Marketing Profs

Felix the cat wasn't invited to breakfast.

But he sure as hell was creating a ruckus as we sat down to our bacon, eggs and steaming coffee on a lazy summer's Sunday.

You see, Felix wanted bacon. As a kitten, Felix had been given tiny scraps of bacon as a treat. And if you made the mistake of having bacon for breakfast, Felix would be there, mewing loudly, as he was on this day.

And as was often the case, Felix got his fair share of bacon—but he wanted more. And after a while there wasn't any more bacon to be dished out. We'd finished it all.

Of course, Felix wasn't convinced. He could still smell the salty aroma of bacon in the air. And as far as he was concerned, we were just being selfish.

So Felix simply turned up the volume. His meows grew louder and more demanding. Till in exasperation Felix's owner literally put an empty breakfast plate before Felix's nose and eyes.

The cat sniffed the plate, looked around its perimeter and stopped mewing. In one second, Doug had managed to use a simple tactic that had stopped the cat from driving us crazy. In that second, he had used a psychological factor that can have important ramifications for your business. The logic behind the "plate-in-the-cat's-face" tactic could potentially make hundreds, if not thousands, of dollars for your business.

You're dying to know what this tactic is, aren't you? You're not alone. The same tactic that convinced Felix the cat was used by Corning Glass to sells thousands of dollars of safety glass. This amazing tactic can convert your so-so prospects into loyal customers. And once you understand this powerful psychological tactic, you can then apply it to your Web site, your brochures, your presentations and all your marketing.

So what's the tactic that's so very important to learn? It's called demonstration.

Why demonstration compels clients to buy