We’ve been talking about conversion and sales in the honest way all this time. The core of the talk has been “how to organise and optimise your site to give it the best chances”. This is how you honestly maximize conversions and offer great service to your customers.
This, sadly, doesn’t fall into the standards. When you make use of some psychology along with some of the core elements dear to a targetted population, the money can come flowing rather quickly. Those having been in touch with the advertising world will easily understand my point. Here is an example of how it is done read the article and come back here to see the analysis: white teeth.

I fell on this website while looking at this article sent over Twitter and this ad was on the top left. As I had already scrolled, I didn’t see that it was an ad but thought it was a current article off the same website (link colour strategy being the same): “Learn the trick, discovered by a mom to turn yellow teeth white for under $5.”
Mind you, I haven’t got teeth problems. Another thing is that my dentists have always been cool and I know that the actual natural colour of teeth is light ivory and not white. What caught my attention is the fact that it was a “mom” and “under $5″. How could a mom find such a cheap trick.
The psychology
The first thing is to hit where it hurts most. Here, the target population will clearly be the American population. Why? Because they are obsessed by health and looks. So white teeth for $5 is a big bet. Second, health insurance is expensive and having no social security makes that caring for teeth comes in second line. Here, the cheap promise for such a demanded look is quite an incentive.
White teeth are an obsession in the States.
The personnae
Telling a person that you are a company selling some low priced product guaranteeing some miracle might not be the best approach to sell your good/bad product. Most of us know this old far west recurring scene where some charlatan selling a miracle oil and has an acolyte who comes round nearly dying, takes a sip and starts dancing around lively and all… Its the same thing here, the only difference is that the guy selling the product is not present.
Here we have a mom of two. Defining the caring American woman who takes care of her house, husband and kids. She respects all the standards of many American women who redempted from smoking and loves her small comfort and “was self employed for many years and had no dental coverage whatsoever”. If she finds a cheap way of doing things, this will surely attract attention.
Photos
Very important thing, photos showing the mother of two and her kids. This gives Cathy Anderson some reality in the world and twice the before-after photos. This is the classic convince through repetition system.
Comments
So here she is explaining how she found out 2 products on via CNN reporters and tried them and got those white teeth. There are links all around on this blog like site (with comments enabled so that “satisfied persons” might say respond to the great product and increase sales) where people can buy all the products online with special offers.
The worse of the comments must be this one:
Diane says:
Hey Cathy, I’m a dental hygienist and I just came across your blog.
My boss would be so upset to know that people have figured out about this stuff! Truth be told, at our dental office we charge about $450 for the same thing you are getting here for free. Nice trick!
So here you have everything to convince one into buying your stuff. But here’s the other side of it. You’re being misguided.
Region
Cathy here is a real American mom. But hey, if 1/5 of US Americans cannot even locate the USA on a world map or know so many things on the world, how do you want them to know ask themselves where is Cathy’s city situated? Yes, because Cathy lives in Lille, Nord-Pas-de-Calais. Hey, is that not the North of France? Now, if she were really living here, she wouldn’t have had to be so stressed by dental coverage, health is free in France.
Comments and shipping
She wouldn’t have had to talk in dollars and even with that, she wouldn’t even get any free trial from the US, postage and packing would be around 15€. Worse, there’s even this comment:
I tried to enroll in this free trial but I found out its offered only in the United States, Canada, and the UK.
So how the hell did she get it in France?
Photo
I’ve known Cathy for a long time. She’s been roaming in the web design business for so long that her face is now so ever familiar. Here are some 3 other sites where she is present:
Babble
Playborhood
The Lost Ogle
Cathy Anderson is really well known as well as her kids as you can see.
Conclusion
Here we are then, this is how you can “pawn” the American market by using false elements and playing on the sensitive parts of the people on only one page. This site and offer has been done to rank and sell eveyday to some poor person who doesn’t have money to go to the dentist. This is a great selling strategy but it does not follow the lines of challenge that do give you the thrill of fighting for ranking and selling through conversion. Shall we call it the American way?
All in all, I’ve just left a comment, for the fun of it, on the site. I don’t think it’ll be published but here it is exclusively for you:
Hi Cathy, I’m sure I know you. I work at the pawn shop down Opera Lane in Lille. I’ve always thought that you had a great smile
.