Positive Expectancy: The Number 1 Buying Emotion Vic Strizheus Builds Every Pitch Around

You watch a webinar or read a sales page and something in you shifts from skeptical to interested in the space of a few sentences. It usually is not the offer itself that flips the switch. Vic Strizheus says he stumbled onto the actual mechanism almost by accident, while trying to make his own early training simpler for people to follow, and once he noticed it, he says his conversions moved every time he leaned into it on purpose.

What is the one emotion that actually drives a buying decision?

His answer is positive expectancy, the feeling a prospect gets when a concept that sounded complicated a minute ago suddenly clicks. Not excitement about the product on its own. Not urgency. The specific moment where someone thinks, I can actually see how I could do that, even if they have never tried it and never intend to attempt it today. That single thought, he argues, is what actually moves a prospect from spectator to buyer, far more reliably than any amount of hype layered on top of the offer.

He walks through his own example of teaching retargeting, a topic that sounds intimidating the first time anyone hears it. Rather than diving into technical detail, he breaks it into the plainest version possible: most visitors leave your landing page without opting in, a pixel can quietly follow them anyway, and your ads can keep showing up in front of that exact group of people afterward on other parts of the internet. Explained that simply, a concept that sounded complicated a minute earlier suddenly reads as doable.

The more positive expectancy I created in my marketing, the higher my conversions turned out to be

He backs the idea up with a real launch example. During the prelaunch phase for a product called Internet Traffic Formula, he says the campaign generated results in a short window largely because of how the material was simplified and framed, not because of hype stacked on top of it.

As he puts it, “we did over $3.2 million in a span of about five days,” and his read on why is consistent with everything else in this lesson: people were not just excited, they understood exactly what they were being shown, which is what let them move.

How do you create that same feeling for your own audience?

The method generalizes past retargeting. He describes sitting with someone brand new to online marketing who wanted to know if a market for his product idea even existed. Instead of a lecture, Vic pulled up Google’s free Keyword Planner tool on screen and searched a handful of terms related to the man’s business, men’s clothing and jeans, right in front of him. Watching real search volume numbers appear for terms in his own niche did more to convince the guy than any explanation could have on its own, because now he could see it rather than just hear about it.

A short list of what tends to produce that reaction reliably:

• Take a genuinely complicated idea and strip it down to the plainest possible version.
• Show the mechanism live rather than only describing it in words.
• Frame every explanation around a simple, repeatable structure the person can picture themselves following.

Whatever you teach, whatever you are trying to sell, the same test applies. If a prospect walks away from your explanation thinking it still sounds complicated, positive expectancy never got created, no matter how good the underlying offer actually is.

Why does simplifying a concept matter more than proving it?

This is the piece that trips people up. The instinct when explaining something valuable is to prove how sophisticated it is. Vic’s experience runs the opposite direction. The sale, or the opt in, or the next step in a funnel almost always follows the moment something clicks as simple, not the moment it sounds impressive. Positioning yourself as a figure of authority while you do that simplifying is the next piece of the puzzle, and it is exactly where the training goes from here.

The full session shows the entire retargeting explanation and the live Google Keyword Planner walkthrough. Watch it in full, free, when you Create your free account.

The full session transcript follows below.

Transcript

So if you want to understand how to convert more of your prospects into customers, right, or take a step back, if you want to understand how to convert more of your visitors into prospects and then ultimately prospects into customers, you need to understand what the number one buying emotion is. Okay, what's the number one emotion that makes people to respond and take action on things, okay, especially buying? And that number one buying emotion, my friend, well, let me ask you this. What do you think that is?

Any ideas? What do you think the number one buying emotion is? When you apply this in your business, magic will happen, okay? Here it is, okay?

Positive expectancy. Okay. When I, I discovered. I discovered this by accident, really.

And the way I discovered this was I was teaching people and in my quest to simplify things as I was teaching people, early, you know, when I was first getting started and just kind of my first breakthroughs in this, you know, in the business of building a business on the internet, I've discovered something that later on, you know, as I kind of engineered or reverse engineered what was working for me, I found out that, you know, you know, you know, you know, you know, you know, you know, you know, you know. The more positive expectancy I created in my marketing, the higher my conversions turned out to be, okay?

And simple, again, proof is in the pudding for you as well, right? People who were, you know, we launched this product called Internet Traffic Formula. And you might have seen that. And people, you know, in the pre-launch phrase, the reason that this product did so well, okay, the reason this product did so well, and by the way, if you did not see the, you know, all of the pre-launch videos, you can actually check them out.

I suggest you go, you know, find them and watch them. But the reason this product did so well, okay, we did over $3.2 million in a span of about five days, okay? In five days, generated $3.2 million in commissions, okay, in sales, actually. The biggest part or the biggest thing that made that happen was that we had a lot of people who were, you know, that happened, okay, was positive expectancy.

You know, when I was explaining things to people, like, for example, when I explained to people, and, you know, maybe you saw that as well, it's in the Traffic Mastery, any module that I explain, any training that I do, okay, any value that I give out to my list, I always wanted to create a positive, a sense of positive expectancy and also to keep things very, very simple, okay? So when I was explaining a very complex to a lot of people, seems like it's very complex, it's a very complex topic of retargeting, okay, to where basically you have your traffic, all right, you might have seen this, traffic goes to a landing page, right, where you capture the opt-in, and then you redirect that to your sales page to where people get an offer.

