

Answer 8

The tendency to follow those in positions of authority.

Question 9

How can authority be created in marketing?

Answer 9

By sharing high-quality content and showcasing accomplishments.

Question 10

What is reciprocity?

Answer 10

The obligation to return a favor when something is given.

Question 11

How does reciprocity function in a PLF-style launch?

Answer 11

By giving valuable content during the Prelaunch to create a tendency to reciprocate.

Question 12

What is the importance of trust in marketing?

Answer 12

It is crucial for influencing decisions and building relationships.

Question 13

How can trust be established over time?

Answer 13

Through repeated interactions that demonstrate reliability and honesty.

Question 14

What is anticipation in the context of marketing?

Answer 14

The excitement and expectation that builds before a product launch.

Question 15

How does anticipation relate to scarcity?

Answer 15

People desire things more when they perceive them as limited in availability.

Question 16

What is the likability mental trigger?

Answer 16

The preference to do business with people we like.

Question 17

How can one increase their likability?

Answer 17

By being gracious, kind, generous, and honest.

Question 18

What is the significance of events and rituals in marketing?

Answer 18

They create a sense of community and engagement, making marketing magnetic.

Question 19

What role does community play in influencing behavior?

Answer 19

People act according to the norms and expectations of their community.

Question 20

True or False: The Product Launch Formula is only effective for a short period.

Answer 20

False.

Question 21

Fill in the blank: The success of PLF is due to both _______ and timeless strategies.

Answer 21

evolving tactics

Question 22

What lesson did the author learn about authority from a traffic situation?

Answer 22

Creating authority can be as simple as using a flashlight.

Question 23

What is the ultimate goal of using mental triggers ethically?

Answer 23

To create tremendous value in the world.

Question 24

What is the significance of sporting events in marketing?

Answer 24

Sporting events can be peak experiences that transform marketing results.

Question 25

What is a powerful mental trigger in marketing?

Answer 25

Community

Question 26

How does community influence individual behavior?

Answer 26

People act according to the norms of their community.

Question 27

What can you build during a product launch to enhance community engagement?

Answer 27

An online community

Question 28

What is scarcity in the context of marketing?

Answer 28

The perception that something is limited, increasing its desirability.

Question 29

Why do people value items like diamonds more than other stones?

Answer 29

Due to their scarcity and difficulty in obtaining.

Question 30

What effect does scarcity have on consumer decision-making?

Answer 30

It forces people to make decisions quickly.

Question 31

When do significant sales typically occur during a product launch?

Answer 31

In the last 24 hours.

Question 32

What is social proof?

Answer 32

The idea that people are influenced by the actions of others.

Question 33

Give an example of social proof in action.

Answer 33

Choosing a restaurant based on the number of cars in the parking lot.

Question 34

How can social proof be utilized in a product launch?

Answer 34

By showcasing comments and excitement about the product.

Question 35

What is the relationship between trust and authority?

Answer 35

They are closely linked; authority builds trust.

Question 36

How can mental triggers be made more effective?

Answer 36

By layering and sequencing them in marketing.

Question 37

What is a key advantage of a PLF-style launch?

Answer 37

It allows for the use of multiple mental triggers.

Question 38

What is the first step in the Prelaunch sequence?

Answer 38

Sharing a powerful piece of content.

Question 39

What triggers can be activated as the Prelaunch progresses?

Answer 39

Social proof, likability, trust, and scarcity.

Question 40

What is the Pre-Prelaunch?

Answer 40

The component that sets up for massive success in a launch.

Question 41

Fill in the blank: Community norms govern how members are expected to _______.

Answer 41

act

Question 42

True or False: Scarcity is only effective if there is a real shortage of the product.

Answer 42

False

Question 43

What is one of the key objectives in marketing related to decision-making?

Answer 43

To push people to make a decision.

Question 44

Fill in the blank: The perception of _______ motivates people to desire products more.

Answer 44

scarcity

Question 45

What happens when multiple triggers are layered effectively in marketing?

Answer 45

The effect is exponentially more powerful.