That's typically the model, okay, for internet marketers. And so when I was explaining the concept of retargeting, you know, not everybody who ends up, on your landing page, are going to opt-in, right? There is about, you know, industry average is about 20, 25% opt-in rate here. Of course, the stuff that we teach, you know, in the Capture Mastery of this course and the stuff I'm teaching you right now, right, throughout this course, is going to allow you to increase that exponentially.

But still, let's say, let's take an average opt-in rate of about 20%. That means that there is 80% of people, right, that pay money for to get to your landing page are just going to leave without opt-in, all right? So when I was explaining this concept of, you know what, there is a way for you to retarget, okay? You go and you set up a campaign, you know, and it's a retargeting campaign, all right?

And so what we do is as soon as people land on your landing page here, they are automatically being placed a pixel from a retargeting campaign, so that way they see your ads all over the web. And you're building a cloud, you know, you're building like a following, like another list of prospects that you are now following on the Internet and bringing them back to your landing page for those people who have not opt-in, okay? So when I break it down like that to people, people go, ah, you know what, I can see how that can work, right?

Maybe you had that same experience, you know, when you first saw me explaining this. Like in the beginning, it looks like it's confusing, but when you explain it and you simplify it, see, it creates something called positive expectancy. So all of a sudden, and then what I do is I take a step further and I log into a retargeting account, right, and I just say, hey, here's how you do it, right? Blah, blah, blah, boom, boom, boom.

People get it. And even though they might not do it right away, okay, even though they, you know, they just watch a video, because I explain it in a way that makes sense to people, keyword here is it got to make sense, okay? When you can, when you can, whatever you do in your business, okay, when you bring value to your marketplace, when you bring value to your subscriber, when you are, when you fund that goodwill bank account of yours by giving value, right, to your marketplace, see, when you do that, right, and you do that in a way that is simple for people to understand, okay, you send out a, you know, whether it's a marketing, whether it's a video, okay, whether it's a PDF, okay?

You do a teleconference or a, you know, a webinar or a Google Hangout, whatever, right? And you explain a concept. You want to do this. You want to put it in a, you want to put it in a framework, okay?

You want to put a framework around a concept that is simple for people to understand. Make sense? See, when you do that, you will create positive expectancy in your marketing, and it just makes sense to people. And when it makes sense to people, even though they haven't tried it, even though, you know, they never, ever did it before, there is something in their head that says, you know what, I can see how I can do that.

If you can get your prospect to say, you know what, I can see how I can do that, you've got it, okay? So think about this idea. Again, this is another million-dollar idea for your business. Any type of marketing you do, any type of promotion you do, any type of follow-up you do, okay, a video, whenever you are explaining a concept, put it in a framework, and ask yourself, how can I create a positive expectancy within my list?

You know, the other day I was just talking to somebody who was talking to me about asking me questions about, hey, you know, how do I know if there is a market? You know, how do I find, I have this idea for a product I want to do, but I don't know if there is a market for it, right? And he was, you know, he was a fairly new, you know, to marketing. I mean, he was an offline business owner, and he was fairly new to this whole online marketing thing.

And I was talking to him. I have another question. I have a course called High Traffic Academy. And so he was looking at about, you know, seeing how we would work for his business, right?

And so what I did is I said, you know, let's jump online right here. Let me show you something, okay? So what we did, let me take you online here, and I'll show you something very, very simple I showed him, okay? I took him over to, as you can see here, Google Keyword Planner, okay?

Google Keyword Planner, you can just Google it. It's available. It's a free tool. I'm sure you've probably heard of it.

You know, I told you about that. I showed it to you before in other videos. All right, but Google Keyword Planner. It's essentially, you know, where we can go to find out how many people are searching for a particular keyword out there on Google, okay?

So I just took him here, and I said, you know, let's check it out, okay? So his product was, I think he was selling men's clothes, so men's jeans, okay? Like how many people are actually searching for something like men's jeans on the Internet, okay? Is there a…

Is there a… Is there a… Because he was… He has one of these stores where he sells high-end kind of clothing, okay?

And so I said, look, there is… We can actually search by average monthly, okay? Okay? For the words jeans, okay?

High-waisted jeans, all right? Boyfriend jeans, men's fashion, Wrangler, all these different types of jeans, right? If you want to compete against these people, here is how many people are searching for those particular keywords. Okay?

And so all of a sudden, he goes, wow, that makes sense, you see? So when he is marketing men's fashion, right, or men's clothing, higher-end clothing, right? He wants to know what his competitors are. He wants to know how many people, if there is anybody searching for, you know, stuff like that on the Internet, right?

Now he knows that, you know what, I can go to Google Keyword Planner, and I can just type in any keyword I want, right, that's relevant to whatever I'm doing, and I can see, you know, what the market is and what people are searching for, and it actually gives me other relevant, you know, blue jeans and other relevant keywords that will give me an idea what is the most searched keyword in that category is. Okay? So that created a sense of positive expectancy with the guy. Does that make sense?

Okay? Again, I want to keep it very simple for you, my friend. I don't want to take too much time because this topic should not be… It's complicated, all right?

It's a very simple concept. Anytime you do marketing, you know, anytime that you deliver your value, which I'm going to talk about, you know, how do you do that, one other thing that's very, very important, as you do, as you engineer positive expectancy in your business, okay, it's very important for you to position yourself as a marketer, as somebody who is a figure of authority, okay, figure of authority. Very, very important. There is a lot of marketers.

There is a lot of competitors. There is very, very few authority figures in your niche. You want to be that person, okay? How do you become that?

I'll show you that in the next video. All right. See you there.